Sandler powered by Roy Johnson

05/08/2025

Have you ever had nailed on sale that went elsewhere?
Devastating. Me too, I wrote a song about it. Enjoy.

21/07/2025

doesn't prospect, he just expects.

For the rest of us, we need to follow a prospecting plan in order to smash our goals. We don't have time for mistakes.

Message me in comments or Dm and I will send out to you our 14 page whitepaper

"Six common prospecting mistakes, and how to avoid them.".

May the sales Force be with you.

31/01/2022

MDH was featured on Sandler's globally recognised 'How to Succeed' podcast.

Here are a few ways you can listen to it:

Podcast: https://howtosucceed.libsyn.com/
iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566
Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ

Podcast · Sandler · The How to Succeed Podcast teaches the success principles and interpersonal communication skills needed to get to the top and stay there. We are dedicated to empowering life-long learners and ambitious entrepreneurs with options for growth they didn't know they had. Through our...

28/12/2021

"I don't like writing down my goals".

A comment from one of my clients.

It made me ask myself ... why are some people comfortable with writing down goals, whilst others shy away from it?

In this case, the client is a very smart person who is wrestling with what to do for the best.

They *know* it's impossible to hit a target unless they know what they're aiming at.

They're familiar with all those clichés ("if you don't know where you're going, any road will get you there" etc).

So, why the reluctance?

Because writing goals is a courageously vulnerable thing to do.

By nailing your colours to the mast with a statement of goals you are saying to the world (and more importantly to yourself):

- This is what I stand for;

- This is who I am;

- This is what matters to me;

- This is what I consider to be good and meaningful;

- This is what I would like to be remembered for.

When you define success on your own terms and build a plan to achieve it... that is very personal.

When you open up the path to success you also, naturally, open up the possibility that you might fail.

And, whilst we know (academically, at least) that failure is not the opposite of success, for many people failing still cuts very deeply.

It feels personal, and it feels permanent.

There's a big difference between "I failed in this task" and "I am a failure" (the first one is an experience you can learn from, the second one is a brutal scarification of your self-esteem).

Your head might understand the difference between the two... but is your heart listening to your head?

If you wrestle with this difficulty (you feel like setting goals is setting yourself up to fail and you can't live with that)... there are two solutions:

Option 1 - Don't set goals.

I'm not taking the p**s ... it's a real option.

After all, if you play it safe, you can't lose.

(You can't ever truly 'win' either, but as long as you're happy that really doesn't matter).

If you don't set goals, you stay in your comfort zone and that buys an ounce or two of psychological safety.

The downside is that you may be disappointed by the highlights reel when your life flashes before your eyes on your death bed.

Option 2 - Be brave in baby steps.

Take a step outside the comfort zone.

Set some goals that make you excited and nervous.

Build a plan comprised of small daily behaviours that are within your control.

Implement it.

Test and learn against the plan. Measure how you do. Improve every day.

Manage your mindset along the way (get a coach, get an accountability partner, keep a journal, meditate, get enough sleep, exercise, eat properly... maybe a combination of all of these!)

Only you can decide what matters.

It's your life!

If Option 2 is the road for you, I've got one place left for my goal setting workshop.

Let me know if you'd like to attend:
7th of Jan.
10am-2.30pm on Zoom.
Email me for details [email protected]

28/09/2021

Hard sell is only good for one thing – hard pushback.

The image of the old school salesperson (coercive tactics and a manipulative stranglehold on the prospect’s wallet) is outmoded and unappetising.

Unfortunately, it lingers.

There are plenty of business leaders and sales professionals out there who get unfairly tarred with the stereotype.

I meet them all the time.

And they're typically frustrated as hell.

That crappy stereotype means that, even when you really want to help them, potential buyers are instinctively mistrustful of you.

It’s a hurdle you must get past.

And even when you do get past it you still hit annoying roadblocks:

❗️ You have a product or service that the prospective customer really needs … but you can’t seem to get them to understand your value proposition.

🚧 Result - the sales process never gets off the ground.

❗️ You send detailed, lovingly crafted, proposals that show you’re not ‘just another’ supplier … but then they never get back to you. You’re ghosted. You don’t even know if they read your carefully considered words.

🚧 Result - the sales process lingers on for months and months before fading to nothing.

❗️ You have great conversations, you think that the prospective client is ‘in’ … but then they ask you to chip your price or sharpen your pencil, showing that, despite all your meetings, they still don’t really understand the value in what you do.

🚧 Result – the sales process lands you a new client at cripplingly low margins that your business cannot profitably sustain.

And the worst thing about all this?

The prospective client has a serious problem, and you are the very best company to provide the solution!

Not doing business together is bad news for both parties!

Want to pull back the curtain and see a different way of doing business?

There are strong, replicable, ethical ways you can establish and maintain equal business stature between you and a prospective client, and you can do it right from the get go.

Comment “Y” down below:

1. I will send you a FREE whitepaper “The 3 Biggest Sales Mistakes You Should Never Make”,

and,

2. I will invite you* to attend my next FREE Zoom Masterclass “Building Better Buyer-Seller Relationships”. It’s at 2pm next Tuesday, the 5th of October.

(*Sadly, places are limited and will be allocated on a ‘first-come, first-served’ basis).

13/08/2021

Accountability.

What does it mean to you?

We all want to achieve certain outcomes.

And we know that if we build a plan we can bet on the outcome.

But only if we consistently do the things needed to make the plan happen.

Making behavioural commitments, then showing up and fulfilling them, takes a perfect storm of skills, process, and a well-adjusted mindset.

That mindset is one that sees accountability as an opportunity, not a threat.

It’s your chance to celebrate your wins, learn from your failures, and avoid the pitfalls of procrastination … not to mention mitigating the challenges of negative self-talk, self-pleasuring, and self-deception.

This afternoon I’ve got my usual weekly call with my accountability partner, Sondeep Purewal.

It’s one of the ways I keep my head on straight.

It’s holiday season so it’s been a couple of weeks since we last spoke and I found myself thinking this morning about the 30-minute interview he and I broadcast as a livestream here on LinkedIn a few months ago.

See the two-minute excerpt below.

If you want to see the whole interview, there’s a link to a YouTube version of it in the comments.

For me and Roy Johnson Accountability plays a key part in our weekly Sales Mastery classes. We celebrate our clients’ victories and dissect impending events and challenges in a safe but constructively challenging environment.

Want to know more? DM me or Roy and we can talk about you crashing a class to experience it for yourself.

09/06/2021

Check out this article on LinkedIn from Matthew Dashper-Hughes regarding the Friday Live Interviews that he has been conducting over the last 3 months:

There’s an old saying: “The whole is greater than the sum of its parts”. Looking at the future of business, for me, its success is rooted in our ability to collaborate, reciprocate, and support one another.