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Communication

In this episode, Chris McDonell discusses how to use Sandler's up-front contract to increase rapport. We will talk about how an up-front contract can help with bonding and rapport and how it can be used to ensure that objectives are clear.

In this episode, Brenden Kumarasamy will discuss how to succeed at public speaking, sharing tips on everything from body language to delivery. We will share the common misconceptions and challenges around public speaking.

The goal of creating a better buying experience is to make it easier for people to buy. In this podcast, we will discuss the importance of follow-up after an initial discovery call or demo, and how sales reps can use tools like Qwilr to progress conversations.

What if you could increase your conversion rates just by understanding how your clients think? It's not as difficult as you might think.

Andrew Wall is a long-time Sandler trainer from Toronto, Canada talking about how to adjust your communication style for sales and leadership success. This is an advanced lesson about DISC behavioral style for the sales profession.

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 Matthew Dashper-Hughes on How to Succeed at Labeling Emotions.

 

Mike Montague interviews Paul Glynn on How to Succeed at Improving Your Personal Presence.

 

The global pandemic forced the buyer/seller relationship online, dramatically accelerating a trend toward digitization of the buying process that was already in place.

Eight simple questions about your personal approach to prospecting

 

Mike Montague interviews Paul van den Hoven on How to Succeed at Being Assertive.

 

Mike Montague interviews Emily Yepes on How to Succeed Through Supply Chain Challenges.

 

There is clearly a limited supply of raw materials and finished goods around the world at the moment.

 

The best negotiators always start negotiation by negotiating with themselves. One of the communication tools that will help you better understand yourself and how others communicate with you is called DISC.

 

Mike Montague interviews Janice Lintz on How to Succeed at Changing the World.

 

Here are eight powerful strategies for more effective listening during conversations with prospects.

 

Mike Montague interviews Jeff Peek, an immigration attorney, on How to Succeed at Keeping Your Clients.

 

Have you ever noticed that the people in sales and the people in marketing often seem to be on the opposite sides of important discussions?

 

Mike Montague interviews Greg Rice on How to Succeed at Communicating More Effectively.

 

The more opportunities you have to interact with your prospects, the better, and the end of the year is an opportune time to reach out and reconnect with your clients and prospects to get in front of them prior to the new year.

Everyone wants to know what business closed today. Or this week. Or this quarter. But is that really all we should be asking?

 

Right now, we as business development professionals, have the opportunity to prove to our clients that we are steadfast in our commitment to them, regardless of the changing business climate and growing concerns for public health, safety, and the economy.

Communication is a key component for any successful sales team. And when sales teams work remotely, the need for excellent communication increases even more.

 

You’ve closed the deal – but your job isn’t done quite yet. Managing client expectations can help you make the most of your new relationship and ensure you are striking the right balance.

Have you ever wondered why a once-promising new hire is performing far below your initial expectations? From one perspective, what’s happening here is pretty simple: the person you hired is not the person you interviewed. The dynamic at work in an interview situation is similar to the dynamic at work on a first date./blog/how-succeed-onboarding-new-hires-podcast

It’s that time of year. The holidays loom, there is a chill in the air, and countless articles appear providing guidance to sales representatives about how to close the year strong. The five, ten or twenty best strategies are outlined in checklists to insure end-of-year success. “Contact every client” is an action often recommended, as is “Revisit prospects who have chosen another vendor.”

We all know the statistics. Most selling organizations derive 80% of their revenues from 20% of their clients. Winning a new major account costs up to 20 times more than keeping a current one. And even a small percentage increase in a firm’s major client retention rate can have an exponentially positive effect on revenues – while similar decreases can produce negative financial impacts, often devastating and long-lasting.

 

Customer relationships are the lifeblood of any seller’s career. The ability to attract clients, build rapport and start sales conversations ultimately determines the level of success that a salesperson will enjoy.

Here are five simple ways we can improve the quality of our communication with the people who are currently buying from us and expand and deepen those relationships over time.

Read Time: 8 Minutes

We know all about the importance of team selling, don’t we? It's that powerful strategy in which multiple team members from different functional areas of a selling organization work collaboratively to win deals. Especially in the enterprise world, team selling is widely implemented.

