Salespeople are not given awards for "developing the warmest relationships," and certainly not for "gaining the most approval from others." Salespeople get awards and recognition for opening new accounts, increasing sales numbers and exceeding quotas. As a salesperson, your job is to go to the bank. Go to the bank as often as possible, repeat the steps that have gotten you there in the past, and lose the habits that ever slowed your progress there.
Watch as Sandler trainer Gerry Weinberg explains Sandler Rule #20, there are still a disturbing amount of things that can pop up and slow progress to the bank — many of which are caused by the salesperson. Keep a close eye on the motivation and goal behind every single meeting, email, phone call and handshake you do, and ask yourself if it is getting you closer to the bank. If not, then it may be time to reevaluate your process.
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