It’s been a crazy couple of weeks since the Sandler Summit! I hadn’t even been back to work for two days before the virus began interrupting “business as usual,” and I’ve spent the past week adjusting to the new normal.
Now that things are somewhat settled, I want to report back on my experiences at the Sandler Summit. Here are my takeaways:
1) Dave Mattson opened the conference with a talk on accelerating your business through the concept of “Willing and Able”.
What hit home for me was his comments on unwillingness: Is it situational or a pattern?
Situational unwillingness, which is when an individual is unwilling to do something due to the specific situation, makes sense. Pattern unwillingness, which is someone’s consistent unwillingness to move from their comfort zone, doesn’t make sense.
I laughed out loud when he stated that being in your comfort zones isn’t an indictment, unless your comfort zone has running water and electricity!
Now I need to figure out: Where is my unwillingness a pattern?
2) John Rosso spoke about precision selling.
He suggested that we be fanatically disciplined, smart, and methodical. He went on to say that most people don’t change because the change doesn’t agree with their belief system. He then got my attention when he suggested that to change our beliefs, we need to change our actions.
The model, for me, had always been change your belief, which impacts your judgments, which creates new actions and improves results. John believes creating new actions improves results, creates positive beliefs, and improves your judgments about yourself.
I am all in on the new model.
3) Jody Williamson spoke about ethical selling.
He spoke about the negative, stereotypical views people have about salespeople. You know what I’m talking about – salespeople are lying, manipulative, dishonest scumbags.
He made a statement that resonated deeply with me: “It is unethical to sell someone something they don’t need, but it is also unethical to not sell someone something they do need”.
The second part of the sentence made so much sense to me. I am going to start using Jody’s statement as an opening question to my prospects. I can’t wait to try it out!
As always, I came away from the Summit motivated, excited, and encouraged to put all the new lessons I learned into practice.
In case you thought I forgot, I also worked extremely hard to be more present with Granny. Overall, I think I was more present with her, because it was a goal to do so. That is the biggest learned from the trip. Being intentional and purposeful about what you want to accomplish will guide you to success.
With life impacted in so many new ways in these challenging times, may you find your new way in the world. Be safe out there!
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