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On behalf of Sandler Training, our thoughts are with our clients and their families and businesses impacted by COVID-19. We are committed to working with you to help you and your business through these extraordinary times. Sandler is open but operating remotely in accordance with recommendations by the CDC to do our part to hopefully help ‘flatten the curve’ of the spread of the virus. We’re here for you and our community. Please don’t hesitate to call or email us to talk through your concerns. Best wishes for the health and safety of your families, teams, and clients.
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Peak Performance Management, Inc. | Pittsburgh, PA
 

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Ray Mutchler

When your salespeople are under performing, are you working on the right side of the problem?

Hidden weaknesses can neutralize all of a salesperson's strengths and skills.

Attitude and behaviors are more important than technique. Help you sales team apply these three behaviors on a daily basis to increase their productivity and improve their outcomes.

If you’re as busy and fast running as most salespeople, you may forget to keep track of what you’ve been doing. When that happens, you lose the sense of context of your sales efforts. Well, the best way to track yourself is to do it daily.

Generating leads without introductions? If you are, nice work. Accept our compliments. But even if you are, you’re completing only half your sales mission. What about the other half—building leads sales through introductions?

Think about this: You’ve sold your prospect. He or she has verbally agreed to move ahead with you, and is ready to proceed. But the facial gestures you see—the wrinkled nose, the raised eye brow, the tilted head, and the eyes looking above and beyond you—tell a different story. Your gut tightens; you sense the prospect is undecided and may back out of the deal.

Have you ever let your emotions get the best of you in a selling situation? If we want to be more effective, we have to start leaving our emotions at the door.

When people were surveyed why they didn’t buy from a particular salesperson, 86% responded, “I felt they didn’t understand my business”. Listening is a major part of sales. Many salespeople have found success by learning to be good listeners. Active listening is a common term used for people that listen and understand what they are told, but how do we become an active listener?

Attitude determines results, more than anything else. If you want to change your life, the only way to do it is to change the perceptions your hold in your subconscious mind. Change these perceptions and the outcome might surprise you.

Have you heard a prospect say this: “I need to confer with other managers here.” Or “I need more time to decide.” Or how about this: “Call me in about a month.”