This was a workshop for Geekdom to discuss how Attitude, Behaviors, and Technique play a crucial role in the success of failure of a business person.

1. ©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
What would you do if you had no fear?

3. ©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
What would you do if you had no fear?

4. ©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.

5. ©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
Improving Your BAT-ting
Average
Lesson Outline
• Definition of Success
• I/R Theory Chart
• The Sandler Success Triangles

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Improving Your BAT-ting
Average
• Middle School Dance

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Changing Your Outlook
• If only my company –
• If only the competition –
• If only our pricing –
• Reframe Your Attitude!

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Develop SMARTER Goals
• Specific
• Measurable
• Attainable
• Relevant
• Time-Bound
• Enjoyable
• Rewarding

9. ©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
Action Planning
• Planning
• Build
• Track
• Fine-Tune
• Action
• Discipline
• Vitality
• Guts

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Definition of
Success
• Success is the result of
connecting your
Attitude, Behavior &
Technique.

11. ©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
The Attitude
Triangle
• The Attitude triangle
includes how you feel
about yourself, your
organization and your
marketplace.

12. ©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
I/R Theory
Chart
• You can only
perform in your
roles in a manner
that is consistent
with how you see
yourself
conceptually.

13. • Parent
• Nurturing
• Critical
• Adult
• Child
• Natural
• Rebellious
• Adaptive
10
P
A
C

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The Behavior
Triangle
• Behavior relates to
having a systematic
approach to the task at
hand.

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The Behavior Triangle
• Behavior is the action.
• Commitment is the connection
between Attitude and
Behavior!
It’s not how you feel that determines how you act;
it’s how you act that determines how you feel.

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The Technique
Triangle
• The strategies, tactics,
and personal presence
you use to implement
your behavior plan.

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Identifying Your Prospecting Attitude
Unsupportive
• Too Negative
• Believes prospecting
is difficult
• Practice creative
avoidance
• Give up quickly
Unrealistic
• Too optimistic
• Believes everyone is
a prospect
• Too aggressive
• Give up eventually
Practical
• Realistic attitude
• Believes in
qualification
• Opt for quality over
quantity
• Works a prospecting
plan

18. ©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc. ©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
Key Take-awaysKey Take-aways
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