The Sandler Training Hour

Sandler Trainers: Jim Stephens and Darby Fazekas

Sandler Trainers: Tim Roberts and Jim StephensVisit our website at www.crossroads.sandler.com to find out more about who we are and what we do.If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

Sandler Trainers: Jim and Joan StephensVisit our website at www.crossroads.sandler.com to find out more about who we are and what we do.If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

andler Trainers: Joan and Jim StephensVisit our website at www.crossroads.sandler.com to find out more about who we are and what we do.If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

Sandler Trainers: Suzie Andrews and Jim Stephens http://www.starkassociates.sandler.com/ Behind The Business: Todd and Elaine Damschen http://866411zapp.com/ Entrepreneur Radio: Don Reiman http://echelongroup.com/ http://donreimancfp.com/ Suzie Andrews from St. Louis is a well-known change agent in the Sandler Network. Suzie talks us through the process of getting out of your comfort zone.What experience in our lives has created a feeling of comfort by feeling that we have achieved finality?On the other side of fear is success and a comfort zone is a disguise for fear.How do we wake ourselves to self-awareness once we realize we're in a comfort zone?Resources, coaches, people around you who can recognize and help you work through the specific issues that you need to challenge.Personal, motivating goals to challenge the fear and break out of the comfort zone. If we plateau we may not want to rock the goal, but goals help us move past contentment with the status quo.Fourteen years ago, Suzie joined Ken Stark at Sandler and was motivated and aligned with the vision of that franchise. She built a cookbook, but felt very uncomfortable getting in front of groups. She hoped to rely on Ken to get in front of groups and he pushed back asking, “how can you rely on me when your success is hinged on you speaking in front of groups?” It helped Suzie realize that to breakdown those comfort zones you need to take one step at a time to break it down. Her stretch goals expanded as she became more and more comfortable with small groups and moved to train groups larger than 1200. Practice creates a different outcome in results and our belief system drives everything. We create a mental toughness through Sandler that makes it hard not to be successful.The choice at the crossroads is do you power through or hit wimp junction and stop. We are driven by alignment to our personal mission and vision and if we come into contact with discomfort about realizing our ambitions then we need to develop a resistance to that situation. If you have an absolute commitment to your own personal development, self-worth, and goals then you will find success.But, a lot of people don't have the guts to get past their fear, they don't trust it, and they don't challenge it which pushes them back to being okay where they are. If that's the reality then it has to be okay. Any president and CEO needs to examine themselves and look at how much work they are doing to put themselves out of their own comfort zone in order to set that sort of example for the people they are leading and their team. If you are vulnerable enough to share and own your weaknesses and your comfort zones and then engage with transparency then it allows for a space for the individual to engage their team and look for their own personal goals and measurements of success in order to understand people's goals and line yourself up to helping them be successful.We learn by observing others. If we look at ourselves and see who we're most drawn to: those that don't have armor on and face things head on as a challenge and a process for their own development.The key to take action to get outside of your comfort zone is to get very specific about what actions. What are you trying, when are you trying it, and how are you going to measure what you are going to try. Generally the approach to change is I'll give it a try and then wonder whether change took place or not.This world of at-leaster mentality is the core of living in the comfort zone. The at-leaster, for the most part, lack confidence and self-worth. They create a perpetuating mindset of “at least I'm where I am,” “at least I'm not a failure,” or “at least I'm accomplishing this” they're always validating and reinforcing the idea that it's okay to be this okay.It sums up to I don't want to fail so I don't risk failure and I can't handle success so I don't want to get over my head.Suzie's original goal when joining the business with Ken Stark was to someday own it. When the rubber hit the road and Ken was ready to sell the business, Suzie faced a lot of fear over what she was going to do and why she was going to do it. She had to confront those issues that she was facing in order to weigh the other side of the outcome against the terror of change. She used that fear as a motivator. Where am I? What do I want? What's the worst that can happen? Is the value of the outcome worth the risks?Part of the walk to get out of your comfort zone is just belief. The key to success is believing in yourself and the things that you know were part of the formula for success. Have a plan, work a plan, never give up on your plan.Working on your attitude and your competencies allows you to shift through comfort zones and is scary, but is enough of a shift that it allows for fulfillment of those goals. By breaking down goals we create realistic pursuits and can bring down fear by building up the reality of execution.Suzie's always believed in being a product of the product and purchasing the business made it her pursuit. Since purchase over the last two years she's grown 30% both years. That growth requires changes in the future because the company changes with increased value and requires more employees and a growing atmosphere.Her five-year and ten-year plan move toward a succession plan and an increased value and pay-out. That picture of the future forces Suzie to become a strategist for her own life experience and plan. This vision and dream helps her take advantage of what she's created.Suzie's been able to quantify her mistakes and the reason she knew what mistakes she has made is that she's followed the process and the Sandler material. By knowing where the gaps were and how to plug them it enabled her to consistently make changes and look for the gaps in the process. You will get better if you follow a process that allows you to measure where effectiveness can improve.We sell the hardest or most difficult thing to sell which means the initial approach to doing things is much different. I see where I need to go and I'm hell-bent on keeping myself uncomfortable. This mindset helps me lead my time out of their comfort and develop their own breakthroughs. Sometimes when we coach we can help people recognize their beliefs that reinforce their comfort zones. Other people need a complete belief system reset, and a reinforced mental strength, in order to find breakthroughs in removing comfort zones.I have a positive impact on people's lives and business results which is my primary vision. I know my plan, I work my plan.

