Posts by:
The Sandler success triangle says sustainable performance comes from three pieces working together: Attitude, Behavior, and Technique. Attitude is how you see yourself, your company, and your market. Behavior is the actions you take. Technique is how you run meetings, ask questions, and move deals or projects forward.
Most design-build firms blame budget when homeowners walk away after design, but often the real issue is missing design-build trust. When clients don’t fully trust your team or process, every price feels risky, every change feels scary, and “We’ll think about it” becomes the safest option.
Sales accountability means owning the outcome of the job, not just checking off your part of the process. In long, pre‑construction sales cycles, responsibility is doing the call, sending the proposal, and booking the meeting. Accountability is making sure the deal either closes cleanly or is intentionally stopped.
Transactional analysis in sales is a simple psychology model that explains why smart homeowners act inconsistently in conversations. It says every interaction happens from three ego states—Parent, Adult, and Child—and your results improve when you recognize the state you and your prospect are in and respond on purpose instead of by habit.
Being interested, not interesting in post‑sales means you focus less on talking about your product and more on asking questions that uncover how things really work for the client. That shift reduces defensiveness, exposes hidden fears like job security, and gives you the information you need to protect adoption, renewals, and expansion.