Summary: <br> jQuery(window).load(function() {<br> jQuery(".container img,iframe,blackquote").sti({<br> primary_menu: ["facebook","pinterest" ]<br> });<br> <br> });<br> <a href="https://itunes.apple.com/us/podcast/seizeyourbusiness.com/id985403546?mt=2&uo=6&at=&ct=" target="itunes_store">[iframe id=”https://www.youtube.com/embed/kJh8GQTl1I4″ align=”left”]</a><br> You have until June 11th to help us achieve our goal of appearing on iTunes’ New and Noteworthy list by <a href="https://itunes.apple.com/us/podcast/seizeyourbusiness.com/id985403546?mt=2&uo=6&at=&ct=" target="itunes_store">reviewing us</a>. <br> <a title="Review us on iTunes" href="http://seizeyourbusiness.com/review-us-on-itunes/">Click Here</a> for easy 3-step instructions.<br> At our <a title="Launch Party (5/19)!" href="http://seizeyourbusiness.com/please-join-us-in-person-or-remotely-for-our-livecast-launch-party/">launch party </a>on 5/19 we will be raffling off White Sox and Cubs tickets as well as many other prizes to the people who have reviewed us (even if you can’t make it to the party). If you won’t be easily identifiable to us by your iTunes ID, please either leave your e-mail in the review or e-mail us at info@seizeyourbusiness.com with your iTunes ID, so that we can get you your prizes!<br> Our Guest: Chuck Zimmerman – Corporate Strategies, a Sandler Training Center – czimmerman@sandler.com – (630)778-1500 x 226 – <a href="http://www.corporatestrategies.sandler.com">www.corporatestrategies.sandler.com</a><br> <a href="http://seizeyourbusiness.com/wp-content/uploads/2015/04/Chuck-Zimmerman-headshot.jpg"></a><br> We specialize in business development through customized sales and management training and coaching. We are a Sandler Training Company, America’s leader in corporate development for more than 40 years. The key to our success with clients is ongoing reinforcement.<br> Typically we work with clients who face one of several challenges: common objections like price, bad timing and competition prevent closing sales; getting “think it overs” instead of definite answers at the end of a sales call; a leadership and/or management team that isn’t as successful as it could be or achieves inconsistent results; features & benefits sound the same as competitors; and prospecting activities that don’t yield enough results to grow business.<br> Takeaways from Episode 8<br> <br> * A lot of sales people sell on intuition and personality and blame external factors when something goes wrong rather than looking internally.<br> * Many sales managers manage by intuition and personality and are not systematic enough.<br> * Unless you educate yourself to become a professional salesperson, rather than having 5 years of experience you will have 1 year of experience 5 times over.<br> * Salespeople who don’t have a process end up following the buyer’s process:<br> <br> * The buyer’s process is to mislead (saying, “I’m interested”), steal information and expertise, and hide (avoiding the salesperson’s calls).<br> <br> <br> * In order for the salesperson to follow their process, rather than the buyer’s process, the salesperson should set the rules up front.<br> * Chuck believes that the salesperson should sell today and educate tomorrow. Find out what the buyer’s issue is and see if you can help them, before trying to educate.<br> * In the most simplistic person, Chuck recommends getting information about the prospect, figuring out what makes them tick, and with that information learn how the prospect wants to be sold to.<br> * You have to be very intentional when going into a sales call, as opposed to reactionary to the prospect. Preplanning for the day, the week, the month, and the year is essential.<br> * You don’t have to like cold calling.
