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Don’t spill your candy in the lobby
Many of us suffer from the “I can’t wait to tell you everything” syndrome. It’s not only the sales professionals, but it’s most common with us. It’s best if we can wait until the movie starts to enjoy our candy. Continue Reading →
The Tipping Point
I don’t know how familiar everyone is with the collection of books written by Malcolm Gladwell, but they are all fantastic! This one, however, directly applies to my world, my business world, and can help you build a stronger network Continue Reading →
❏ Primary vs 2ndary styles
❏ How do I use a WEDGE to find/create pain?
❏ What is "Fall on the Sword"?
❏ Are there other ways to start a presumptive question other than WHEN?
❏ Define reverse engineer the Sandler process?
Your client is my prospect.
The STORY: In the past three years, Bob has made top salesperson 10 times. He guards his customer list. New hires quickly learn which people not to approach. If calls come in from those people, well, they belong to Bob, Continue Reading →
❏ Survey Says: Bosses get a ‘B’ for management skills
❏ How to get started on LinkedIn
❏ Tips for replacing top salespeople
❏ :30 or less: How to prepare your thirty-second commercial
My sales rep is a better listener!
“Stevenson, I can confirm that [my sales rep] was not real enthusiastic about Sandler in the beginning. However, after going thru several of your courses he has admitted that most of the training has been beneficial and that he can Continue Reading →
More Testimonials →
Extended DISC Blog
❏ Why Feedforward can often be more useful than feedback as a developmental tool.
❏ Do They Care?…Do You Care?
❏ Extended DISC® Rule #5:
Getting back into the website
It’s been a great week, albeit my schedule has been packed! I’ve been re focusing my energy back onto my local franchise after having been on the road training for so long. We are working on expanding our website to Continue Reading →
I am capable of upholding my prices and margins
I have a written plan for reaching my personal goals
Positive change comes quickly and easily in my life
Buyer Motivation: It Starts with the Child
David Sandler’s search for knowledge about why and how people buy coincided with the Transactional Analysis (TA) movement in psychology. TA theory defines three ego states that influence our behavior—the Parent, the Adult, and the Child. Think of these ego Continue Reading →