Sandler Trainers: Jim, Justin, and Joan StephensVisit our website at www.crossroads.sandler.com to find out more about who we are and what we do.If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

Sandler Trainers: Justin, Joan, and Jim StephensVisit our website at www.crossroads.sandler.com to find out more about who we are and what we do.If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

Sandler Trainers: Jim, Joan, and Justin Stephens Visit our website at www.crossroads.sandler.com to find out more about who we are and what we do. If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

Sandler Trainers: Joan and Justin StephensVisit our website at www.crossroads.sandler.com to find out more about who we are and what we do.If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

Sandler Trainers: Joan and Justin Stephens

Sandler Trainers: Justin, Joan, and Jim StephensVisit our website at www.crossroads.sandler.com to find out more about who we are and what we do.If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

Sandler Trainers: Joan, Justin, and Jim StephensVisit our website at www.crossroads.sandler.com to find out more about who we are and what we do.If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

Sandler Trainers: Visit our website at www.crossroads.sandler.com to find out more about who we are and what we do.If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

Sandler Trainers: Jim, Joan, and Justin StephensVisit our website at www.crossroads.sandler.com to find out more about who we are and what we do.If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

Sandler Trainers: Jim and Joan Stephens

Sandler Trainers: Joan and Jim StephensVisit our website at www.crossroads.sandler.com to find out more about who we are and what we do.If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

andler Trainers: Joe Marr and Jim StephensVisit our website at www.crossroads.sandler.com to find out more about who we are and what we do.If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

Sandler Trainers: Joan, Jim, and Justin StephensVisit our website at www.crossroads.sandler.com to find out more about who we are and what we do.If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

Sandler Trainers: Jim Stephens and Bob Bolak Visit our website at www.crossroads.sandler.com to find out more about who we are and what we do. If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

Sandler Trainers: Joan and Justin StephensVisit our website at www.crossroads.sandler.com to find out more about who we are and what we do.If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

andler Trainers: Jim, Justin, and Joan Stephens Visit our website at www.crossroads.sandler.com to find out more about who we are and what we do. If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

Sandler Trainers: Justin, Joan, and Jim StephensVisit our website at www.crossroads.sandler.com to find out more about who we are and what we do.If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

Sandler Trainers: Joan, Justin, and Jim StephensVisit our website at www.crossroads.sandler.com to find out more about who we are and what we do.If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

Sandler Trainers: Jim Stephens and Joan StephensVisit our website at www.crossroads.sandler.com to find out more about who we are and what we do.If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

Sandler Trainers: Jim Stephens and Joan StephensVisit our website at www.crossroads.sandler.com to find out more about who we are and what we do.If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

Sandler Trainers: Jim Stephens and Craig Lyons http://www.chief.sandler.com/Entrepreneur Radio: Shaun Buck https://www.thenewsletterpro.com/ Visit our website at www.crossroads.sandler.com to find out more about who we are and what we do.If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

Sandler Trainers: Justin Stephens and Jim StephensVisit our website at www.crossroads.sandler.com to find out more about who we are and what we do.If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

Sandler Trainers: Jim Stephens and Justin StephensVisit our website at www.crossroads.sandler.com to find out more about who we are and what we do.If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler Selling System.

