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Sandler Training - July 2018
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WWW.CROSSROADS.SANDLER.COM / (208) 429-9275 / JULY 2018
FIND YOUR EDGE
A HISTORY FOR THE FUTURE OF BUSINESS PART 2 OF 2
When we decided to come on board with Sandler Training, we knew nothing about it. We wrote a sizeable check, but we had no idea what we were getting into. The instrumental decisions that led to us pulling the trigger taught us a lot about ourselves, but that didn’t mean my wife or I had a plan in place to make this venture successful. Someone would say, “I don’t think Sandler will work in Idaho,” which, if you know anything about reverse selling, is a great tactic. And it sure worked on me, because my response was always a headstrong “I’ll make it work.”
succeed and help any way they could. That’s the difference with the mindset of the people in this network. They believe there is enough success out there for everyone, and they’ll help you find it. That’s how I started with Hal Thorsvig. If you haven’t been exposed to the Sandler process, it’s hard to explain how talented Hal is. He came down from Seattle to help us get started, and the first time he spoke to a group of people, I was mesmerized and inspired. The whole foundation of Sandler is based on a nonselling system. Hal spent a majority of the time backing away and providing techniques through demonstration. He could command a room and make an impact through Sandler’s models. It’s not as if I immediately became the perfect representative of the systems we have today. In many cases, I wasn’t much better off than when I was going door to door as a child trying to sell seeds. The most significant conflicts I had along the way were mental. I had to shift my mindset from focusing on myself to listening to the client. It was a challenging process for the first six months. Whenever I went on a sales call, I always brought a roll of duct tape with me. I sat down in front of a prospective client, set the roll down in front of them, and said, “If I talk too much, feel free to reach out and use this.”
“ “I HAD TO SHIFT MY MINDSET FROM FOCUSING ON MYSELF TO LISTENING TO THE CLIENT.”
Our first step in this endeavor started with a mountain of books sent to us from Sandler. It was all the materials we’d need to start the franchise, but there wasn’t a lot of direction with it. I started off learning by trial and error. There were significant deficiencies in my abilities, and I desperately needed help to overcome them. Luckily, the Sandler network is full of abundance-minded people; they wanted to see us
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