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Skill Development

Learn how to improve your communication in any situation. Dave Hiatt, talks about his new book, From the Board Room to the Living Room: Communicate with Skill for Positive Outcomes, and how to improve your attitude, behavior, and techniques in communication. Learn how to use Sandler's sales skills and rapport techniques in your everyday life.

Change can be difficult. If repeating prospecting practices that continue to generate poor results, maybe it's time you got off the hamster wheel. Stop spinning and not getting anywhere!

Are your prospecting calls falling short of setting meetings? If so, it’s time to change your style and build rapport that creates mutual trust & respect. Rapport is about Getting Real; Don’t be a Phony and you will achieve three things crucial in building the relationship.

Have you ever been charmingly up-front and told a prospect that your product or service may not fit their needs? Probably not. Traditional selling doesn’t work that way. Learn to establish and use up-front contracts to determine the next step in the sales process, in what order, & when. If it happens to be a no, move on.

Whether you’re trying to learn a new sport, lose weight, or stop smoking, success is based on your discipline—a personal commitment to a goal. Without discipline, goals are unattainable.

Business success means learning to think for yourself, recognizing, and acknowledging what your personal “head-trash” is. For example, if you think you’re not good at prospecting, it can become a self-fulfilling outcome.

If asked to rate yourself on a scale from one-10, what would you say? I hope you rated yourself a 10. Your rank as a human being is strictly a 10. If you see yourself as anything less, or have been convinced otherwise, it’s simply incorrect.

Are you willing to change your actions to change the way you feel? Are greater success at work and financial gain valuable enough for you to leave your comfort zone? What have you got to lose by trying?

Prospects and customers will sometimes make statements that sound positive, but actually reveal no actual commitment. A solid reversing strategy can and should be used to clarify prospects’ vague answers to your questions.

While we all want acceptance and approval, our emotional needs can’t be met within the sales process. When you’re no longer (unconsciously) trying to meet your emotional needs in your prospecting calls, the entire dynamic changes.

Words are only a small portion of how we communicate with one another. Yet the value of other forms of communication is often overlooked. Learn more about four different types of communication, and how using them effectively can improve performance, morale, teamwork and success in your business.

Are you considering training for your sales team? Not everyone learns the same way or may not need the same level of training. Think about these points before investing in training.

When individuals’, teams’, and company visions and goals are aligned, a powerful partnership emerges. Here are four components that will help you will be on your way to effecting the changes you want for your company.

The two of you refers to who and what you are as a person. Separating identity and roles creates stronger individuals.

What makes “excellent” salespeople excellent? What differentiates them from “average” salespeople? Is it attitude? Is it skill? Could it simply be luck? Are there identifiable characteristics that define excellent salespeople and set them apart from the rest of the pack?

There are hundreds of reasons for great salespeople never reaching their full potential but there is one big problem is not dealing with procrastination. Having talent means little if you don’t put it in to practice.

If prospects use terms such as “looking into,” “thinking about,” “considering,” and “exploring," they are probably not a prospect. Time to move on!

Communicating your sales message, and communicating it effectively, requires three closely related concepts working in concert: Stimulate, Differentiate, and Validate.

Salespeople sometimes dig themselves into a hole by leaping into action at the very first sign of interest from a prospect. By engaging your prospect to make clear commitments  before the meeting, you’ll spend more of your time with people who are as invested as you in producing a positive outcome.

Sometimes ideas from training sessions are like empty calories: They feel good, but they don’t result in anything of value. True success is turning those empty calories into kinetic energy that makes sales happen.

Competence, confidence, and commitment are not only critical elements for success in the sales arena, they are the underpinnings of success in almost any endeavor. A synergy effect is created when you bring the three elements together.