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Have you ever wondered why a once-promising new hire is performing far below your initial expectations? From one perspective, what’s happening here is pretty simple: the person you hired is not the person you interviewed. The dynamic at work in an interview situation is similar to the dynamic at work on a first date./blog/how-succeed-onboarding-new-hires-podcast
It’s that time of year. The holidays loom, there is a chill in the air, and countless articles appear providing guidance to sales representatives about how to close the year strong. The five, ten or twenty best strategies are outlined in checklists to insure end-of-year success. “Contact every client” is an action often recommended, as is “Revisit prospects who have chosen another vendor.”
We all know the statistics. Most selling organizations derive 80% of their revenues from 20% of their clients. Winning a new major account costs up to 20 times more than keeping a current one. And even a small percentage increase in a firm’s major client retention rate can have an exponentially positive effect on revenues – while similar decreases can produce negative financial impacts, often devastating and long-lasting.
We know all about the importance of team selling, don’t we? It's that powerful strategy in which multiple team members from different functional areas of a selling organization work collaboratively to win deals. Especially in the enterprise world, team selling is widely implemented.
One of the things I talk about often with sales leaders who are eager to maximize their team’s performance is the principle of reinforcement. All too often, we think of training for salespeople as a one-and-done initiative, as something we can check off a list once the "training" event is over and consider finished. Actually, the training we have invested in is next to worthless if it is not reinforced over time, incorporated as a personal priority, and made an ongoing topic for discussion within a personalized sales coaching plan. Reinforcement is thus one of the neglected secrets of effective sales leadership.
In the past couple of decades, our workplaces have gone from the office to mostly virtual spaces. We get our jobs done and we communicate in the cloud. However, we still struggle with the same issues in communication which we had decades ago. Here are a few effective ways to overcome communication barriers in the workplace which you can apply right now.
Greg Skloot is President and COO at Crystal, an online app that can tell you anyone's DISC personality before you meet them. Greg and his team at Crystal are a new strategic partner of Sandler Training, and he will tell you how to succeed with the attitudes, behaviors, and techniques needed to tailor your sales pitch to your prospect's personality.
Clint Babcock, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful when you have been ghosted by your prospect. Get the best practices collected from around the world.
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.
Hamish Knox, Sandler trainer from Calgary and two-time author, shows you how to succeed at overcoming common objections in the negotiation process with the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world for overcoming these common negotiating tactics.
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.
David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale here, as well as the companion video course.
Gerry Weinberg, a Sandler trainer from Detriot, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in connecting with your clients through advanced bonding and rapport tactics. Get the best practices collected from around the world.
Bill Bartlett, Sandler trainer and author, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in branding your personal presence. Get the best practices collected from around the world.
Hamish Knox, Sandler trainer and author, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful with body language. Get the best practices collected from around the world.
David Mattson, President and CEO of Sandler Training, talks about how to rehearse your pitch with a prospect so they can sell your solution internally. If you can't be in an internal meeting, the next best thing is to have a white knight fighting on your behalf. Learn the best practices collected from over a thousand Sandler employees around the world.
Stephen J. Cloobeck is a self-made business leader with over 30 years of experience across every aspect of hospitality design, development, and deployment. As the original founder and former CEO and chairman of Diamond Resorts International - a business that grew to become one of the largest vacation ownership companies worldwide - Cloobeck made a name for himself as the industry's most adamant advocate for radical customer service, which he calls embracing the Meaning of Yes.
Sharlene Douthit, Sandler trainer from New York City, returns to talk about building rapport with clients and prospects. Learn the attitudes, behaviors, and techniques of top salespeople, and learn how to incorporate them into your next sales call.
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.
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.
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.
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.
Communication is key in any relationship. Whether that relationship is with your spouse, your peers, your children, or your employees, it always comes back to a transfer of information, honesty, and respect.
A good business relationship whether it is buyer/seller or manager/employee is based on the assumption that both parties have an interest in doing things to accomplish the same goal. The first step in persuading someone to do what you want or need them to do is to establish and Adult-to-Adult relationship with the other person.
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.
This tool can help you and your employees learn more about personality styles, paving the way toward improved communication. Read on to learn more about the different DISC assessment styles and communication practices that work with each.
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.
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.
Effective communication plays one of the biggest roles in a functional work environment, but the ability to interact well with one's peers is one of the hardest skills to master. Develop stronger relationships with your coworkers using these seven tips to improve your professional communication skills.
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 process.
The reason is found in neuro-linguistic programming (NLP)
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 send in our communication is made up of our body language, our tonality, and our words. However, how we mix those three elements creates a particular attitude that is palpable to our receiver.
There are three primary language postures
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 best, "Have I reached the party to whom I am speaking?"e