As salespeople, we talk a lot about the acquisition part, getting more sales, getting more appointments, doing discovery calls, closing them, and so on. However, we don’t really talk about retention. Every account that you have is somebody else’s prospect. Knowing that, how should you work on customer retention? Today's guest at ALL IN Podcast had basically grown up in an environment where all you hear is sales training. Meet Rian Lanigan - entrepreneur and Managing Partner at Sandler Ireland. Tune in to learn more about Sandler I/R theory, why it's important to separate your identity from your job role, how to acquire and retain your clients, and what to do to achieve success in sales. Do you follow any Sandler rules? Tell us about it in the comments! If you like the video, don't forget to share and subscribe. Thanks for listening! Are you struggling with digital marketing efforts? We can help you with your White label work. Find out more here https://www.oneims.com/the-leading-white-label-agency/ Find Rian Lanigan on LinkedIn https://www.linkedin.com/in/rianlanigan/ Visit Sandler Training at https://www.sandler.com/ --- Send in a voice message: https://anchor.fm/solomon-thimothy/message

ALL IN by Solomon Thimothy

36. Why Should You Separate Your Identity from Your Job Role? | ALL IN Talks with Rian Lanigan

Never answer an unasked question if it doesn't address the problem! In this episode, I continue my talk with my sales coach Doug Cohen, a President of Summit Performance Training at Sandler and a Chief Revenue Officer at OZ, about another Sandler rule. The rule no 5 says, 'Never answer an unasked question.' What does it mean? Doug shares some interesting experiences that he has had! When the prospect comes to you with their problem, it’s best to let them do most of the talk. If you are not going to solve a problem with your product or service, leave it alone. Doug says that we should be listening at least 70% of the time and letting the prospect do much of that conversation. Our job is to listen, gather information, and figure out if we can help a prospect with our product or service. If you cannot, it's ok; move on. I say, rather than speak something and lose the deal, we must understand that it is better not to say anything unwanted. Have you come across such a situation? How did you handle it? Do share with us in the comments! If you like the video, don't forget to share and subscribe. Thanks for listening! Are you struggling with digital marketing efforts? We can help you with your White label work. Find out more here https://www.oneims.com/the-leading-white-label-agency/ Find Doug Cohen on LinkedIn https://www.linkedin.com/in/dougcohen1/ Visit Sandler Training at https://www.sandler.com/ --- Send in a voice message: https://anchor.fm/solomon-thimothy/message

35. Why You Should Never Answer an UNASKED Question | ALL IN Talks with Doug Cohen

I have always found this Sandler rule that says ‘Don’t spill your candy in the lobby’ very intriguing. So, I decided to talk to my sales coach Doug Cohen, a President of Summit Performance Training at Sandler and Chief Revenue Officer at OZ  about this rule. What does this Sandler rule mean and how can we relate to it now? Doug says that ‘candy’ is information, knowledge, and expertise. Many believe that the best way to sell is to spill their candy all over the lobby. It’s when you shower a prospect with information before you understand their issues, problems, or challenges. Can you help a prospect? Mind that before you share information. Ask relevant questions and listen to what the prospect has to say, advises Cohen. And then provide your candy - your knowledge and expertise. Remember that your product and services might not be a good fit for everybody. Time is valuable, so wait to spill your candy to a qualified prospect. There is no need to sound smart to get the deal. Don’t show up and throw up! Which is what I want to say! What do you think? Do you follow any Sandler rules? Tell us about it in the comments! If you like the video, don't forget to share and subscribe. Thanks for listening! Are you struggling with digital marketing efforts? We can help you with your White label work. Find out more here https://www.oneims.com/the-leading-white-label-agency/ Find Doug Cohen on LinkedIn https://www.linkedin.com/in/dougcohen1/ Visit Sandler Training at https://www.sandler.com/ --- Send in a voice message: https://anchor.fm/solomon-thimothy/message

