Podcast appearances and mentions of David H Sandler

Award-winning sales guru Alana Nicol joins us to shed light on the dynamic world of sales coaching. We dissect the multiple roles that sales leaders juggle—supervision, training, coaching, and mentoring—and why a balance among these is crucial. Alana shares her insights on how great leaders go beyond mere supervision to foster an environment ripe for growth and development. Learn how coaching serves as a pivotal tool for honing the skills of your team members, guiding them along their career paths while embedding them into the organizational culture. Imagine your sales team as professional athletes; even the best need consistent practice to stay at the top of their game. This episode explores the importance of pre-call planning and practice, with Alana offering practical strategies to help overcome common challenges like time constraints. Transform your sales meetings with the power of role-playing in a supportive environment, boosting both confidence and performance. Our discussion brings to light how meticulous preparation can elevate the outcomes of your sales endeavors, regardless of how seasoned your team might be. Leverage the transformative "more, better, different" model to uncover areas ripe for improvement in your sales strategy. Alana emphasizes the value of a growth mindset and the necessity of one-on-one coaching to drive personal and professional success. This episode serves as a toolkit for leaders striving to develop their teams, urging them to focus on genuine growth rather than getting sidetracked by administrative tasks. Whether you're an experienced sales manager or just starting out, you'll find valuable insights to enhance your leadership skills and propel your team to new heights. (00:00) - Sales Coaching Strategies and Techniques (11:27) - Effective Sales Coaching Practices (15:38) - Enhancing Sales Leadership Through Coaching   (00:00) Sales Coaching Strategies and Techniques   This chapter focuses on the crucial role of sales coaching in enhancing the performance of sales teams. Alana Nicol, a David H Sandler award winner, shares insights into the various responsibilities of sales leaders and how they can effectively support their teams. We discuss the four essential hats that sales leaders must wear: supervisory, training, coaching, and mentoring. The supervisory role ensures salespeople engage in the right activities, while the training role involves imparting new skills and knowledge. Coaching is emphasized as a one-on-one activity to enhance existing skills, distinct from training. Lastly, mentoring is highlighted as a way to guide individuals through cultural norms and career pathing. This chapter highlights the balance required among these roles and how sales managers often spend too much time on supervision, overlooking the other important aspects of their leadership duties.   (11:27) Effective Sales Coaching Practices   This chapter explores the importance of pre-call planning and practice in sales leadership. We discuss how these elements are crucial for improving deal outcomes and developing sales teams, comparing it to how professional athletes consistently practice to maintain their skills. We emphasize that even experienced salespeople can benefit from structured preparation, challenging the common misconception that practice is unnecessary. We also highlight the significance of creating a safe environment for role-playing to boost confidence and performance. Finally, we address the obstacles leaders face, such as time constraints and lack of processes, and suggest simple yet effective strategies for consistent practice and coaching, enhancing both individual and team success.   (15:38) Enhancing Sales Leadership Through Coaching   This chapter focuses on the "more, better, different" model as a powerful coaching technique for sales managers. We explore how this model helps identify areas for improvement by asking what actions should be increased, improved, or changed, promoting a positive and balanced approach between tactical and strategic thinking. The discussion emphasizes the importance of a growth-oriented mindset, prioritizing one-on-one coaching, and creating a safe environment for salespeople to practice and improve without fear of judgment. We highlight the value of pre-call planning as a tool for sales leaders, even those with less experience, to effectively coach their teams and accelerate their own learning. The key takeaway is that great leaders focus on developing their people, driving success through growth and achieving both personal and professional goals, rather than getting bogged down in administrative tasks.

Award-winning sales guru Alana Nicol joins us to shed light on the dynamic world of sales coaching. We dissect the multiple roles that sales leaders juggle—supervision, training, coaching, and mentoring—and why a balance among these is crucial. Alana shares her insights on how great leaders go beyond mere supervision to foster an environment ripe for growth and development. Learn how coaching serves as a pivotal tool for honing the skills of your team members, guiding them along their career paths while embedding them into the organizational culture. Imagine your sales team as professional athletes; even the best need consistent practice to stay at the top of their game. This episode explores the importance of pre-call planning and practice, with Alana offering practical strategies to help overcome common challenges like time constraints. Transform your sales meetings with the power of role-playing in a supportive environment, boosting both confidence and performance. Our discussion brings to light how meticulous preparation can elevate the outcomes of your sales endeavors, regardless of how seasoned your team might be. Leverage the transformative "more, better, different" model to uncover areas ripe for improvement in your sales strategy. Alana emphasizes the value of a growth mindset and the necessity of one-on-one coaching to drive personal and professional success. This episode serves as a toolkit for leaders striving to develop their teams, urging them to focus on genuine growth rather than getting sidetracked by administrative tasks. Whether you're an experienced sales manager or just starting out, you'll find valuable insights to enhance your leadership skills and propel your team to new heights. (00:00) - Sales Coaching Strategies and Techniques (11:27) - Effective Sales Coaching Practices (15:38) - Enhancing Sales Leadership Through Coaching   (00:00) Sales Coaching Strategies and Techniques   This chapter focuses on the crucial role of sales coaching in enhancing the performance of sales teams. Alana Nicol, a David H Sandler award winner, shares insights into the various responsibilities of sales leaders and how they can effectively support their teams. We discuss the four essential hats that sales leaders must wear: supervisory, training, coaching, and mentoring. The supervisory role ensures salespeople engage in the right activities, while the training role involves imparting new skills and knowledge. Coaching is emphasized as a one-on-one activity to enhance existing skills, distinct from training. Lastly, mentoring is highlighted as a way to guide individuals through cultural norms and career pathing. This chapter highlights the balance required among these roles and how sales managers often spend too much time on supervision, overlooking the other important aspects of their leadership duties.   (11:27) Effective Sales Coaching Practices   This chapter explores the importance of pre-call planning and practice in sales leadership. We discuss how these elements are crucial for improving deal outcomes and developing sales teams, comparing it to how professional athletes consistently practice to maintain their skills. We emphasize that even experienced salespeople can benefit from structured preparation, challenging the common misconception that practice is unnecessary. We also highlight the significance of creating a safe environment for role-playing to boost confidence and performance. Finally, we address the obstacles leaders face, such as time constraints and lack of processes, and suggest simple yet effective strategies for consistent practice and coaching, enhancing both individual and team success.   (15:38) Enhancing Sales Leadership Through Coaching   This chapter focuses on the "more, better, different" model as a powerful coaching technique for sales managers. We explore how this model helps identify areas for improvement by asking what actions should be increased, improved, or changed, promoting a positive and balanced approach between tactical and strategic thinking. The discussion emphasizes the importance of a growth-oriented mindset, prioritizing one-on-one coaching, and creating a safe environment for salespeople to practice and improve without fear of judgment. We highlight the value of pre-call planning as a tool for sales leaders, even those with less experience, to effectively coach their teams and accelerate their own learning. The key takeaway is that great leaders focus on developing their people, driving success through growth and achieving both personal and professional goals, rather than getting bogged down in administrative tasks.

