By Cal Thomas, Sandler Training
Have you ever noticed that some people jump to quick conclusions, don’t like to get bogged down with details, and like to take the 30,000-foot view of issues?  Or that others prioritize making and keeping friends?  Or that still others just don’t like change and conflict, and want to avoid making decisions?  If you’ve ever noticed people who fit those descriptions, then you’re in a good position to expand your repertoire of selling languages!

By Cal Thomas, Sandler Training
Have you ever volunteered a price reduction before someone asked for it?  Have you ever felt less than okay about yourself because somebody didn’t decide to buy from you? 

​If you answered “Yes,” you should be aware that you let your buyer into your personal headspace, where the buyer didn’t belong. ​You chose to become emotionally involved in the sales process. And you know what? That usually doesn’t end well.

By David Stamberg, Senior Care Authority
​
Did you know that there is more than one type of senior care facility? It is important to understand what each type of community offers. Knowing about the different options can help you make an informed decision about what is best for an aging loved-one. One thing that is common is that they are not the nursing homes of the past. I refer to them as “cruise ships on land.” 

by John Allen Mollenhauer, Lifestyle Coach JAM
Let's face it, the pace of life and the amount of responsiveness that is required of us in this tech-driven information age is enormous and wearing people down. And the traditional health and wellness approach barely acknowledges this, even though health professionals have also been subjected to it themselves.  People who are not immersed in health are often cynical about Self, Body, and Lifestyle change or improvement because they are worn down; they don't have the energy to invest over and beyond their work and the basic routine of their life.  They know that there is a big gap between how they could or should ideally be living and how they can and are living for one reason or another. For many, the gap seems too wide to bridge. So, they don’t and just keep on in the way they usually do despite signs of fatigue.

By Cal Thomas, Sandler Training
Have you ever sat in front of a prospect and thought you should say something – but didn’t?  If you’re like most of us, the answer to that question was “Yes.” You cut that thought short and chose not to put it into words. You recognized that you weren't confident enough to say what you wanted to say, because you thought it might jeopardize the sale. In that instant, your gut was talking to you and telling you about something important that needed to be communicated. A little voice inside you was telling you, “Say it, say it!” The problem was you didn’t know how to communicate what you wanted to say without.

by Tommy Hilcken, Tommy Hilcken Productions

​Managers tell salespeople that their attitude controls their sales. Therapists tell couples to change their attitudes towards each other to improve their relationship. Doctors advise patients that when there’s no further treatment option, “now it's up to you. Have a positive attitude.”

But despite how frequently we use it, “attitude” is a most misunderstood word.  What does “attitude” mean?​

By Cal Thomas, Sandler Training
Many of us in sales use the presentation phase for educating the buyer about what we do and what we offer. Does that really make sense strategically? We may be tempted to use the presentation as an opportunity to talk about everything we’ve done in our career. Everything our awesome product or service does, has done, or might do in the future. Everything our happy clients and customers have said about us. Here’s a question: How do you feel when you’re on the receiving end of a presentation like that?  Of course, you tune out. We all do. So what we tell our clients is simple: Don’t do it.

By Cal Thomas, Sandler Training
​Sometimes salespeople are a little surprised when we share a simple, time-tested selling principle: a prospect who is listening isn’t really a prospect.  What on earth does this mean? Isn’t it a good thing when someone listens to what we have to say during a sales call?  Maybe, maybe not. Think about it. Who’s doing the talking and who’s doing the listening?  If we’re running our mouth 90% of the time during that sales call, and the other person is doing all the listening, that means they’re not engaging, which means we don’t learn anything, and we don’t understand what their issues are!​

By Cal Thomas, Sandler Training
The powerful learning model David Sandler called the Success Triangle is a proven formula for sales success – and a proven formula for every other kind of success.

​Sales leaders, and all leaders, can benefit from learning about it and implementing it with their teams. You have probably heard about the Success Triangle. So, what is it?

by John Allen Mollenhauer, Head Coach, Lifestyle Coach—Live a Better Life!
​
Why Traditional Healthy Living Will NOT Help You Reach Your Goals, Especially In The Second Half of Life—and WHAT YOU CAN DO ABOUT IT.  ​As a parent raising kids, a career person simply working their job well (let alone climbing the ladder of promotion), or as an entrepreneur starting and running a business (all ambitious goals), your lifestyle supports you AND what you are up to in the world. And it needs to if you want to achieve your goals and with your health and wellbeing intact. 

By Cal Thomas, Sandler Training
​​How comfortable are you, on a scale of 1 to 10, when a prospect tells you “Let me think it over?”  If you answered anything other than a 1, there could be a problem. You may want to consider implementing a classic Sandler selling rule: “A decision not to make a decision is a decision.”  Think about it. If we’re completely okay with a prospect telling us, “I need to think this over,” or “You’re close, but we need some time to evaluate,” or “We’ll let you know” – what does that really say about us as sales professionals?

By John Allen Mollenhauer "JAM", Performance Lifestyle Coach
Here at Lifestyle Coach—Live a Better Life—we have a simple insight that guides everything we do: Your Lifestyle is primarily about How You Achieve Your Goals. Nobody wakes up to be balanced and healthy; they wake up to succeed in their life—family, career, business, maybe an added sport, or creative pursuit. But most people know, especially those who have burned out at least once and traded their health and wellbeing for success, that how you achieve your goals is everything if you want to sustain your success and arguably, be genuinely successful. ​​

By Cal Thomas, Sandler Training
It’s time for a 21st-century reality check: We all live (and sell) in a ridiculously fast-paced environment. We all have more platforms, more information, more commitments, more conversations, and more priorities to address than we can comfortably handle. That’s kind of our defining trait these days: data overload and compressed timelines. As a result, we are sometimes spread too thin, which means we are prone to miss things, perhaps important things, that are going on in someone else’s world. 

By Margaret Nelson, Member, Impact 100 Garden State

I’m always reading about people who left soulless corporate jobs with fancy titles to open a bakery or run a triathlon or become a watercolor artist or whatever. They tell mostly the same story: Do what you’re passionate about and the money will follow. The truth is, leaving an established career to pursue a passion is hard for many reasons and most people never do it. Not long ago, I found myself at a crossroads in my professional life.​