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No Mutual Mystification
Oh, those happy ears! Many of us have them… We filter out any negativity or wishy-washy-ness and hear only what we want to hear. The good stuff! Unfortunately, the prospect is doing the same type of filtering as well, but 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?
When a prospect is negative, strip line hard!
The STORY: “I have to tell you,” stated the prospect, “all of you salespeople are alike.” Nick wanted to walk out the door, get in his car, go home and find a nice job as a mortician. At least then, Continue Reading →
❏ 12 telling signs that your new managers need training
❏ 6 Ways Effective Sales Managers Lead Their Teams Out of Slumps
❏ Survey Says: Bosses get a ‘B’ for management skills
❏ How to get started on LinkedIn
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
❏ Steps in the Coaching Process
❏ What Does Uncoachable (and Unchangeable) Look Like?
❏ Why Feedforward can often be more useful than feedback as a developmental tool.
❏ Do They Care?…Do You Care?
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
Confirm the Investment Before You Invest Your Time
Has this ever happened to you? During an initial discussion with a prospect, you make it a point to review your pricing information. You put everything right out on the table. The prospect tells you the price you mention “looks Continue Reading →