Award-winning sales guru Alana Nicol joins us to shed light on the dynamic world of sales coaching. We dissect the multiple roles that sales leaders juggle—supervision, training, coaching, and mentoring—and why a balance among these is crucial. Alana shares her insights on how great leaders go beyond mere supervision to foster an environment ripe for growth and development. Learn how coaching serves as a pivotal tool for honing the skills of your team members, guiding them along their career paths while embedding them into the organizational culture. Imagine your sales team as professional athletes; even the best need consistent practice to stay at the top of their game. This episode explores the importance of pre-call planning and practice, with Alana offering practical strategies to help overcome common challenges like time constraints. Transform your sales meetings with the power of role-playing in a supportive environment, boosting both confidence and performance. Our discussion brings to light how meticulous preparation can elevate the outcomes of your sales endeavors, regardless of how seasoned your team might be. Leverage the transformative "more, better, different" model to uncover areas ripe for improvement in your sales strategy. Alana emphasizes the value of a growth mindset and the necessity of one-on-one coaching to drive personal and professional success. This episode serves as a toolkit for leaders striving to develop their teams, urging them to focus on genuine growth rather than getting sidetracked by administrative tasks. Whether you're an experienced sales manager or just starting out, you'll find valuable insights to enhance your leadership skills and propel your team to new heights. (00:00) - Sales Coaching Strategies and Techniques (11:27) - Effective Sales Coaching Practices (15:38) - Enhancing Sales Leadership Through Coaching   (00:00) Sales Coaching Strategies and Techniques   This chapter focuses on the crucial role of sales coaching in enhancing the performance of sales teams. Alana Nicol, a David H Sandler award winner, shares insights into the various responsibilities of sales leaders and how they can effectively support their teams. We discuss the four essential hats that sales leaders must wear: supervisory, training, coaching, and mentoring. The supervisory role ensures salespeople engage in the right activities, while the training role involves imparting new skills and knowledge. Coaching is emphasized as a one-on-one activity to enhance existing skills, distinct from training. Lastly, mentoring is highlighted as a way to guide individuals through cultural norms and career pathing. This chapter highlights the balance required among these roles and how sales managers often spend too much time on supervision, overlooking the other important aspects of their leadership duties.   (11:27) Effective Sales Coaching Practices   This chapter explores the importance of pre-call planning and practice in sales leadership. We discuss how these elements are crucial for improving deal outcomes and developing sales teams, comparing it to how professional athletes consistently practice to maintain their skills. We emphasize that even experienced salespeople can benefit from structured preparation, challenging the common misconception that practice is unnecessary. We also highlight the significance of creating a safe environment for role-playing to boost confidence and performance. Finally, we address the obstacles leaders face, such as time constraints and lack of processes, and suggest simple yet effective strategies for consistent practice and coaching, enhancing both individual and team success.   (15:38) Enhancing Sales Leadership Through Coaching   This chapter focuses on the "more, better, different" model as a powerful coaching technique for sales managers. We explore how this model helps identify areas for improvement by asking what actions should be increased, improved, or changed, promoting a positive and balanced approach between tactical and strategic thinking. The discussion emphasizes the importance of a growth-oriented mindset, prioritizing one-on-one coaching, and creating a safe environment for salespeople to practice and improve without fear of judgment. We highlight the value of pre-call planning as a tool for sales leaders, even those with less experience, to effectively coach their teams and accelerate their own learning. The key takeaway is that great leaders focus on developing their people, driving success through growth and achieving both personal and professional goals, rather than getting bogged down in administrative tasks.

