On behalf of Sandler Training, our thoughts are with our clients and their families and businesses impacted by COVID-19. We are committed to working with you to help you and your business through these extraordinary times. Sandler is open but operating remotely in accordance with recommendations by the CDC to do our part to hopefully help ‘flatten the curve’ of the spread of the virus. We’re here for you and our community. Please don’t hesitate to call or email us to talk through your concerns. Best wishes for the health and safety of your families, teams, and clients.
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Peak Performance Management, Inc. | Pittsburgh, PA

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Most salespeople have found themselves thinking or saying, “That may work in other businesses, but not mine.” Don’t ever let yourself fall into this trap. This is generally nothing more than an excuse not to change. Are there differences in a business? Sure there are, but when it comes to selling, the process is the same for most of us. Find prospects, manage pipeline, win business, and retain clients. No matter what you are selling this is probably your outline. Within this process there are many successful strategies and techniques. Don’t ignore any by assuming that a different business or industry attributes to the success of the strategy or technique.

Why is this a dangerous myth? It is dangerous because we act on our beliefs. Beliefs whether positive or negative will determine action. A belief that our business is unique is a license to stagnate. It gets us into a habit of making excuses for not being as successful as we can be. Instead of looking to excel, we start to look for reasons why we can’t excel. If you do what you have always done, you will get what you have always gotten. If you come across techniques that are working for others, adopt them. It might take some tweaking to fit directly in your business or industry, but try it. Most times you will find that a different business doesn’t change the positive outcomes at all. Beware this myth because accepting this myth will harbor complacency.

Don’t allow yourself to believe your selling situation is unique. People buy for the same general reasons. Either to increase what they want more of, or decrease what they want less of. All this myth accomplishes is cutting you off from useful strategies. Instead, find ways to tweak any good strategy you come across to fit perfectly to your business or industry. A belief that your business is completely unique only offers the benefit of deceiving yourself in an effort to make convincing excuses.

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