GoodSelling,

Well have you? Goals are much more powerful than I ever imagined. I’ve always had them, strived towards them and achieve many of them. I have never though started a year with a concrete, defined and detailed set of them. Nor have I plotted out what I was going to do to reach them — [...]

By David H. Sandler, Sandler Training

Self-discipline is simply self-direction toward a particular goal. And the fact is, self-discipline directed toward a goal we are genuinely motivated to achieve is not especially difficult to achieve, if we recognize in advance that struggle is necessary for any worthwhile goal. Where motivation is genuine but self-discipline nevertheless seems [...]

Yes, cold calls can be fun especially when it is your only way to start your business or your new role. The key I have found is to practice and get comfortable and then practice some more. This past week I reached a comfort level with my cold calls and actually enjoyed them!
On to the [...]

By Dave Mattson, Sandler Training
The rotten economy, if you haven’t noticed, may be taking a toll on your health.
“Today’s economy is stressing people out, and stress has been linked to a number of
illnesses—such as heart disease, high blood pressure and increased risk for cancer,”
according to a new study in the July 15 issue of the [...]

Your current leads are either highly attracted to your product lure or have already biten into it and are hooked. It’s up to you to reel them in now. What many sales pros don’t realize is that it may take up to 12 winds of your messaging apparatus to bring them to the boat. While [...]

By Dave Mattson, Sandler Training
We don’t ordinarily think of sales as one of the “helping professions,” but maybe we should. People tell their problems to psychologists and clergymen. They pour out their hearts to their neighborhood bartender. The characteristic all of these examples have in common is that the focus is on the person speaking. But they also [...]