34. What Does “Don’t Spill Your Candy in the Lobby’ Mean? | ALL IN Talks with Doug Cohen

Sales is not about pushing your product or service to others, it’s about helping people solve their problems. This episode’s guest is David Fischer, the Founder and President of Chartwell Seventeen Advisory Group Inc., Sandler Trainer, and sales experts with over 20 years of experience in selling and leading sales organizations. David is giving his advice for the beginners in sales, talking about his own mistakes, and sharing valuable insights on how to ask the right questions and not make it all about the price. What do you think? What’s your attitude towards sales? Tell us about it in the comments! If you like the video, don't forget to share and subscribe. Thanks for listening! Are you struggling with digital marketing efforts? We can help you with your White label work. Find out more here https://www.oneims.com/the-leading-white-label-agency/ Find David Fischer on LinkedIn https://www.linkedin.com/in/davidfischer0/ Visit Sandler Training at https://www.sandler.com/ --- Send in a voice message: https://anchor.fm/solomon-thimothy/message

33. How to Move Away From the Intellectual to Emotional in Sales | ALL IN Talks with David Fischer

It’s better to be the head of the mouse than the tail of the lion. Do you agree? I heard this piece of wisdom from today’s guest. Today, we’re having a conversation with Antonio Garrido, author, speaker, executive coach, and CEO of Sandler Training in Miami. There’s a couple of insights you’ll learn from Antonio in this talk. First off, you’ll understand why Sandler is all about asking questions. It’s extremely important. Next, you’ll realize that new prospects aren’t telling you the truth. You’ll find out the difference between the interviews and interrogation and learn what the interaction between the buyer and the seller should look like, how to ask really, really good questions, and so much more. You can’t afford to miss it. Tune in! If you like the video, don't forget to share and subscribe. Thanks for listening! Are you struggling with digital marketing efforts? We can help you with your White label work. Find out more here https://www.oneims.com/the-leading-white-label-agency/ Find Antonio Garrido on LinkedIn https://www.linkedin.com/in/antoniogarrido/ Grab the books by Antonio Garrido on Amazon https://www.amazon.com/Antonio-Garrido/e/B07DDMYYJX?ref=sr_ntt_srch_lnk_1&qid=1598869374&sr=1-1 Visit Sandler Training at  https://www.sandler.com/ --- Send in a voice message: https://anchor.fm/solomon-thimothy/message

32. The Challenges Salespeople Face When Working with Prospects | ALL IN Talks with Antonio Garrido

What makes a professional salesperson “professional? That’s what we’re talking about in this episode! Our guest is Hamish Knox, an internationally recognized business development expert, coach, consultant, and the winner of the 2020 David H. Sandler award. Hamish is talking about the biggest sales mistakes he came across - being self-centered, getting too excited, and making up stories. It’s not easy to become great at sales because adults find it harder to put their newly acquired knowledge into application. That’s why reinforcement is necessary. Hamish is talking about the actionable model that makes adult learning easier. Here’s another thing we don’t usually talk about. It’s also important to train not only sales but also prospects. It might take a few extra steps because you might have to say to prospects you aren’t a good fit, and that’s not a usual situation. Check out this conversation! And join the conversation in the comments! If you like the video, don't forget to share and subscribe. Thanks for listening! Are you struggling with digital marketing efforts? We can help you with your White label work. Find out more here https://www.oneims.com/the-leading-white-label-agency/ Find Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ Grab the books by Hamish Knox on Amazon https://www.amazon.com/Hamish-Knox/e/B00P8OCWJA%3Fref=dbs_a_mng_rwt_scns_share Visit Sandler Training at  https://www.sandler.com/ --- Send in a voice message: https://anchor.fm/solomon-thimothy/message

31. What’s A “No Mutual Mystification” Rule? | ALL IN Talks with Hamish Knox

Sales is like building muscles in the gym. If our sales skills and your sales practices do not get reinforced regularly, they’re not going to remain as sharp as you want them to be. Today, we’re having a conversation with Jeffrey Borovitz - renowned ales Trainer, Speaker, Executive Coach, and a business owner. Jeff says that as the sales professionals, we are paid much more for the information we gather rather than the information we give out. So the key is to talk less and listen more. There’s such a thing as transactional analysis in sales. Every time you give something, you want to make sure you get something of equal value in return. That’s why getting to “no” as soon as possible is super important. In this regard, “maybe” is a much, much worse answer. Tune in to learn what does the “leave your child in the car” rule means, what is the reverse auction, and Why you should try to disqualify your leads rather than qualifying them. What do you think? Do you follow any Sandler rules? Tell us about it in the comments! If you like the video, don't forget to share and subscribe. Thanks for listening.  Are you struggling with digital marketing efforts? We can help you with your White label work. Find out more here https://www.oneims.com/the-leading-white-label-agency/ Find Jeffrey Borovitz on LinkedIn https://www.linkedin.com/in/jeffreyborovitz/ Visit Sandler Training at  https://www.sandler.com/ --- Send in a voice message: https://anchor.fm/solomon-thimothy/message

