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A decision not to make a decision is a decision
We’ve all heard the line, “I need to think-it-over.” Some of us hear it all to often. But we sometimes label this as the prospect NOT making a decision. Right? They are still considering their decision. As Rush’s song, Freewill, Continue Reading →
This book by Martin Seligman is a great way to understand how differently the world is seen by optimists and pessimists. It has a test in there to determine how much of a pessimist you are… and most of us 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?
Get up to leave, then make the sale.
The STORY: Nick was having trouble trying to close the prospect. Still never having attended any company sales training courses, he hit upon a solution to the problem. One of the most experienced salespeople was in the back, and Nick Continue Reading →
❏ 4 Lessons Learned from Taking the Coach Mentality over the Manager Mentality
❏ 5 Ways To Help Prospects Determine The Break-Even Point
❏ 4 Debunked Myths About Managing Millennials
❏ How Your Junior High English Teacher Can Help You Sell More Effectively
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
❏ Two Elements for Effective Delegation
❏ One Great Suggestion for Positive Recognition
❏ The Success Delusion
❏ Millennials Speak! 5 Future Leadership “Must Haves”
Sandler Event – Nov 13th
You are invited! Come and join us for our monthly Sandler Training Event on November 13th at Wildhorse Golf Club. -Sandler Training
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 →