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Clydesdale Performance Management Inc. | Hamilton, ON | 905-963-1339
 

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Skill Development

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.

Prospects and customers will sometimes make statements that sound positive, but actually reveal no actual commitment. A solid reversing strategy can and should be used to clarify prospects' vague answers to your questions.

Lisa von Massow, Principal & Owner of Sandler Training & Endurance Partners Inc., has received the Hamilton-Halton Home Builders’ Association (HHHBA) 2015 Award of Distinction for Service Provider Company of the Year. The award celebrates the best and brightest serving the home-building industry.

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.

Sales limbo — the perpetual exile prospects call “very interesting” — for one reason and one reason alone. You didn’t qualify the prospect’s decision-making process.

Any time a sales discussion starts out strong, and then dies the moment you move out of the “meet and greet” phase, there’s a very good chance you have lost the sale to your own preconceived notions.

What makes “excellent” salespeople excellent? What differentiates them from “average” salespeople? Is it attitude? Is it skill? Could it simply be luck? Are there identifiable characteristics that define excellent salespeople and set them apart from the rest of the pack?

Has this ever happened to you? You're in the middle of a discussion with a prospect, and suddenly you're caught flat-footed by what seems like an attack.

One way salespeople get themselves in trouble is by rushing to answer a prospect’s question … before they uncover the intent that’s driving that question. The question you hear is probably not the “real” question, and the intent behind that question is far more important than the surface meaning of the words.

Getting started puts the gears in motion. Recognize that “good enough” will keeps them turning. Let go of perfectionism and opportunities open up.

The more you know about your prospects, the more they will want to engage with you, and the more focused you will be in identifying opportunities.

Salespeople get too wrapped up in their products and services—the processes, features, technologies, and documented results. They forget that prospects don’t care what salespeople think, feel, or believe. Prospects have their own values and priorities.

Look at your comfort zone as a barrier to success, but also as a motivator – because breaking through your success barrier to higher and higher levels will bring with it the exhilaration of accomplishment.