In today's episode, host Jack Jostes shares his personal experiences and key takeaways from the book "You Can't Teach a Kid to Ride a Bike at a Seminar" by David H. Sandler, exploring its impact on both personal and team sales performance. This episode is a must-listen for landscape companies who are looking to refine their sales process, enhance customer interactions, and improve team communication.Listen to the full episode to hear: How Sandler's 7-step selling system not only fine-tunes your sales process but also enhances overall communication within your team. The importance of knowing when and how to discuss budget in sales conversations to enhance respect and clarity with clients.The curious technique of 'negative reverse selling' and how you can use it to close more salesThe importance of “the handoff” among departments and how you can create a better customer experience using this sales system.Show Notes:Watch the full episode + see the transcript at: https://landscapersguide.com/podcast/Tell us where to send your beef jerky: https://landscapersguide.com/toolboxStop by Booth #1428 at the SIMA Symposium in June 2024: https://landscapersguide.com/events Start your own Company Book Club: Purchase the Book on Amazon

Muchas veces nos vemos tentados a hablar con palabras rimbombantes y cool y eso nos lleva al error de estar utilizando casi un idioma completamente distinto al de nuestro comprador.Monstserrat nos hizo la pregunta del título y aquí decidimos responderla para ustedes con #ReglasSandler y desde nuestra propia experiencia.Ustedes nos pueden enviar sus preguntas SUSCRIBIÉNDOSE a nuestro newsletter y nosotros vamos a tratar de responderlas todas.Accede al Regalo

In today's #REPLAY episode, Let's look back to the time where Brandon chats with one of his most successful students from Atlanta, Georgia, Courtney Brinkley. Courtney shares how she got started on her real estate wholesaling career and digs deep into the challenges she encountered when first starting out. She also talks about what led her to ultimate success in this business, and how everything changed when she adopted the “Send More Offers” method of marketing for real estate deals.   Key Takeaways What led Courtney into real estate and why she chose wholesaling Courtney shares her favorite marketing methods and the importance of mastering “one marketing channel” rather than using multiple channels The explosive results she received when she started sending out consistent offer letters Her amazing story of how she landed her biggest deal...on her birthday One of the most impactful books that led to explosive personal growth in Courtney's life Her financial goals for 2021 and the exact roadmap she will follow to achieve her goals A critical piece of advice for anyone who wants to get into real estate (it's not what you think)   Resources Send More Offers Program Propstream You Can't Teach a Kid to Ride a Bike at a Seminar by David H. Sandler  

Garrett Rafols is the Senior Director of Sales Excellence at GymPass. Recently coming off eight years at LinkedIn too. And today we get into how those of us who operate in sales enablement are in a position of *priviledge*. Hard stop. And how to handle the identity crisis that 100% of sellers experience at least once in their career.  Topics Discussed:  Sales Enablement is a position of privilege. What are power statements and how you can best use them? (4:05) Success is in the journey not the outcome. (7:53) Should 100% of sales enablement humans carry a bag first? The internal struggle/identity crisis 99.99% of seller hit is real. (10:52) “When am I my best?” “When am I my worst?” Exercise (12:42) Resources Mentioned:  https://www.amazon.com/New-Sales-Simplified-Prospecting-Development/dp/0814431771 (New Sales Simplified) by Mike Weinerg (4:05) https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/B09RLTW23D/ref=sr_1_1?crid=2MG3QWMBQDBRN&keywords=sell+without+selling+out&qid=1654182464&s=audible&sprefix=sell+without+selling+out%2Caudible%2C49&sr=1-1 (Sell Without Selling Out) by Andy Paul (10:47) https://www.amazon.com/Cant-Teach-Ride-Bike-Seminar/dp/B0744YHBQY/ref=sr_1_1?gclid=CjwKCAjwv-GUBhAzEiwASUMm4t5FkwhJogX-d_VBhaC4P0dQrf6OvxKcIO0CsVgNnzC25J8ufgV8yxoCHyYQAvD_BwE&hvadid=558649694297&hvdev=c&hvlocphy=9003995&hvnetw=g&hvqmt=e&hvrand=1540133770422115666&hvtargid=kwd-315107661813&hydadcr=22596_10348340&keywords=you+cant+teach+a+kid+to+ride+a+bike&qid=1654198318&s=books&sr=1-1 (You Can't Teach a Kid to Ride a Bike) by David H. Sandler (11:05) https://www.amazon.com/Conscious-Business-Fred-Kofman-audiobook/dp/B000JCE3FM/ref=sr_1_1?crid=3TYQMIGCJFNKU&keywords=conscious+business&qid=1654182212&s=books&sprefix=conscious+business%2Cstripbooks%2C72&sr=1-1 (Conscious Business) by Fred Kaufman (12:42) https://www.amazon.com/Delivering-Happiness-Tony-Hsieh-audiobook/dp/B003QADCNS/ref=sr_1_1?keywords=delivering+happiness&qid=1654182516&s=audible&sprefix=delivering+%2Caudible%2C62&sr=1-1 (Delivering Happiness) by Tony Heish (14:54) For more Guest: https://www.linkedin.com/in/garrettrafols/ (Garrett Rafols on LinkedIn) For more Amy:  Connect with Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Connect with Amy on https://twitter.com/amy_hrehovcik (Twitter) http://revenuereal.com (Join the Conversation)

A member of the global Sandler network, Hamish supports private organizations in Southern Alberta create and maintain a scalable, repeatable, consistent sales engines and an engaged, motivated team by holding them accountable to implementing the structures, systems and processes shared in our sessions.     Hamish worked in a variety of industries including media, communication services, software and professional sports before joining the Sandler network, which melded his passions for sales and education. Hamish was named the 2020 David H. Sandler Award winner, Sandler's highest honor, becoming the first Canadian trainer to receive that award. He was the first two time author in the Sandler network, writing books on topics no one likes to talk about. His first book was on Accountability the Sandler Way and his second on Change the Sandler Way. Hamish is regularly invited by Sandler Home Office to speak at Sandler's train-the-trainer conferences and Sandler's public Sales and Leadership Summit in Orlando. Committed to giving back so other entrepreneurs can enjoy the same opportunities he had when he launched his business, Hamish is an active mentor with Futurpreneur Canada, is a Maple Leaf Club donor to Enactus Canada and is a volunteer judge for regional and national student entrepreneur competitions.   Contact Hamish: LinkedIn Facebook Twitter Instagram

