Category: Business Advice

Express Your Feelings Through Third-Party Stories

4/25/2022

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.

0 Comments

Attitude: A Most Misunderstood Word

3/23/2022

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?

A Prospect Who Is Listening Is No Prospect At All

2/17/2022

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!

Contracts 101: Limitation of Liability Clauses

1/14/2022

By Eric Probst, Principal, Porzio Bromberg & Newman P.C.
Contracts and their terms serve several functions. Two critical functions are managing and allocating risk—two distinct concepts influenced by the leverage a contracting party has or brings to the negotiations. One of the most important provisions that should not be overlooked is the limitation of liability clause, a clause that allocates and manages risk for contracting. Why include a limitation of liability clause in a contract? A limitation of liability clause is essential in a contract because it provides certainty and acts as a safety net, clearly outlining what you are liable for in the event of a breach of contract.

Are You and Your Sales Team Speaking the Same Language?

12/16/2021

By Cal Thomas, Sandler Training
One big challenge we all face as sales leaders is that we may have people on our team who aren’t on the same page as we are.

Very often, we as the leader, are speaking one language; but the salesperson who is taking part in a conversation with us is speaking a very different language. We may not even realize that’s what is happening!

A Decision Not to Make A Decision Is A Decision

11/19/2021

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?

No Mutual Mystification

10/21/2021

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.

The Question That Will Catapult Your Success

8/19/2021

By John Allen Mollenhauer "JAM", Performance Lifestyle Coach
What Are You Living For? In other words, what are you up to in this life, and are you clear on how you need to live to achieve that? That question reflects what matters to you, what you value, and where you’re going. Answer the question, what you are you living for? and you will almost immediately be able to determine, why your life and style of living it is the way it is, the level you are playing at and so much more.

All Prospects Lie All the Time

8/19/2021

By Cal Thomas, Sandler Training
One of the classic selling rules David Sandler developed and shared with salespeople sounds a little harsh…but it’s true. Sandler warned us that “All prospects lie all the time.” Maybe that sounds combative, but if we were to tweak the rule just a little bit, we could see past that and understand what Sandler was getting at. Suppose we were to say “All prospects are protecting themselves all the time.” Would that be clearer? Sure it would. Well, if we step back, we’ll realize that the two formulations are saying exactly the same thing.

Now Hiring? 3 Ways to Attract and Maintain High-Performance Employees!

7/15/2021

MINI-GUIDE. Whether you are a business owner, executive/human resources professional, or other, give yourself 10 minutes to sit back and read this. It will make your company a magnet for employees, including you, who want to thrive. Then act on it.

by John Allen Mollenhauer “JAM”, Performance Lifestyle Coach
The employees coming back to the worksite post-Pandemic are not the same ones who left in March of 2020. Like most of us, our priorities changed because of the Pandemic. Before the Pandemic, most of us we worked from 7:00 am to 7:00 pm, daily, with travel added on to and from location-based businesses. This left us with little time for self-care, our families, and other life interests, at least during the work week. During the Pandemic, while working from home, and not having to travel to work, we began to have time for such “luxuries,” which are downright essential to wellbeing. We realized that we could have it all so to speak -- get our work done and see our families!

Never Help the Prospect End The Interview

7/15/2021

by Cal Thomas, Sandler Training
We have all been in situations where we are on a sales call, and we get the sense that the other person has checked out of the discussion for some reason. Maybe there is an uncomfortably long silence on the phone. Maybe we can see the other person looking disengaged, making faces, getting distracted, or checking their phone.

The question is, what do we do then?

Real Estate Lessons Learned from Covid-19: A Review of Recent Precedent on Lease Clauses

7/15/2021

By Jonathan B. King, Porzio Bromberg & Newman, P.C.
As every commercial landlord or tenant is doubtless aware, the Covid-19 pandemic and resulting business closures wreaked havoc on the commercial leasing realm, impacting just about every tenant's ability to conduct business, generate revenue, and pay rent. Amidst the wreckage, a coast-to-coast legal battle has raged from the beginning of the economic shutdown and continuing through this day and beyond, as to one central question: Should the landlord or the tenant absorb the costs of a global pandemic that nobody anticipated?

When All Else Fails, Become a Consultant

5/20/2021

by Cal Thomas, Sandler Training
When you know you’ve lost the business, what do you usually do?

We have all been in that position. We thought we had something. The deal fell through. We know it’s over. The buyer made a decision. We have to say something. The question is, what? There should be a go-to move in this situation, something we do consistently, as part of a process. So: Does that go-to move exist?

The Future of Work – Again

5/11/2021

by Chris Reardon

While business leaders everywhere are asking what will be the future of work in a post-COVID world, one workplace expert maintains we have been through this before and simply need to adapt as we have in the past. Bhushan Sethi, global head of people and organization for PwC, recently spoke about the future of work and what it will look like after the pandemic passes at a virtual forum hosted by the chamber.

MCEDC: Support for Small Business Owners

11/11/2020

by Edward Ramirez, ED.S., M.S.O.L, MCEDC
The Morris County Economic Development Corporation is committed to assisting businesses succeed by adhering to our mantra, to create, innovate, and grow. We offer a variety of resources, such as peer-to-peer forums, counseling services and professional development opportunities, developed especially for solo-preneurs, entrepreneurs and small business owners. We have a passion to serve and to see our business community succeed and thrive!

Trends Accelerated by Tech Enablers for SMB

10/28/2020

by Vijay Vedanabhatla, Entersoft US LLC
Small and Midsize Businesses (SMB) continue to balance short term revenue and long-term value. We see multiple trends accelerated by technology enablers that can help SMBs and expect the following to persist.

