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communication

How to Succeed at Connecting with Your Prospect

Linc Miller, Sandler trainer, shows you how to succeed at the connection with prospects through the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world for bonding and rapport in sales.

How to Succeed at Following Up

Justin Stephens, Sandler trainer, shows you how to succeed at following up with prospects with the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world for following up.

Listen Time: 20 Minutes

The Future of Sales in 2019 (Part Two)

In a previous post, I looked at changes on the horizon for salespeople in 2019. Now it’s time to look at the changes faced by sales leaders. 

Read Time: 5 Minutes.

How to Succeed at Role-Play Roulette

John Fazio, Sandler trainer, and Mike Montage, VP of Online Learning, play a game of Role-Play Roulette. In this unusual episode and training exercise, John and Mike practice sales role-play situations in a fun and low-pressure environment.

Why Better Communication Skills Lead to More Sales Success

Learning how to communicate more effectively with people who have different communication styles than you do will lead you to more prospects, more productive discussions, and more sales.

You’ve experienced a “donkey moment” during an argument. The other person metaphorically digs in their heels, they physically lean back and probably cross their arms. These moments are wimp junctions. Wimp out and your conflict likely escalates to a lose-lose ending. Take the “un-wimpy” path and your conflict deescalates with greater possibilities of a win-win resolution.

How to Keep Communication Personal in the Digital Age

The digital revolution is innovative, inspiring, and even pervasive. We’ve come a long way in a short period of time, and many of the things we take for granted now weren’t even in the realm of possibility a few decades ago. As impressive as they are, the reach and impact of electronics when it comes to communication can have detrimental effects. Below, I identify three important elements that should always be involved in business relationships, no matter how advanced technology becomes.

managers beware

Most managers go into massive “critical parent” mode when they realize, too late, that a salesperson has a lot of ground to make up the remainder of the year. They say things like, “You need to sort yourself out and get back on track...” and they think it’s going to work! The truth is it never works… although a salesperson sometimes produces good results in spite of what the manager says.

Offering constructive criticism successfully

As a leader, one of your most important roles within an organization is providing guidance to other members of the company. It is common for leaders to encounter situations in which they have to provide an employee with constructive criticism. Providing this type of guidance can be a challenge, however, as it is important to find a way to communicate your intentions without causing people to feel defensive or sparking resentment.

Business Communication

Let's face it; communication is one of the most important issues in the workplace. Good communication helps everyone on your team (and you) to feel heard and understood, and as a result, everyone benefits from a positive, encouraging and successful environment. Conversely, ineffective communication brings about the opposite results. Ideas fall flat due to lack of follow-through. You and your team feel frustrated, unacknowledged and misunderstood, and morale declines.