The goal of the Superhuman Project is to help professionals learn best practices on Self-Mastery & Self Development from Industry experts and become the best version of themselves. Season 1 of the podcast series focuses on Career Transition techniques. In Episode 10, Mike Myers, Managing Director at Sandler Systems Inc. shares insights on how Sandler sales methodology that has been guiding enterprise sales folks for decades can be used in our personal & professional relationships. Mike Myers has trained thousands of technology sales professionals across the world. The Sandler Selling System was developed in 1967 by David Sandler. It focuses on having sales reps act as a consultant rather than a pushy salesperson. Essentially, the Sandler approach to sales is unique because it prioritizes building mutual trust between salespeople and prospects. The concepts in Sandler teach scientific ways to build relationships. Majority of the Technology Software-as-a-Service SAAS companies use Sandler Sales Methodology as the foundation training for Inside Sales, Field Sales, Account Management, Customer Success, Pre-Sales and Sales Management.65% of all SAAS companies earn their majority business from existing clients. Maintaining existing customers is key. There is no differentiation following the script that everyone uses. Be comfortable being uncomfortable is the skills you want to learn using Sandler methodology. Mike Myers talk about the way we sell, transactional analysis, Sandler sales, Success triangle – attitude, behavior & techniques, belief system, mindset, virtual selling, interview preparation, how to nail a job interview, increase your probability of success in a job interview, put yourself in the best light, virtual interview preparation, networking for job search, relationship building, understanding the buying process,  three levels of bonding with people – make them comfortable, build a relationship and earn trust, trends in direct sales, future of work, future workplace, active listening, how to differentiate yourself at work, handling unspoken objections.Reading list – You can't teach a kid to ride a bike at a seminar (David H. Sandler). Mindset (Carol Dweck) on growth mindset, Never split the difference (Chris Voss) on Negotiation, Switch (Chip Heath) on change and elements of change. Mike Myers can be reached on LinkedIn at https://www.linkedin.com/in/mikemyers3/, Email - mmyers@sandler.com  #Networking #WorkFromHome #Employment #Transferableskills #jobsearch2021 #relationshipmanagement #Successtriangle #Growthmindset #Interviewpreparation #JobSearch #networking #relationshipbuilding #activelistening #diffrentiateyourself Apple iTunes - https://tinyurl.com/shponitunes Spotify link - https://tinyurl.com/tshponspotify ============================================================================= You can read about Amul Mago at www.amulmago.com or https://www.linkedin.com/in/amulmago/. You can reach Amul@amulmago.com. You can read more about The Superhuman project here - https://www.linkedin.com/company/superhumanproject ==============================================================================

Lisa Thal is an Author, Speaker, and Business Coach.  Simplify Your Sales meetings. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.   Episode 104, Learn the technique to turning a No into a Yes!   Well, It's human behavior for us to avoid any negative experiences. I think you will agree that no one wants to be a Negative Nelli or face negative experiences if they can avoid them. If you're in sales, you experience the word "No." You can call them objections or rejections, but let's call it what it is, a prospect is avoiding us and perhaps not interested in your product or service.   So the question is, how can you tell they want to say no?   In sales, you want to get the "no" as soon as possible so you can move on. Otherwise, your prospect will steal time from you and drag you along for weeks or months without giving a definitive answer.    I call this "Noping," and it usually sounds like: "Hey, can you call me back?" "Send me an email, and I'll get back to you." "Hey, follow up with me next week." "Sorry I had to cancel; I'll get back to you with a better time."   When I hear "Nope" phrases, I know I'm in trouble. So we keep calling even though they're probably not interested. This situation typically happens when you're setting the next steps after your presentation. Instead of saying "We're not interested right now," which would be ideal, you'll hear, "We'll think about it and get back to you," "Let's follow up in two weeks," or the dreaded "Let me think about what we discussed today.    It may be time to consider implementing the Negative Reserve Selling.     David H. Sandler created negative reverse selling in 1967 as part of the Sandler Selling System. The system aims to convince the prospect that they are pursuing the deal and need the product rather than 'selling' them. Brilliant, right?     It is a reverse psychology technique meaning that it takes the opposite approach to what you would expect.   As a salesperson, you will be asking questions and making statements that would seem to discourage your customer from buying your products while, in reality doing the opposite.   So, how is the negative reverse selling actually happen? There are two main parts of the process:   It starts with a Softening Statement- "Feeling" these phrases and sentences will help you become much better at negative reverse selling than you would have if you only focused on techniques.   The softening Statement clarifies the customer's concern and ensures that they are heard and understood. The softening Statement is to disarm your potential customer while also making sure that the negative Statement doesn't anger or provoke them. Some examples of the softening Statement include "I understand what you mean," "You're absolutely right," and "That is a valid concern," " Tell me More."   Next is the Negative Statement The negative Statement is the opposite of the Statement you would usually make or the opposite of the position you want to take. The negative Statement leans into the concern of your potential client and makes them start defending the product instead of objecting to it. The negative reverse selling technique is about making your customer sell your products to themselves. Most of the time, people tend to argue, so you just need to take the correct position to guide their argument in the direction you need. Negative reverse selling helps you be in control of the conversation, and that's what we want!   Reverse Selling is a strategy of responding to your prospect's question with another question. A seller will do this three times to understand the prospect's motivations or needs better. For example, if the client asks, 'Could you lower your price?' you would respond with, 'What price did you have in mind?'   See, you want to discover the real objection or your prospect's lack of interest and get them to admit the answer is "No" without getting too negative—your finding what is keeping you from working together. Essentially, you're getting the prospect or client to realize they're wasting your time if they do not have the resources or genuine interest in you helping them.   Here's an example:   Prospect: "I need more time to think about it." Salesperson: "Typically, when I hear someone say," I need more time to think about it," it means I have fallen short in sharing the value of my program for you, and I apologize.    Is it fair for me to assume that's the case?"   That's it. The key phrase and framework will save you countless hours. "Is it fair for me to assume that's the case?" gently pushes prospects into giving you a more honest answer about their interest in your product.   A Negative Reverse is a question preceded by a softening statement such as "Hmm" or "I see," or "Good point." The question is in the negative or expressed in a manner opposite to the position you want to establish or the direction you want to steer the conversation.   So I am encouraging you always to be positive, but know in certain situations you may need to be a Negative -Nellie.   If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.   Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