Sandler Trainers: Donna Bak & Jim Stephens http://www.peaksalesperform.sandler.com/ Behind the Business: Jillaine St. Michel http://www.mobilechiropracticandwellness.com/Entrepreneur Radio: Todd & Elaine Damschen http://www.866411zapp.com/ Donna moved from an IT based career and looked for something that would lead to more personal fulfillment. She joined the Sandler Network out of the Computer Science field. This allows Donna to communicate on an expert level with professional services and is a network that she is comfortable with engaging that she enjoys. Donna Bak's book “Patient Care the Sandler Way: Running a Great Medical Practice that has Patients Cheering and Staff Engaged” engages and examines how the Sandler System can be beneficial and useful for training in the medical industry. This allowance into a specific business vertical allows for a better engagement within the enterprise. This vertical is one that Donna has worked heavily with and focuses on applying Sandler in a health care industry.Dependent on the medical practice, there are certain industries (aesthetics) that lean toward cross-selling and up-selling, but the typical medical office prioritizes on customer care. For Donna, this book was a story about behavior. Donna regularly attended chamber events as it was part of her self-imposed key performance indicators (KPIs) that she measured in attempt to network and facilitate new client engagements through prospecting. Donna ran into an individual who was a CEO of an ortho practice. They met through a chance of fate mixed with pre-determined attempts and Donna found herself in a sales call with the practice.Donna shows the importance of doing the behaviors that are involved in generating revenue: this specific instance is a demonstration of pay-time activity which is different than no-pay-time activities. Donna's strategy for compiling the book was weaving in a typical, but generic narrative of a medical practice and examining the pain points that are relevant to the motivation of change. The reasons for this change might be one of the following in the medical industry:1. Very often we hear that the practice is unsure of how to keep a productive flow of patients coming through the practice without hurting the patient experience and ultimately compromising the future of the practice.2. They're frustrated that the team of health care professionals, the staff that's working there, isn't rising to the new challenges of the medical industry. They're not effectively managing difficult people, and morale and motivation is down and the practice ends up losing its competitive edge.3. They're being pressured by patient demands for better service. Patients are able, willing, and ready to abandon their practices for locations that provide better services.With the medical industry changing so quickly, Sandler provides a valuable way to examine change as their material facilitates change and their trainers function as direct and clear change agents. The health care segment of the economy faces public scrutiny, media coverage, and constant controversy. But, this turbulence offers opportunity to engage and elevate the consumer experience on the patient side. Professional training does a lot for morale. When you see your boss making a decision to invest in your future, in specific and active skills. If individuals don't understand why they're doing something or what's in it for them, they might use it for a while, but it won't stick. A simple tool might be: give them what they want to get what you want.Most health care professionals want respect. They want the ability to handle difficult people in different situations. They want a promotion. They want a way through their career. They want to make it through the day without various levels of way through their stress. Once a trainer understands the what of a professional's desire they can facilitate aimed goals to accomplish their objectives by using the specific, technical tools and strategies that provide the access to change and value for the future. These tools that we provide change the behavior of the every day and allow for personal development in the workplace which enables individuals to get more overall success in their life.The one thing you need to know about dealing with difficult people is the validation principle. It simply means to acknowledge out loud how the other person is feeling with no judgment or problem solving attached. Customers regularly call very upset when something is critical to them. This type of person calls to a position of not-okay. This type of customer is generally meant with a customer service representative who pours fuel on the fire and tries to solve issues before empathizing with them. The validation allows a person to be heard rather than judged.To deal with difficult people, you do not start with, “calm down.” The key is to validate and say, “I get it, I see why you're frustrated and I would be too, now let's try and solve the issue.” Donna facilitates roleplay with her customers through the typical resistance that might be active in the day-to-day activities that take place in a medical practice.A small, genuine compliment is called a stroke in Sandler terminology. A good strategy is to use strokes in conversations with clients and customers. In particular to a client in the medical field, a client might come in with web MD research, but rather than disenfranchising and critiquing you might say, “Well, Donna you seem to take care and interest in what's wrong with you, so what did you find out with your research?”That idea of Staff engaged for the medical field, came with the realization that the Health Care professionals really want to understand how to talk with their peers more effectively. Sometimes between the caregiver and the patient in the medical industry there are sixteen administrative people. So roleplays can be between patient and professional or peer-to-peer. The business of a medical practice can be expressed in different roles through urgent language and what could be perceived as forced and make an individual feel as if they've been caught doing something inappropriate while resolving a scheduling conflict. Or feel like a reprimand while you're trying to resolve a conflict. Something like, “I was over there resolving a conflict, but it seems like you've got something more urgent going on. What can I do for you?” this allows more engagement over time between co-workers because it allows individuals to stand up or advocate for themselves. If you're in Idaho, and you've read “Patient Care the Sandler Way” and want a fast-track to activate some of the tools and techniques that Donna highlights, call or e-mail us and we'll help facilitate a conversation. At Crossroads Business Development we understand that the Medical Industry is one of the largest in Idaho's and prize ourselves with our ability to help businesses maintain their price-point without cutting costs and maintain the excellence that they are, and want to be, known for.