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How Sales Pros Can Change Their Mindset

By Will Crist / June 15, 2010

What happens the first time you try a new selling or management technique? It’s usually uncomfortable and doesn’t go as smoothly as it did in the class/coaching session or how you imagined it would go. Often you come away feeling bad. There are physiological reasons for this discomfort and awkwardness. When you see or hear…

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A Simple Trust-Building System That Works Every Time

By Will Crist / June 10, 2010

The other day, people in the training center were discussing how they go about building trust. The group shared lots of ideas, and every idea they shared would probably do the trick. When all was said and done, we had a list of about twenty things people could do to build trust. Over time, doing…

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The Changing Face of Training

By Bill Bartlett / June 8, 2010

Today’s business is focusing on something that champion athletes have always known: the right combination of training and coaching will help achieve greatness. It’s not enough to have a superior product or service. You must have the skills to get that message across to your prospects. Training imparts the knowledge critical for success in today’s…

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Why Do People Buy From You?

By Will Crist / June 7, 2010

How would you answer this question: Why does someone or a firm engage you or decide to buy from you? Take a moment and write down the reasons you think people buy. From what I have seen in most professional schools, people compete to have the best grades, the most outstanding ideas and the most highly…

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For Business Owners, Sales Training is More Important Than Professional Degrees

By Karl Graf / June 4, 2010

If a tree falls in the woods and no one hears it, does it make a sound? If a company has a great product or service but no one buys it, is it really great? I have seen so many business owners come through my door with a great product or service–they know it’s great…

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In Sales, Winners Keep Score

By Will Crist / June 2, 2010

Last week, my clients and I were talking about how to respond to adversity. If you made it through that message and you still have your head up high and your eyes forward, you might be asking the question: “What do I do now?” When we say something like: “There are people who say there…

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Sales Pros Have to Practice, Too

By Sandler Training / May 26, 2010

I like to golf but I am not a good golfer. About a month ago, I got out to play my first round of the season with a golf pro buddy of mine named Scott. As I hacked my way out of a sand trap and then putted for a 6 on a picturesque par…

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Bad Movie Offers Great Sales Tips (Sorry, Burt Reynolds)

By Sandler Training / May 19, 2010

As a salesperson, I seem to take quite a few lessons from movies and some of the best lessons are in some of the worst movies. Most people think Burt Reynolds played only tough guy roles and the occasional slapstick comedy role. But one of the best sales lessons I have ever learned was from…

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Stop Cold Calling!

By Sandler Training / May 15, 2010

There are a lot of good reasons to pick up the phone and reach out to new prospective customers. When it comes to finding new business opportunities, the phone offers a high level of efficiency, is relatively inexpensive, and is a great way to gather valuable information that can help us find business. However, cold…

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Becoming a Trusted Advisor (Not Just a Vendor)

By Sandler Training / May 14, 2010

As a sales trainer with Sandler Training, I spend a lot of time talking to my clients and I get paid to work with them in four areas of their business: Strategy, Structure, Staff and Skills. Because I spend hours talking to them, I learn quite a bit. And despite that fact, they still manage…

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