In today's episode, Brandon speaks with one of his most successful students from Atlanta, Georgia, Courtney Brinkley. In just ten months, Courtney has been able to grow her real estate wholesaling business to a consistent deal flow of two deals per week...and counting!     Courtney shares how she got started on her real estate wholesaling journey and digs deep into the many mistakes she made when first starting out. She also talks about what led her to ultimate success in this business, and how everything changed when she adopted the “Send More Offers” method of marketing for real estate deals. Brandon and Courtney also dig into how she closed her biggest deal to date...from the front seat of her car! In this episode, you'll discover the power of having a “why” and how having one simple goal can produce life changing results in not only your business, but in your life.   Key Takeaways What led Courtney into real estate and why she chose wholesaling Courtney shares her favorite marketing methods and the importance of mastering “one marketing channel” rather than using multiple channels The explosive results she received when she started sending out consistent offer letters Her amazing story of how she landed her biggest deal...on her birthday One of the most impactful books that led to explosive personal growth in Courtney's life Her financial goals for 2021 and the exact roadmap she will follow to achieve her goals A critical piece of advice for anyone who wants to get into real estate (it's not what you think) RESOURCES: Send More Offers Program Propstream You Can't Teach a Kid to Ride a Bike at a Seminar by David H. Sandler

A member of the global Sandler network, Hamish supports private organizations in Southern Alberta create and maintain a scalable, repeatable, consistent sales engines and an engaged, motivated team by holding them accountable to implementing the structures, systems and processes shared in our sessions.     Hamish worked in a variety of industries including media, communication services, software and professional sports before joining the Sandler network, which melded his passions for sales and education. Hamish was named the 2020 David H. Sandler Award winner, Sandler’s highest honor, becoming the first Canadian trainer to receive that award. He was the first two time author in the Sandler network, writing books on topics no one likes to talk about. His first book was on Accountability the Sandler Way and his second on Change the Sandler Way. Hamish is regularly invited by Sandler Home Office to speak at Sandler’s train-the-trainer conferences and Sandler’s public Sales and Leadership Summit in Orlando. Committed to giving back so other entrepreneurs can enjoy the same opportunities he had when he launched his business, Hamish is an active mentor with Futurpreneur Canada, is a Maple Leaf Club donor to Enactus Canada and is a volunteer judge for regional and national student entrepreneur competitions.   Contact Hamish: Website LinkedIn Facebook Instagram Twitter

Sean Coyle enjoys world-wide recognition as a C-Level executive who embodies the essence of the Sandler™ methodology. Sean is a David H. Sandler Award winner and channels his energy into bringing out the best in top industry leaders from large corporations like Oracle, Mass Mutual and PNC Bank.

What makes a professional salesperson “professional? That’s what we’re talking about in this episode! Our guest is Hamish Knox, an internationally recognized business development expert, coach, consultant, and the winner of the 2020 David H. Sandler award. Hamish is talking about the biggest sales mistakes he came across - being self-centered, getting too excited, and making up stories. It’s not easy to become great at sales because adults find it harder to put their newly acquired knowledge into application. That’s why reinforcement is necessary. Hamish is talking about the actionable model that makes adult learning easier. Here’s another thing we don’t usually talk about. It’s also important to train not only sales but also prospects. It might take a few extra steps because you might have to say to prospects you aren’t a good fit, and that’s not a usual situation. Check out this conversation! And join the conversation in the comments! If you like the video, don't forget to share and subscribe. Thanks for listening! Are you struggling with digital marketing efforts? We can help you with your White label work. Find out more here https://www.oneims.com/the-leading-white-label-agency/ Find Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ Grab the books by Hamish Knox on Amazon https://www.amazon.com/Hamish-Knox/e/B00P8OCWJA%3Fref=dbs_a_mng_rwt_scns_share Visit Sandler Training at https://www.sandler.com/ --- Send in a voice message: https://anchor.fm/solomon-thimothy/message

Ep #51 - Kevin Hallenbeck, a sales trainer, sales leader and business development expert joins me on the show this week to discuss his insights and philosophies around sales. In 1994, Kevin started BestSalesPeople.com, a franchisee of the Sandler Training organization, and has grown his business to where he's been awarded the prestigious lifetime David H. Sandler Award. Kevin has worked with thousands of salespeople and executives throughout the world to increase their effectiveness and improve revenue growth. His training and coaching impacts more than just sales skills and technique. It also sets a foundation of lifelong career growth habits.   LEARN MORE ABOUT KEVIN HALLENBECK: Visit Kevin Hall's website at: http://bestsalespeople.com/ Email Kevin Hall at: kevinh@sandler.com Connect on LinkedIn at: https://www.linkedin.com/in/hallenbeck/   Also, please remember to subscribe, rate, and leave a written review for the show if you find value in it. Your reviews help this show to reach a wider audience and I appreciate everyone that has been leaving them.   FOLLOW CHARLES GAUDET ON SOCIAL MEDIA: Follow Charles Gaudet on LinkedIn: https://linkedin.com/in/charlesgaudet Follow Charles Gaudet on Facebook: https://facebook.com/charlesgaudet Follow Charles Gaudet on Twitter: https://twitter.com/charlesgaudet   VISIT THE PREDICTABLE PROFITS WEBSITE: https://PredictableProfits.com