30. Why Sales is a Science and “No” is a Blessing | ALL IN Talks with Jeff Borovitz

Here’s more sales wisdom to come! This episode’s guest is David Wendkos - President and owner of Sandler Training in Annapolis and sales, management, & leadership expert with over 30 years on the field! David is talking about the four golden rules of believability - what those rules mean and how to apply them for successful prospecting. One of the many important insights that I got from this talk - when we learn and turn ourselves into professionals, that’s how we get out of our own way. When there’s knowledge and skills, we don’t have to prove our worth. It’s all about the mentality. In sales, the question is not whether or not there's value and worth, it’s just “is it a good fit?” Tune in for more! If you like the video, don't forget to share and subscribe. Thanks for listening! Are you struggling with digital marketing efforts? We can help you with your White label work. Find out more here https://www.oneims.com/the-leading-white-label-agency/ Find David Wendkos on LinkedIn https://www.linkedin.com/in/davidwendkos/ Visit Sandler Training at https://www.sandler.com/ --- Send in a voice message: https://anchor.fm/solomon-thimothy/message

29. How to Stop Getting in Your Own Way | ALL IN Talks with David Wendkos

If you were thinking of sales as a negative experience, you’re going to find out that it’s all about value, honor, and integrity. In this episode, we’re talking about how Sandler rewires the brain and the entire sales experience. Today’s guest is Tim Roberts, Performance Management Leader and top Sales Trainer at Sandler. Tim had spent the past 20 years collaborating with business owners, sales leaders and salespeople in building their sales culture. Tim is talking about his journey in Sandler, his shifting attitude to sales, common mistakes salespeople make every day, and ways to avoid these. Tune in to find out what is evidence-based selling, how the sales process is connected with psychology, and many other valuable insights that will help you get better in sales. If you like the video, don't forget to share and subscribe. Thanks for listening! Are you struggling with digital marketing efforts? We can help you with your White label work. Find out more here https://www.oneims.com/the-leading-white-label-agency/ Find Tim Roberts on LinkedIn https://www.linkedin.com/in/trustpointetimroberts/ Visit Sandler Training at https://www.sandler.com/ --- Send in a voice message: https://anchor.fm/solomon-thimothy/message

28. Believe that You Have Some Rights as the Salesperson | ALL IN Talks with Tim Roberts

Here’s the insight of the day. Most salespeople talk too much, but that’s not the way sales work. Sales is not about showing off, it’s about educating people and solving their problems. In this episode, we’re talking sales with Al Simon - master trainer and coach with almost 25 years of experience. Al says prospects don’t argue with their own data. That’s why it’s extremely important to ask questions. You need to get them to fully describe their situation because they aren’t going to dispute their own words. As the salesperson, you want to let the prospects build their case themselves. So how to ask the right questions? This is what you’re going to learn from this conversation. Tune in! And let us know in the comments what do you think? How important is it to let the prospects do the talking? If you like the video, don't forget to share and subscribe. Thanks for listening! https://www.thimothy.com/podcast/ Are you struggling with digital marketing efforts? We can help you with your White label work. Find out more here https://www.oneims.com/the-leading-white-label-agency/ Find Al Simon on LinkedIn https://www.linkedin.com/in/alsimon0/ Visit Sandler Training at https://www.sandler.com/ --- Send in a voice message: https://anchor.fm/solomon-thimothy/message

27. How to Become a Pain Relief for Your Customer | ALL IN Talks with Al Simon

Today's episode is a chat with Joe Ippolito. Joe is an award-winning Sandler trainer, author, coach, and speaker. We had an insightful conversation on one of Sandler's rules of sales. Joe's favorite rule, rule No 44, says, 'when your foot hurts, you are probably standing on your own toe.' We touched upon several other Sandler rules and some of the common mistakes that salespeople make. Joe says that practice is the difference between an amateur and a professional. I agree! If you like the video, don't forget to share and subscribe. Thanks for watching! Are you struggling with digital marketing efforts? We can help you with your White label work. Find out more here https://www.oneims.com/the-leading-white-label-agency/ Find Joe Ippolito on https://www.linkedin.com/in/sandlerboston/ Visit Sandler Training at https://www.sandler.com/ --- Send in a voice message: https://anchor.fm/solomon-thimothy/message

