Sandler Rule #1: You Have to Learn to Fail to Win

Start by asking yourself the following question, "Have you ever lost a sale & felt like a personal failure?" Failure is part of the human condition. Everybody fails at something. People who achieve a great deal fail at many things. It's important that we remember:  

• It's OK to fail.
• You as a person are not a failure.
• There is the REAL - you vs. the ROLE - you.

You can choose to regard failures as negative experiences - defeats, losses, setback. Or you can choose to regard failures as positive learn what not to do, what needs to be changed, and what needs to be fixed. Failure can accelerate your success. If and only if you take the time to extract clear lessons from your failures, and then apply those lessons to your next endeavor.

Recognizing failure as a potential positive experience gives you a new freedom- the freedom to try new thing, be more creative, and stretch outside your comfort zone. If you don't achieve the results you seek, ask yourself, "What did I learn from this?"

Of course, accepting this concept intellectually is one thing. Dealing with failure emotionally is another matter entirely. Before you can learn from your failures, you must learn to fail. And, in order to do that, you must understand failure and put it in its proper perspective.

When you fail to accomplish something, you're not a failure. You did not fail. Instead, it was your attempt, your action plan, strategy, or technique  that failed. There is a difference between the real you and the role you.

Real You:
The real you is defined by your self identity and your sense of self-worth.
Role You:
The role you is defined by your performance in a role - As a sister, spouse, parent, little league coach, or salesperson.

You must learn not to take role failures personally. An unsuccessful attempt to obtain an appointment or close a sale is just that- an unsuccessful attempt. It has nothing to do with your personal worth. Your personal worth is still intact! If there is a lesson to be learned from the failed attempt, identify it and apply it to subsequent attempts.

You will know when you have learned to fail in a way that supports winning - as opposed to failing in a way that you take personally- because you will start thinking about "failure" differently. When you begin to look forward to the lessons from "failures," because you know those lesson will lead you to future "wins," you will be on the right track.

Saying "Yes" to Success with the "Yes" attitude

The "yes" attitude. That means that your default response to requests is “yes.” Consider the movie, Yes, Man, played by Jim Carrey. In this movie he says, "yes!" to everything. This doesn’t mean lying, and it’s not a risky practice because most requests at the beginning of a relationship are simple and easy.
Responding to conversations with a "yes" buys you time, enables you to see more options, and builds rapport. Creating good networking practices is always thinking about how you can help the people when you meet them.

Which leads to the "no" response and the reactions that 1 word creates. A “no” response stops everything. There’s no place to go, nothing to build on, and no further options. You never know what may come of a relationship, and you will never know if you don’t let it begin. At least, try thinking with a “not yet” response instead of “no.”

Perfecting Your Sales Emailing Strategy - A How-To Guide

Best Career Advice: Learn how to sell. Yes, you! You're selling. No matter what career you're planning, there's no smarter move than learning how to sell because each of us are selling every second of every day.

I recently sat down with a friend who's a website programmer and explained the selling concept. It was difficult for her to grasp how she's selling herself even while listening to Spotify/Pandora and coding websites. But in truth and in theory, she's selling while building websites - We're all selling ourselves, services, beliefs and etc. daily.

Take the example of the web programmer again, once her websites or updates are ready for the customers review, she has to email the customer that update and information. In fact, most people are emailing constantly on a regular basis. But do you know how to write a sales email properly and effectively?

Take these great suggestions from us and apply them to each of your emails moving forward:

TIP: First time e-mails: to potential customers must be short and make it easy to move to the next step.
TIP: Sales e-mails: these are the type you send to prospects to gauge if they're interested in conversing. Without a relationship with the recipients, you don't have the right to put much demand on their attention.
Common Error: Sales e-mails are way too complicated.

What Doesn't Work and Why (example courtesy of: inc.com): 

Almost every sales e-mail reads as follows: (Note: I've numbered each section to make it easier to critique; the numbers wouldn't be in the actually e-mail, of course.)

1. Subject: Acme
2. Hi [prospect name]! Hope you are well.
3. Acme is the industry leader...[a paragraph about how wonderful Acme is.]
4. Acme has the following products and services... [a bulleted "spray and pray" list.]
5. Acme has served the following customers... [some big companies.]
6. I would like to set up a 20 minute phone call to discuss how we can help you.
7. If you need any further information, don't hesitate to call me at [number] or browse our website [website.]
8. Sincerely, [sender's name and contact info]

To understand why this type of letter doesn't get a response, let's look at it from the perspective of the potential customer:

1. The subject line means nothing to me, so I probably won't open it.
2. I don't know you, so the greeting rings false and the concern for my health is bogus.
3. Why should I care about your company?
4. What does any of this have to do with me?
5. I'm an SMB; if you work with large enterprises then you're probably going to treat me like small potatoes.
6. Are you kidding me? Like I have 20 minutes in my crazy schedule to hear some silly sales pitch.
7. Apparently, you think I'm so stupid that I can't find your phone number and website under your signature. Also, you apparently live in some cuckoo land where I'm desperate to have a conversation with somebody who has already wasted three minutes of my time with this confusing e-mail.
8. A final lie, since there's nothing sincere about anything in this e-mail.

Did you really expect a response from that? It's okay, we've all been there. Now let's cover a method that actually works and can be applied easily for success!

Your New Method:

1. Subject: [something relevant to the prospect]
2. Dear [Mr.|Ms. prospect's last name]:
3. I'm contacting you because I may be able to [potential benefit to the prospect.]
4. Companies like yours ([list]) hire us to do [something quantifiable that leads to that potential benefit.]
5. Reply to this e-mail and I'll e-mail you some details so that you can quickly evaluate whether it's worth your time to pursue this.
6. [sender's name and contact info]

Do you know why this structure works? It's because:

1. The subject line engages the recipient to open the e-mail. Examples of "something relevant" would be a mutual contact, a recent change in the prospect's business, a factoid about a prospect's competitor, etc.
2. While many industries and companies are informal, when you're contacting somebody for the first time, it's best to err on the side of formality. Nobody is ever insulted by formality.
3. Get to the point quickly. The "point" is "what's in it for me." So tell the prospect.
4. This is your sales message, but stated from the customer's perspective. The customers in the list should be of similar size and shape to the prospect. If you don't have this list, just use "Our customers hire us to."
5. It's unrealistic to expect an initial e-mail to convince a prospect to commit time to meeting to you. Instead, you make the "next step" something trivial that indicates the prospect's receptiveness.
6. The prospect is smart enough to figure out how to call you or access your website if required.

Example
Subject: Inventory Cost Overruns
Dear Mrs. York:
I'm contacting you because I might be able to help you reduce your inventory costs.
Our customers hire us to restructure their supply chain to ensure just-in-time component delivery. This typically reduces their inventory storage expense by 40 to 50 percent.
Reply to this e-mail and I'll e-mail you some details so you can quickly evaluate whether it would be worth your time to look into this.
Michael Johsen, Triton
1-xxx-xxx-xxxx
www.tritonemail.com

What Happens Then
If you get an interest, then research that prospect in detail - Utilize LinkedIn or other social sites to help prepare and educate yourself on the company, person and their products.. Craft a follow-up e-mail that describes what you're offering in a way that's likely to match what that individual prospect may need."Like" Us On Facebook