In the first 34 days, you’ve been talking to people, building rapport, and growing your pipeline. Now what? This next 35 to 60 days, you’ll take on the next logical step in our 90-day challenge: tightening and polishing your sales skills! In this episode, real estate coach extraordinaire and Mr. TTP himself Brent Daniels, shared another set of powerful action items you can act on and implement to dramatically improve your sales prowess. So, have your pen and paper handy and be prepared to take down notes. More importantly, commit to putting everything in action and you'll be closing deals before you know it! RESOURCES: You Can't Teach a Kid to Ride a Bike at a Seminar by David H. Sandler Go for No! Yes is the Destination, No is How You Get There by Richard Fenton and Andrea Waltz Virtual Driving for Dollars 2.0 Wholesaling Inc - TTP

Jennifer Filla, founder of Aspire Research Group and Prospect Research Institute joins me in this episode as she shares how she made her transition from her corporate job to becoming a solopreneur. Jen felt stifled by her corporate job and knew she wanted to create a career and business for herself to fit a lifestyle she where she could travel, work remotely, and have the freedom of being more in control of her time. In 2007, Jen took the leap right in the middle of the pool, as she puts it. Although she doesn't necessarily recommend such an abrupt change, she felt she was at a point in her life where she could take a few more risks. Jen was one of my first virtual assistant clients. Over the years, I've learned so much from her. With every conversation, I learn. I receive better insight, perspective, and clarity for my business…and today's interview is without exception. I know you'll enjoy the conversation just as much as I did as Jen shares her experience and journey in leaving the traditional 9-5 in lieu of pursuing a business of her very own where she could and does work from anywhere in the world.   Additional Resources: Jennifer Filla Aspire Research Group Prospect Research Institute Podcast | #016 Building and Managing a Virtual Team | Interview with Jennifer Filla F-Secure | Anti-virus software LastPass | Password Protection Software (affiliate link) Dropbox You Can't Teach a Kid to Ride a Bike at a Seminar | David H. Sandler

David H. Sandler, Founder of Sandler Training, talks about how to follow up on a referral and uncover the cast of characters in a large and complex organization. This is a special bonus episode from a recording of a client training boot camp delivered by David Sandler in the early 1990s. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

David H. Sandler, Founder of Sandler Training, talks about how to follow up on a referral and uncover the cast of characters in a large and complex organization. This is a special bonus episode from a recording of a client training boot camp delivered by David Sandler in the early 1990s. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

David H. Sandler, Founder of Sandler Training, talks about how to follow up on a referral and uncover the cast of characters in a large and complex organization. This is a special bonus episode from a recording of a client training boot camp delivered by David Sandler in the early 1990s. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

We took another look back in our vintage audio vault and found this gem from David H Sandler, our belated founder, on how to manage your time and your priorities in the sales profession. Managers and salespeople should give this a listen and ask themselves hard questions about how and where they spend their time. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

We took another look back in our vintage audio vault and found this gem from David H Sandler, our belated founder, on how to manage your time and your priorities in the sales profession. Managers and salespeople should give this a listen and ask themselves hard questions about how and where they spend their time. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

David H Sandler, our belated founder, shares his thoughts why to choose sales as a career and how people are motivated. Learn the attitudes, behaviors, and techniques of top performers, who have a reason to succeed. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

David H Sandler, our belated founder, shares his thoughts why to choose sales as a career and how people are motivated. Learn the attitudes, behaviors, and techniques of top performers, who have a reason to succeed. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

In this bonus episode, we go back to the 1990's and a training session instructed by David H Sandler, our belated founder. He talks about how to keep a sales journal that will improve your attitude and behavior that will lead you to success. This one is important! Listen closely... The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

In this bonus episode, we go back to the 1990's and a training session instructed by David H Sandler, our belated founder. He talks about how to keep a sales journal that will improve your attitude and behavior that will lead you to success. This one is important! Listen closely... The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

In this episode we finally get to the end of 'You Can't Teach a Kid to Ride a Bike at a Seminar' By David H. Sandler

In this Episode we discuss chapters 12 and 13 of 'You Can't Teach a Kid To Ride A Bike At A Seminar' By David H. Sandler (NB: start reading our next book moving forward - 'The Effective Executive' By Peter Drucker

In this special retro-edition, we go back to the early 1990's with David H Sandler as he explains the antenna you need for the sales profession. David Sandler talks about how to keep your eyes, ears, and mind open to new sales opportunities. He even shares a quick line for how to start a sales conversation on the golf course! The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

In this special retro-edition, we go back to the early 1990's with David H Sandler as he explains the antenna you need for the sales profession. David Sandler talks about how to keep your eyes, ears, and mind open to new sales opportunities. He even shares a quick line for how to start a sales conversation on the golf course! The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

