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
​​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 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 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.

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?

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? 

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.

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!       

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?

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.

​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! 

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.

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.