{"id":12898,"date":"2021-09-10T10:00:00","date_gmt":"2021-09-10T10:00:00","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/the-dna-of-a-sandler-trained-professional-salesperson\/"},"modified":"2022-10-18T16:02:10","modified_gmt":"2022-10-18T16:02:10","slug":"the-dna-of-a-sandler-trained-professional-salesperson","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/the-dna-of-a-sandler-trained-professional-salesperson\/","title":{"rendered":"The DNA Of a Sandler Trained Professional Salesperson"},"content":{"rendered":"\n

In Sandler, we have identified three elements that are required for success in selling we call it B.A.T., and it stands for:<\/p>\n\n\n\n

  1. Behavior<\/li>
  2. Attitude<\/li>
  3. Technique<\/li><\/ol>\n\n\n\n

    Most sales training courses focus on only one element\u2014technique. Salespeople learn the latest techniques for cold-calling or closing a sale. Once the training is over, they might even try to implement them. The results, however, are short-lived. Not because the techniques didn\u2019t have merit, but because they didn\u2019t fit with the salesperson\u2019s behavior or with the salesperson\u2019s perception of what they could achieve. (attitude)<\/p>\n\n\n\n

    Technique training without behavior and attitude training may increase your sales short term, but technique training alone will not take you to the top. The problem is the technique, or \u201cmechanical\u201d side to selling, is relatively easy to learn, but much more difficult to put into practice. Why? Because selling is mostly conceptual, not technical or mechanical. Conceptually, you must be comfortable incorporating these techniques into your own personality.<\/p>\n\n\n\n

    At Sandler, we believe the true definition of success is when you are successfully able to connect Behavior (The What), Attitude (The Why) and Technique (The How).<\/p>\n\n\n\n

    Behavior<\/strong><\/p>\n\n\n\n