Morris County Chamber of Commerce
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MCCC Blog

Click Here to submit an article for our blog. 
Note: The views and opinions expressed here are those of the authors and do not necessarily reflect the position of the Morris County Chamber of Commerce.

No One Gets into Your Head Without Your Permission

6/23/2022

0 Comments

 
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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.

Read More
0 Comments

Express Your Feelings Through Third-Party Stories

4/25/2022

 
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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.

Read More

Only Give A Presentation for the Close!

3/17/2022

 
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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.

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Live The Success Triangle!

1/20/2022

 
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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?

Read More

Are You and Your Sales Team Speaking the Same Language?

12/16/2021

 
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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!

Read More

A Decision Not to Make A Decision Is A Decision

11/19/2021

 
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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?

Read More

No Mutual Mystification

10/21/2021

 
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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. 

Read More

Never Help the Prospect End The Interview

7/15/2021

 
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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?

Read More

When All Else Fails, Become a Consultant

5/20/2021

 
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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? 

Read More

Never Answer an Unasked Question!

4/13/2021

 
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by Cal Thomas, Sandler Training
Carlos was in a great mood. Forty minutes in, the meeting with his top prospect’s senior staff was going great. He was getting nothing but engagement, smiles, and positive body language from everyone around the table, including the CEO of the company. He knew what that meant. He was about to close his first big deal! The timing couldn’t have been better. Because this was a potentially major account, Carlos’ manager Charlene was in attendance. Today, she would get to see him work his magic first hand. 

Read More

Guess What? Money Does Grow on Trees!

1/21/2021

 
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By Cal Thomas, Sandler Training
​
Believe it or not, your parents were wrong. Money actually does grow on trees. That's one of the essential Sandler Selling Rules.  

​Skeptical? Don't be. Just be willing to ask yourself: what kind of tree? And the answer is: a referral tree.

Read More

Six Big Myths about Virtual Selling

10/15/2020

 
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By Cal Thomas, Sandler Training
Virtual selling is nothing new. It has been around for years. What’s happening now is that more and more sales teams are getting good at it!  The old distinction between “field sales” and “inside sales” is an increasingly irrelevant one. Today, the most effective and productive sales teams see themselves as 
remote sales professionals. This is also sometimes known as virtual selling...but whatever you call it, it’s a central requirement of success in most markets.

Read More

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    Please Note: The views and opinions expressed here are those of the authors and do not necessarily reflect the position of the Morris County Chamber of Commerce.
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©2022 Morris County Chamber of Commerce  |  A 501(c)(6) nonprofit membership organization  |  Site Map
  • About
    • Chamber Team
    • Our Mission
    • About Our President
    • Board of Directors
    • Morris Business Cabinet
    • Ambassadors Council
    • What Members Are Saying >
      • Share a Testimonial
    • Frequently Asked Questions
    • Forums & Committees >
      • Monthly Agenda Submission Form
      • Women in Business Program Chair Application
      • Business Development Forum
      • Business Strategy & Tactics Forum
      • Environmental & Sustainability Forum
      • Government Affairs
      • Health & Wellness Forum
      • Hispanic & Diversity Business Forum
      • Human Resources Committee
      • Not For Profit Roundtable >
        • 2021 NFP Excellence Award Honorees
        • Nonprofit Donations
        • Not For Profit Conference Scholarship App
      • Tech Talk Forum
      • Women in Business Program
      • Young Professionals Forum
    • Staff Forms - Internal Use Only
  • Membership
    • Join the Morris Chamber
    • Retail Restaurant Membership
    • The Value of Membership >
      • Grow Your Business
      • Build Your Brand
      • Professional Development & Education
      • Government Advocacy
      • Community Outreach & Volunteering
    • Member Benefits >
      • Member Exchange Online Community
      • Mobile App
      • Member to Member Deals
      • Healthcare Solutions
      • Member Marketing Opportunities
      • Enhance Your Directory Listing
      • Connect to Morris Job Bank
    • New Member Survey
    • Member Referral Bonus
    • Grand Opening Support
  • Events
    • Chamber Event Calendar
    • Member Events Calendar
    • COVID-19 Safety
    • Signature Events & Programs
    • Leaders in Business Nominations 2022
    • Submit an Event Idea
  • Directory
    • Searchable Business Directory
    • Nonprofit Organizations >
      • Not for Profit Spotlight
  • News & Info
    • Certificate of Origin
    • Chamber Magazines
    • Business Resources
    • Legal Resources >
      • Employment Law
      • Commercial Services
      • Business Representation
      • General Legal
    • News Around the Chamber >
      • Around the Chamber Archive
      • Submit a Press Release
      • Submit a Neighbors Helping Neighbors Story
    • MCCC Blog >
      • Contribute to Our Blog
  • Programs
    • Economic Development Corp.
    • EDC Business Counseling
    • Leadership Morris >
      • Leadership Morris FAQs
      • Leadership Morris Application
      • Leadership Morris Program
      • Leadership Morris Alumni Council
      • Renew LMAA Membership
    • Executive Council Program
    • Women In Business >
      • Women in Business Mastermind
      • Women in Business Executive Round Table
      • Women in Golf Program
    • Morris Chamber Toastmasters
    • Entrepreneur Roundtable
    • Thrive Morris
    • Work-Based Learning
    • Hiring An Intern?
  • MCTV
    • MCCC On-Demand
    • MCTV Let's Talk
    • Actionable Advice Video Library
    • Member Spotlights
  • Member Login