Sandler Blog

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Managers: Beware of the "Critical Parent" This Quarter

Managers: Beware of the “Critical Parent” This Quarter

By Sandler Training / March 1, 2018

In the start of the second quarter, many manager discussions with underperforming salespeople are about to backfire – because they will begin with messages like: Bill, it’s time for you to start thinking about how you’re going to hit your numbers. I warned you about this, Bill. You’re way behind where you ought to be…

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How to Use DISC Assessments to Appropriately Customize Workplace Communication

How to Use DISC Assessments to Appropriately Customize Workplace Communication

By Dave Mattson / June 21, 2016

DISC assessments were developed based on psychologist William Moulton Marston’s theory about behavioral traits. Since Marston’s original findings were published in 1928 they have been further developed by Walter Vernon Clarke, an industrial psychologist, and a DISC behavioral assessment tool for the workplace was created by John Geier. This tool can help you and your…

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Increase Your Communication Effectiveness 93%

Increase Your Communication Effectiveness 93%

By Hamish Knox / June 20, 2012

When you get an email from a prospect with one of the following requests, what do you do? Send me a quote for.. Provide us with more information about.. We’d like a proposal.. Forward us a brochure on.. If you thought, “reply by email,” you just put your prospect firmly in control of the sales…

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Posturing Language

Posturing Language

By Sandler Training / March 6, 2012

Over time, every successful salesperson comes to the conclusion that having the proper selling posture during the sales interview is critical. Many sales people are still struggling to understand this concept. When we talk about posture, we are talking about the attitude reflected in the communication of the salesperson. We know that the message we…

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Out in the Open- Avoiding Misunderstandings with a Prospect

Out in the Open: Avoiding Misunderstandings with a Prospect

By Sandler Training / October 8, 2010

The best definition of a heated political climate is the constant “clarification” of what was said yesterday, the day before, and the day before that. When what you said is not what is heard – or if what you heard was not what was said – that is “mutual mystification.” Actress Lily Tomlin said it…

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