THE BIGGEST NAME IN SALES AND BIGGEST NAME IN MOTIVATION TEAM UP Sandler Training And Ziglar Inc. To Share Strategic Resources 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. Owings Mills, MD – Sandler Training and Ziglar Inc., two of the major players in the training world, have formed a strategic alliance to share resources. As the leader of the global sales training market, Sandler Training has 250 offices worldwide, with professional trainers providing more than 450,000 hours per year of instruction in 23 languages.  Ziglar Inc. has been a leader in the motivational and business space for over 40 years. Zig Ziglar, the founder of Ziglar Inc., has influenced approximately a quarter of a billion individuals, and his son, Tom, carries on his legacy today. The strategic alliance with Ziglar Inc. enables Sandler Training to offer additional courses, as well as enhancing already existing programs, to their clients. The Ziglar content focuses on attitude, which fits well with Sandler's proprietary BAT program (Behaviors, Attitudes, and Techniques). Likewise, Sandler Training will bring Ziglar Inc. more into the corporate arena by allowing the company to offer specific Sandler courses to Ziglar clientele.  Years of mutual respect and admiration for each other's successes has led to this alliance. “We realize and appreciate the impact Sandler's had on the corporate world,” says Tom Ziglar. “So we want this alliance to help bring the Ziglar message into the corporate world.” A driving force for these companies to align began with the idea that millennials are often unsure of what career path they want to go down. Ziglar's motivational content mixed together with Sandler's sales training techniques ensures a millennial's success. “Our combined offerings create a powerful learning path for millennials as well as all levels and generations throughout an organization,” says David Mattson, President and CEO of Sandler Training. The proven and timeless principles of David H. Sandler and Zig Ziglar continue to drive success for companies and individuals, and both Sandler and Ziglar have demonstrated the ability to transfer those proven and timeless principles into today's ever-changing and evolving business landscape. “I love that the biggest name in sales joins the biggest name in motivation,” Ziglar emphasizes. “The corporate world needs what Ziglar has and Sandler is the world leader in helping corporations achieve their revenue goals, which enhances our offerings.” Sandler Training is known in the industry for its techniques and skills with sales training while Ziglar Inc. is recognized specifically for the attitude portion of effective leadership training. Mattson states, “if you can meld those two together, it's just a winning combination.”

THE BIGGEST NAME IN SALES AND BIGGEST NAME IN MOTIVATION TEAM UP Sandler Training And Ziglar Inc. To Share Strategic Resources 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. Owings Mills, MD – Sandler Training and Ziglar Inc., two of the major players in the training world, have formed a strategic alliance to share resources. As the leader of the global sales training market, Sandler Training has 250 offices worldwide, with professional trainers providing more than 450,000 hours per year of instruction in 23 languages.  Ziglar Inc. has been a leader in the motivational and business space for over 40 years. Zig Ziglar, the founder of Ziglar Inc., has influenced approximately a quarter of a billion individuals, and his son, Tom, carries on his legacy today. The strategic alliance with Ziglar Inc. enables Sandler Training to offer additional courses, as well as enhancing already existing programs, to their clients. The Ziglar content focuses on attitude, which fits well with Sandler's proprietary BAT program (Behaviors, Attitudes, and Techniques). Likewise, Sandler Training will bring Ziglar Inc. more into the corporate arena by allowing the company to offer specific Sandler courses to Ziglar clientele.  Years of mutual respect and admiration for each other's successes has led to this alliance. “We realize and appreciate the impact Sandler's had on the corporate world,” says Tom Ziglar. “So we want this alliance to help bring the Ziglar message into the corporate world.” A driving force for these companies to align began with the idea that millennials are often unsure of what career path they want to go down. Ziglar's motivational content mixed together with Sandler's sales training techniques ensures a millennial's success. “Our combined offerings create a powerful learning path for millennials as well as all levels and generations throughout an organization,” says David Mattson, President and CEO of Sandler Training. The proven and timeless principles of David H. Sandler and Zig Ziglar continue to drive success for companies and individuals, and both Sandler and Ziglar have demonstrated the ability to transfer those proven and timeless principles into today's ever-changing and evolving business landscape. “I love that the biggest name in sales joins the biggest name in motivation,” Ziglar emphasizes. “The corporate world needs what Ziglar has and Sandler is the world leader in helping corporations achieve their revenue goals, which enhances our offerings.” Sandler Training is known in the industry for its techniques and skills with sales training while Ziglar Inc. is recognized specifically for the attitude portion of effective leadership training. Mattson states, “if you can meld those two together, it's just a winning combination.”

THE BIGGEST NAME IN SALES AND BIGGEST NAME IN MOTIVATION TEAM UP Sandler Training And Ziglar Inc. To Share Strategic Resources 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. Owings Mills, MD – Sandler Training and Ziglar Inc., two of the major players in the training world, have formed a strategic alliance to share resources. As the leader of the global sales training market, Sandler Training has 250 offices worldwide, with professional trainers providing more than 450,000 hours per year of instruction in 23 languages.  Ziglar Inc. has been a leader in the motivational and business space for over 40 years. Zig Ziglar, the founder of Ziglar Inc., has influenced approximately a quarter of a billion individuals, and his son, Tom, carries on his legacy today. The strategic alliance with Ziglar Inc. enables Sandler Training to offer additional courses, as well as enhancing already existing programs, to their clients. The Ziglar content focuses on attitude, which fits well with Sandler’s proprietary BAT program (Behaviors, Attitudes, and Techniques). Likewise, Sandler Training will bring Ziglar Inc. more into the corporate arena by allowing the company to offer specific Sandler courses to Ziglar clientele.  Years of mutual respect and admiration for each other’s successes has led to this alliance. “We realize and appreciate the impact Sandler’s had on the corporate world,” says Tom Ziglar. “So we want this alliance to help bring the Ziglar message into the corporate world.” A driving force for these companies to align began with the idea that millennials are often unsure of what career path they want to go down. Ziglar’s motivational content mixed together with Sandler’s sales training techniques ensures a millennial’s success. “Our combined offerings create a powerful learning path for millennials as well as all levels and generations throughout an organization,” says David Mattson, President and CEO of Sandler Training. The proven and timeless principles of David H. Sandler and Zig Ziglar continue to drive success for companies and individuals, and both Sandler and Ziglar have demonstrated the ability to transfer those proven and timeless principles into today’s ever-changing and evolving business landscape. “I love that the biggest name in sales joins the biggest name in motivation,” Ziglar emphasizes. “The corporate world needs what Ziglar has and Sandler is the world leader in helping corporations achieve their revenue goals, which enhances our offerings.” Sandler Training is known in the industry for its techniques and skills with sales training while Ziglar Inc. is recognized specifically for the attitude portion of effective leadership training. Mattson states, “if you can meld those two together, it’s just a winning combination.”

