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Sales Concepts, Inc. | Westlake, OH
 

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A lack of confidence when interacting with potential buyers is a sure way to sabotage a sales discussion. Here are four ways salespeople can improve upon their interpersonal skills and become more confident when dealing with prospects.

Sharlene Douthit joins the podcast for the first time to talk about employee retention. Learn the attitudes, behaviors, and techniques of great leaders, and learn how to incorporate them into your culture to stop turnover and keep valuable employees. 

Sean Coyle, Sandler trainer, prospecting expert, and David H Sandler Award winner talks about how to lower defensive walls and build rapport quickly in a sales call. Learn the attitudes, behaviors, and techniques of master salespeople and prospectors who can quickly and easily build trust with their prospects.

Recently, I’ve done a lot of talks on conflict resolution the Sandler way, which I consider the cornerstone of personal and organizational success. I’ve received many requests from audience members asking me to summarize the talks in written form. With those requests in mind, here are nine points to consider when you find yourself facing drama and conflict — and you wish you weren’t.

Sandler provides an easy way to remember the five key components of getting a mutually beneficial conversation started: the simple mnemonic PLATE. 

All things being equal, people tend to buy from people they like and trust.  All things being unequal, the same principal applies. 

In this episode, you will learn about legacy from Tom Ziglar, CEO of Ziglar, Inc. and co-author of Born to Win with his father, Zig Ziglar. Tom shares his thoughts on the attitudes, behaviors, and techniques of building a legacy and life worth living. Tom also talks about the new Sandler/Ziglar strategic alliance.

Brandon Bruce, Co-Founder of Cirrus Insight, joins the podcast to talk about the modern seller. How do you leverage technology and data to become a better seller?

When leaders hear the word “diversity,” they often think about gender, or race, or geography. Those are all important issues to consider, of course. But there’s an under-examined aspect of diversity that too many leaders overlook: behavioral styles. This aspect of diversity is the great unexplored topic the contemporary workplace. We find that managers who address this issue of behavioral diversity, and train and reinforce accordingly, benefit from a team with varying perspectives. That means better problem-solving, better communication, and better outcomes.

Tina Phillips joins the podcast for the first time to talk about improving your listening skills in sales and in your personal life. Learn the attitudes, behaviors, and techniques of great listeners, and learn how to incorporate them into your conversations.