26. How to Get Better at Sales and Prospecting? | ALL IN Talks with Joe Ippolito

Hello, and welcome to another episode of ALL IN Marketers want their target consumers to do things, but how strong is that Call to Action? You can create the best campaign, but if your Call-to-Action is not strong, it just falls flat. Call to action or CTA is the most important yet underutilized element in marketing. If you create an article, a blog, or a video, what do you want the reader/viewer to do after consuming it? The marketer provides an opportunity for the person to take up an offer of service, use a product, or get more information. 'Start today,' 'Call now,' are examples of powerful Call-to-action. It creates a sense of urgency in the consumer to act quickly. Test more action words, and utilize Call to Action's power so that you see results quickly! We've built our platform to track data from campaign to campaign, from client to client. It's called Clickx; go check it out at https://www.clickx.io/. Do you want help with your content marketing problems? Let us help you out https://www.oneims.com/content-marketing-services/ Thanks for tuning in! --- Send in a voice message: https://anchor.fm/solomon-thimothy/message

25. The Power of Call-to-Action - How to Make your Customer act Fast!

Hello, and welcome to another episode of ALL IN. Let me ask you a question. Do you know the biggest challenge marketers are facing today? No, it's not more posts on your social media. It's bigger. It's a data challenge. Marketers don't know what kind of data they need for a successful marketing campaign. And the problem is, if you have stale data, you have stale marketing. Without proper data, your email marketing will bounce back; your SEO and PPC efforts will be in vain. You're going to make wrong decisions. You need ENOUGH data, the APPROPRIATE data, and QUALITY data that you can trust. Quality data is the most valuable asset that your business can have. We've built our platform to track data from campaign to campaign, from client to client. It's called Clickx; go check it out at https://www.clickx.io/. Thanks for tuning in!  --- Send in a voice message: https://anchor.fm/solomon-thimothy/message

24. Marketers, AVOID this ONE mistake in your marketing for successful campaigns

Hello, Solomon here, and I am back with a new episode. Today, I had a ‘Podclass’ with Steve Werner, former trader turned lifestyle coach, and got life-affirming insights into defining our reality and overcoming negativity. Steve injects a healthy dose of reality through his innovative program, Hour of Champions.  He has a no-nonsense way of helping people find the truth about themselves. “We all have trouble being truthful about ourselves,” says Steve. Reality is when the story that we are telling ourselves over and over collides or intersects with the truth. We need to change our story and stop being a victim. Find the hero that is hiding behind the victim, says Steve! What do you think? Do you find yourself negatively thinking most of the time? Tune in to find out how to overcome such challenges and more valuable insights from Steve. Got any burning questions for me to answer? Please send me a mail Thank you for tuning in! --- Send in a voice message: https://anchor.fm/solomon-thimothy/message

23. How to Get rid of Negativity and Define your Reality – A ‘Podclass’ with Steve Werner

Linkedin 101 – 5 basic rules that all business people must follow Get a customized marketing solution for your business. Request a consultation now! https://www.oneims.com/ In this episode, Eric and I talked about how business owners could use LinkedIn to get ahead of their game. Eric Chafin is a LinkedIn Pro and has helped many in the field leverage LinkedIn and get in front of people with whom they want to do business. The key takeaways from what I would like to call as, LinkedIn 101 1. Have a good profile and profile pic. Your future clients would want to know who they are dealing with and put a face on your name. 2. Invite recommendations from satisfied clients, just as you would invite testimonials for your website. It is a credible way for other prospects to see the work you have done for other clients. It would help if you recommended other good business owners as well. 3. Give a good headline, which sums up what you do in concise terms. It also gives those terms searchability. Do not cram your headline with unnecessary details. 4. Try to engage more. If you are not able to create valuable posts, leave a comment, or like and share posts of other relevant people in the industry. Share your personal experience in comments of significant posts, which can be valuable information for others.    5. Check your Social Selling Index. It gives you an idea about your position on LinkedIn. --- Send in a voice message: https://anchor.fm/solomon-thimothy/message

LinkedIn 101 – 5 Basic Rules That All Business People Must Follow

Welcome to All In! The podcast where I share what I learn and as well as dive into what motivates the world’s most passionate minds. Listen up for today's dose of inspiration!

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ALL IN by Solomon Thimothy

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