In this special retro-edition, we go back to the early 1990's with David H Sandler as he explains the Salesperson's Bill of Rights. David Sandler knew the sales profession needed a self-esteem boost and he gave us the path to figure it out for ourselves. Listen in as Sandle challenges you get what is rightfully yours. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

In this special retro-edition, we go back to the early 1990's with David H Sandler as he explains the Salesperson's Bill of Rights. David Sandler knew the sales profession needed a self-esteem boost and he gave us the path to figure it out for ourselves. Listen in as Sandle challenges you get what is rightfully yours. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

Learn how to rewrite negative beliefs and clear out the head trash that might be holding you back. In this special bonus episode, Mike Montague shares an original article from David H. Sandler, the creator of the Sandler Selling System. It's time to spring clean that head trash and start fresh. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

Learn how to rewrite negative beliefs and clear out the head trash that might be holding you back. In this special bonus episode, Mike Montague shares an original article from David H. Sandler, the creator of the Sandler Selling System. It's time to spring clean that head trash and start fresh. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

Learn how to rewrite negative beliefs and clear out the head trash that might be holding you back. In this special bonus episode, Mike Montague shares an original article from David H. Sandler, the creator of the Sandler Selling System. It's time to spring clean that head trash and start fresh. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

If you want a better team, become a better manager. Dave Mattson, President and CEO of Sandler Training interview John Rosso, Sandler author and David H. Sandler award-winner, about effective sales leadership. What are the roles of a good leader? The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

If you want a better team, become a better manager. Dave Mattson, President and CEO of Sandler Training interview John Rosso, Sandler author and David H. Sandler award-winner, about effective sales leadership. What are the roles of a good leader? The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

If you want a better team, become a better manager. Dave Mattson, President and CEO of Sandler Training interview John Rosso, Sandler author and David H. Sandler award-winner, about effective sales leadership. What are the roles of a good leader? The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

Mark McGraw, our 2017 David H. Sandler Award winner talks about the art and science of closing the sale. Learn how to get agreements and close more deals with our sales trainer from Atlanta, GA. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. If you would like to learn more about Sandler Training, contact a local trainer: https://www.sandler.com/freesession Find whitepapers, webinars, and more in our free resources section of our website: https://www.sandler.com/resources Register online for the 2018 Sandler Summit and save over 50%: https://www.sandler.com/resources/summit-2018 Don't forget to subscribe and leave us a 5-star review in iTunes!

Rich Isaac, a Sandler trainer and 2016 David H. Sandler Award Winner, shares his thoughts about how to succeed at having difficult conversations. Rich is a long-time trainer with Sandler, and he will discuss how to have difficult conversations in sales, management, and customer service. You will learn how to get to the top and stay there as we explore:  Why Attitude is important to long-term success How Behavior affects your chances of success How to improve your Technique for greater success Rich's greatest success, biggest failure, and favorite Sandler rule The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Learn more about Sandler Training at www.sandler.com. If you like this podcast, you may also like our book: Sandler Success Principles

Mike Crandall is a Speaker, Consultant, Coach and Trainer focused on Proactive Business Growth. He is brought in by Business Owners and Executives to work on the Behaviors, Attitudes, Techniques, and Guts needed to be more Successful in Business Improvement, Sales Growth, and Employee Development. His firm specializes in helping identify the Blind Spots and Obstacles that are holding you back and then implementing Systems, Behaviors, and Guts to become more Successful. Clients ultimately develop new Habits that lead to Proactive Growth Professionally and Personally. Show notes at http://hellotechpros.com/mike-crandall-people/ Key Takeaways You only have to be gutsy 5 seconds at a time. You can almost ask any question or make any statement in 5 seconds or less. If you can get better at that, it will add up to big growth for an individual or business. The best thing about personal development is personal/life growth - relationships with family and friends outside of work. All growth and development is a 5 step process (AKASH) Awareness. Understanding what we are and are doing. Knowledge. Reading, listening. Information intake. Most of us stop at this level. Application. The first time we try something new, it usually doesn't work very well. Skill development. Do it often and learn. Habit development. Do it until you don't have to think about it. We can't change everything on a seminar or workshop. We invest a couple of hours but don't get to Application, Skill and Habit. Starting point is Awareness. Have you heard "I am a great listener" from someone who then talks for 20 minutes? We have things we don't even realize we do or don't do. We naturally tend to be defensive about things others point out about ourselves. It's easier to find faults and flaw in others rather than self. Most people are terrible at telling truth about themselves. Doctors use tests to identify the medical problem (CAT scans, X-rays). We need a process to identify our strengths, gaps and barriers to close the gaps. Sandler Training helps with this process. Tech professionals moving into consulting / startup need to shift their mindset from technical skills to entrepreneurship and sales. You can be successful, but it should be worth the changes you have to make in yourself. There are different internal competencies in entrepreneurs than technical professionals. You can outsource accounting, marketing, etc. You can NOT outsource selling yourself and what you do. The #1 reason why businesses fail is money and money is driven by sales. If you want to get better on something, focus on AKASH and study psychology. Resources Mentioned You Can't Teach a Kid to Ride a Bike at a Seminar by David H. Sandler Sandler Success Principles: 11 Insights that will change the way you Think and Sell by David Mattson Sponsors Levant Technologies - Website and mobile development.