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Gerry Weinberg & Associates, Inc. | Southfield, Michigan

Looking for a Magic Formula? Sandler will give it to you!

I’ve talked to thousands of business owners, salespeople, Presidents of companies, and leaders in the business world during my time with Sandler. There’s not a week that goes by that a person contacts me looking for a “magic bullet” or “secret formula” that will take their business to the next level.

Let’s get this out of the way, upfront. There is no magic formula for success. You can stop reading now...

I’m teasing-don’t stop reading just yet. I don’t believe in a magic formula. You should, however, have a process. If you currently have a process for success that is working for you, by all means, keep doing it!

If you don’t or feel like your current process isn’t getting you the results you want, first of all, stop it immediately. Next, I may have a solution for you. It’s the ten components of the “Sandler Formula for Success”. I’ve listed the Formula below:

1) Stay on the Right Side of the Trouble Line
2) Burn Your Bridges
3) Be Mentally and Emotionally Tough
4) Maintain a Healthy Self-Esteem
5) Cultivate a Support Group
6) Know when to use Product Knowledge
7) Know Your Competition
8) Keep an A/B Journal
9) Work a Prospecting System
10) Have a System for Selling

Some of these items are self-explanatory, while others need a little more explanation. This is why throughout the year I’ll spend time explaining each of these points in greater detail. In the meantime, I believe these points can be summed up in the following way: The 3 C’s-Commitment, Conviction, and Consistency. Without all three of these items working in conjunction with one another, success is not a possibility.

Commitment is doing whatever it takes to become the success you want. I’m not advocating illegal works; however, I am advocating paying all of the prices, whether that’s making the necessary calls, waking up early, asking that uncomfortable question, etc. whatever it takes. Most people give up right before they breakthrough. If you are not willing to go to those uncomfortable places, the ones that stretch your comfort zone, I would say you are not willing to do whatever it takes.

Conviction or the belief that you are the right person or product for your prospect is another one of the key components. I hear people talk about how they are the best or their product is the best; however when push comes to shove and doubt or challenges seep into the conversation, panic sets in. Doubt and uncertainty set in. That’s not conviction! You have to stand firm on your beliefs. You may not get the Business, but you certainly don’t have a chance without conviction.

Lastly, you may have Commitment and Conviction on your side, but without Consistency, Success will not fully come into view. It’s doing the things on a repeatable basis, that other people will not do. It’s going to the gym 3-5 times a week, every week. It’s making 5 appointments a week for yourself, every week. It’s making 40 calls a day, every day. Most people will do the things they need to do to be successful, but only part of the time. Then they wonder why the results they are yearning for haven’t arrived. Consistency ties the package together.

In conclusion, business success is a process, a bit of hard work, some science, preparedness, understanding the opportunities that come your way, and massive action. Without these items on a consistent basis, success might continue to be a struggle. If you and your team are a bit frustrated with your current position in the market or concerned your current processes aren’t getting you the results you think you deserve. Give us a call. Maybe we can help.


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