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Vincent Barberger, Montreal | FRANÇAIS
 

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Average or Excellent?


Average salespeople continue to do what they have always done. They exhibit the same patterns of behavior and employ the same strategies and tactics over and over again, regardless of the results they achieve. They don’t stop to consider that the plan that worked for them one, or two, or five years ago may feel familiar, but won’t necessarily deliver optimum results today.

  • Have you ever granted a price concession - or made any other compromise to a buyer - because you didn't want the buyer to think less of you or disapprove of you?
  • Have you ever volunteered a price reduction before someone asked for it? 
  • Have you ever felt personally validated because someone decided to buy from you?
  • Have you ever felt less than okay about yourself because somebody didn’t decide to buy from you? 

If the answer to any of these questions was “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.

Sandler is excited to announce our commitment to further champion the next evolution of sales.

Does it bother you when prospects treat your specialized products and services like a commodity? Are you tired of having to discount deals to win competitive situations?

Mike Montague interviews Aaron Montgomery on How to Succeed at Suspending Your Disbelief. Aaron wrote Suspend Your Belief to help others learn the importance that every experience is an opportunity to grow, learn, and share and that by sharing your knowledge you can help others on the way too.

Mike Montague interviews Shelly O’Donovan on How to Succeed at Non-Verbal Communication. With over 20 years of experience as a proven leader in the public policy arena, she has gathered experience and expertise in government relations, public policy, lobbying, grassroots advocacy, legislative and regulatory processes, and policymaker engagement. 

Mike Montague interviews Kasey Jones on How to Succeed at Personal Branding. As a leading expert authority and growth strategy coach, Kasey empowers founders to harness the power of what makes you different to build high-growth businesses with impact.

Mike Montague interviews Scott Bliss on How to Succeed at Improving Your Batting Average. Scott talks about the Sandler Success Triangles and how to use them to get to the top and stay there!