In my continuing series on the Sandler Rules, let’s talk about Sandler rule number 34, “Work smart, not hard.” You’ve probably heard the phrase “hard work pays off,” but it’s often the case that people who have their hard work pay off are also working smart.
For me, working smart means working from abundance. I know clearly that if I do what I say I’m going to do, I will get the results I’m asking for.
This can best be said by David Sandler, “If you have a plan and you execute that plan, you can bet on its outcome.”
I break down working smart to the Sandler BAT triangle.
Let’s start with Attitude.
When working smart, I have to realize that it’s OK for the truth to be “no.”
Ultimately, I’m looking for the truth, not for a “win.”
Take this example:
You continue to pursue a prospect that has stalled on giving you the truth. It could be for a number of reasons, but continuing to try to land this prospect when deep down you know they’re not really interested in working together isn’t working smart. You’re just working hard for an outcome that won’t be one you like. You’re better off letting go of this prospect and pursuing one that is more worthwhile.
Next up is Behavior.
In order to work smart, you have to plan smart.
I always tell my clients that they have to plan out the time to do their behaviors; otherwise, they just won’t get done.
In order for me to accomplish my behaviors, I put them on my calendar as a meeting. I don’t let people interrupt that time or schedule over it. I make sure they get done.
I encourage you to develop your own system in order to do your behaviors.
And then, working smart is by actually doing them!
Finally, let’s talk about Technique.
My secret to working smart is to have a good up-front contract.
I’ve found that if the meeting gets off track or if you’ve screwed up somehow, you can always fall back on the up-front contract and reset the meeting.
Another key to working smart is to start small.
Not everyone is comfortable making big buying decisions right off the bat. Instead, look for opportunities to start off small and build up to bigger purchases later on.
Here are a few examples.
- Instead of training a full office, I train the office manager first. This way, he becomes familiar with how I work and learns the process his team will go through later on.
- I make a small-buying decision as part of the first meeting. My prospects have to bring money for a DiSC assessment. If they decide they don’t want to work together, that’s no problem, and they get to keep their money. If they do decide they want to work together, then I earn a little money for my time, and it makes the commitment stronger.
If you learn anything through this post, I hope it’s this: Instead of working hard, you should be working smart.
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