DEAR SANDLER COACH Dear Sandler Coach, HBRA JOB BANK JOB TITLE: LABORER Hours: Full Time Start Date: ASAP Job Description: Looking for a hardworking individual to work on construction site in Southport. Site cleanup, maintenance and other tasks. 40 hours per week, full time. Salary:$15.00/hour Contact: Love Where You Live Homes, LLC Brian Butts 203-994-5264 JOB TITLES: Project Managers, Carpenters & Skilled Laborers Murphy Brothers Contracting wants to hire: 1.(2) Project Managers with (10) years minimum experience 2.(2) Carpenters with (7) years minimum experience 3.(3) Skilled Laborers with (2) years minimum experience He or She must have the following qualities: •Likes Getting Things Done Right •Has Good People Skills •Likes to Gather Facts •Has Good Communication Skills •Has Strong Listening Skills •Can Estimate Work We are offering you the Opportunity to: •Have Personal Growth Match Effort •Have Secure Employment •Receive Recognition for Accomplishment •Have Opportunity For Individual Accomplishments •Work With People Who Support Your Efforts •Full-Time Positions Available Contact Murphy Brothers Contracting: 914-777-5777 for an appointment, ask for Joe Zito. Or send resumes to joez@murphybrothers.com I spoke to a prospect about 2 weeks ago and they said they would get back to me. They haven’t. What should I do now? - Jeff R Dear Jeff, Not an uncommon problem in sales at all. There is a lot of things we teach to do in the beginning of the conversation to avoid this behavior as much as possible. In the Sandler System we start off with Bonding and Rapport and this thing called an Up Front Contract. What those do is establish trust but also what the next steps could be or could not be. We encourage you to let your client know they can and should say “No” to you if it’s not a good fit. Either because they don’t need you, can’t afford you, the timing is off or any of the other hundreds of reasons to not do business. Of course that’s in hindsight though, what do you do now? The last thing you want to do is send a “Just checking in” email. Think about the conversation you had originally and try and remember a nugget or something you can “touch” them with that shows you listened, you are still around and still care but doesn’t put them against a wall to make a decision. Then we end it with giving the prospect an out if they want to take it. There are a bunch of gutsy moves here but that’s the excitement of sales! Hope this helps. - John John J. Fazio, Jr. John’s clients include the single entrepreneur all the way up to Fortune 500 companies in the areas of sales, leadership, management and customer service. Have a training question for John? Send your questions to hbra@ buildfairfieldcounty.com SUMMER 2018 | HBRA of Fairfield County 23
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