Never Help the Prospect End the Interview

9/21/2020

By Cal Thomas, Sandler Training
What’s the least comfortable you’ve ever been during a discussion with a prospect?

We've all been on sales calls where things have gotten a little awkward. It is probably not difficult at all for you to recall a time when the prospect you were talking to was acting uninterested…or maybe even a little bit hostile. How did you respond? How would you respond if you found yourself in such a situation again?

Who Needs Forensic Accounting?

8/19/2020

By Rich Lipton, Lipton CPA Associates
Do you worry that you or your business might be the victim of fraud? Do you need to analyze your financial data to uncover potential misconduct? Are you investigating an entity for possible acquisition and need to ensure the absence of financial irregularities? Maybe you're involved in litigation and require an expert witness to testify on your behalf?

If any of these situations apply, you need Forensic Accounting services.

How Small Businesses Can Drive Traffic to Their Site Using Social Media

6/22/2020

By Rachel Durkan, Paradigm Marketing and Design
In this time of crisis as COVID-19 continues to unleash its wrath of financial, emotional and social disruption across the globe, businesses are looking for ways to remain relevant with customers on a reduced budget. Today, more than ever, social media plays a crucial role in a business’s ability to connect with customers, as it offers an affordable path to engagement and lead-gen—if done right!

The Nonprofit Fundraising Dilemma

6/16/2020

By Dennis C Miller

How to Finally Stop Repeating Our Failed Strategies
Every nonprofit organization relies upon the philanthropic support of others to ensure that the necessary resources are available to carry out their mission. Yet despite all the knowledge about fundraising, most nonprofit organizations struggle.

Morris County Rises To Meet The Silver Tsunami

5/15/2020

By Christopher Reardon
Approximately 10,000 baby boomers are retiring every day. The number of Americans aged 65 and older is projected to nearly double from 52 million in 2018 to 95 million by 2060, increasing from 16 percent of the U.S. population to 23 percent, according to the Population Reference Bureau. As a result, there could be more than a 50 percent increase in the number of Americans aged 65 and older requiring eldercare, the demand for which also will be driven by a steep rise in the number of Americans living with Alzheimer’s disease, the bureau states.

8 Steps Every Small Business Should Do Now to Prepare for Post Covid-19

5/1/2020

By: Steve Lauterback, Lauterback Consulting
If you are like most business owners, one of your primary concerns is correctly guessing what the business climate will be like when the health emergency subsides. Habits, personal pursuits, and relationships will all likely be affected in some way. These unexplored realities will have an impact on you and your business. If you take the time now, while we are in this state of global intermission, to fully prepare for what is next, your company will enjoy a substantial competitive advantage.

Cybercriminals Are Counting on You Letting Your Guard Down During This Global Pandemic – Here’s How to Stop Them

5/1/2020

By: Cathy Coloff, IT Radix
Cybercriminals and hackers know there’s no better time to strike than during a global crisis. While you are distracted and spending your time trying to make sense of this new normal, they are finding new ways into your IT network so they can steal data and passwords, compromise your clients’ private information and even demand large ransoms.

Here are solutions you can implement now to help protect your business data, money and productivity.

7 Proactive Tips Within Your Control — Even with The World Switching Off Over Coronavirus

3/19/2020

Author: John Allen Mollenhauer CPLC, RegenUs Center

1. Right now, immunity is the name of the game, so build it up!
This past Saturday night, my team and I held the Grand Opening of RegenUs Center in Florham Park NJ. Only forty-five people out of 145 that signed up, showed up. This was about 1/3 of what was expected. Had the event been planned for this week, it wouldn’t have happened at all. We would have had to call it off because of curfews, social distancing and not being able to congregate in groups larger than 10 people.

So, you may be wondering why we continued to hold our event in the face of all that was, and is still, happening.

Cowboy Up! Protecting Your Business from Data Breaches

11/21/2019

Author: Patrice Schaffer, navitend

The saying “Cowboy Up” generally means to be tougher or more resilient in the face of difficult circumstances. It can also mean to prepare to act on something about to immediately occur. And, when it comes to protecting your business from data breaches, it may be time for your company to “Cowboy Up” and implement some simple solutions that help mitigate risks and protect confidential information.

<<Previous

MCCC Blog

Express Your Feelings Through Third-Party Stories

Attitude: A Most Misunderstood Word

A Prospect Who Is Listening Is No Prospect At All

Contracts 101: Limitation of Liability Clauses

Are You and Your Sales Team Speaking the Same Language?

A Decision Not to Make A Decision Is A Decision

No Mutual Mystification

The Question That Will Catapult Your Success

All Prospects Lie All the Time

Now Hiring? 3 Ways to Attract and Maintain High-Performance Employees!

Never Help the Prospect End The Interview

Real Estate Lessons Learned from Covid-19: A Review of Recent Precedent on Lease Clauses

When All Else Fails, Become a Consultant

The Future of Work – Again

MCEDC: Support for Small Business Owners

Trends Accelerated by Tech Enablers for SMB

Never Help the Prospect End the Interview

Who Needs Forensic Accounting?

How Small Businesses Can Drive Traffic to Their Site Using Social Media

The Nonprofit Fundraising Dilemma

Morris County Rises To Meet The Silver Tsunami

8 Steps Every Small Business Should Do Now to Prepare for Post Covid-19

Cybercriminals Are Counting on You Letting Your Guard Down During This Global Pandemic – Here’s How to Stop Them

7 Proactive Tips Within Your Control — Even with The World Switching Off Over Coronavirus

Cowboy Up! Protecting Your Business from Data Breaches

Archives

Categories