Read Time: 9 Minutes

One of the things I talk about often with sales leaders who are eager to maximize their team’s performance is the principle of reinforcement. All too often, we think of training for salespeople as a one-and-done initiative, as something we can check off a list once the "training" event is over and consider finished. Actually, the training we have invested in is next to worthless if it is not reinforced over time, incorporated as a personal priority, and made an ongoing topic for discussion within a personalized sales coaching plan. Reinforcement is thus one of the neglected secrets of effective sales leadership.

In the past couple of decades, our workplaces have gone from the office to mostly virtual spaces. We get our jobs done and we communicate in the cloud. However, we still struggle with the same issues in communication which we had decades ago. Here are a few effective ways to overcome communication barriers in the workplace which you can apply right now.

Read Time: 5 Minutes

Of the corporate blind spots shared in The Road to Excellencenot sharing the vision with those who have to implement it” is one of the most detrimental to the sustained growth of an organization. To create buy-in with your team (aka “those who will have to implement it”) share your vision in the form of questions instead of statements.

Read Time: 6 Minutes

Greg Skloot is President and COO at Crystal, an online app that can tell you anyone's DISC personality before you meet them. Greg and his team at Crystal are a new strategic partner of Sandler Training, and he will tell you how to succeed with the attitudes, behaviors, and techniques needed to tailor your sales pitch to your prospect's personality.

Listen Time: 24 Minutes

It's common for people to mistake sales management for sales coaching. In fact, these are two very different roles. The table highlights some of the most notable differences.

Read Time: 5 Minutes

Clint Babcock, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful when you have been ghosted by your prospect. Get the best practices collected from around the world.

Listen Time: 27 Minutes

Linc Miller, Sandler trainer, shows you how to succeed at the connection with prospects through the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world for bonding and rapport in sales.

Hamish Knox, Sandler trainer from Calgary and two-time author, shows you how to succeed at overcoming common objections in the negotiation process with the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world for overcoming these common negotiating tactics.

Listen Time: 21 Minutes

Justin Stephens, Sandler trainer, shows you how to succeed at following up with prospects with the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world for following up.

Listen Time: 20 Minutes

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale here, as well as the companion video course

Listen Time: 14 minutes

During one of their coaching sessions, Jason asked his manager Ellen if she could think of one area he could work on over the next 30 days that would result in a dramatic and rapid improvement of his closing numbers. He was surprised at how quickly she answered.

Gerry Weinberg, a Sandler trainer from Detriot, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in connecting with your clients through advanced bonding and rapport tactics. Get the best practices collected from around the world.

Listen Time: 28 Minutes

In a previous post, I looked at changes on the horizon for salespeople in 2019. Now it’s time to look at the changes faced by sales leaders. 

Read Time: 5 Minutes.

Bill Bartlett, Sandler trainer and author, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in branding your personal presence. Get the best practices collected from around the world.

Listen Time: 20 Minutes

Hamish Knox, Sandler trainer and author, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful with body language. Get the best practices collected from around the world.

David Mattson, President and CEO of Sandler Training, talks about how to rehearse your pitch with a prospect so they can sell your solution internally. If you can't be in an internal meeting, the next best thing is to have a white knight fighting on your behalf. Learn the best practices collected from over a thousand Sandler employees around the world.

Stephen J. Cloobeck is a self-made business leader with over 30 years of experience across every aspect of hospitality design, development, and deployment. As the original founder and former CEO and chairman of Diamond Resorts International - a business that grew to become one of the largest vacation ownership companies worldwide - Cloobeck made a name for himself as the industry's most adamant advocate for radical customer service, which he calls embracing the Meaning of Yes.

Sales success depends on building a solid, growing client base. The first impression you make while prospecting for new clients can make or break your ability to secure new business. You only have seven seconds to make your first impression with a client. Here's how to make those seven seconds count!

Sharlene Douthit, Sandler trainer from New York City, returns to talk about building rapport with clients and prospects. Learn the attitudes, behaviors, and techniques of top salespeople, and learn how to incorporate them into your next sales call. 

Everyone knows it’s important. It’s the basis of every relationship and every sales program talks about it. Some salespeople work the small talk. They discuss the weather, the fact that the prospect golfs, fishes, has three children and they have similar interests.

 

Learning how to communicate more effectively with people who have different communication styles than you do will lead you to more prospects, more productive discussions, and more sales.

Learn how to improve your communication in any situation. Dave Hiatt, talks about his new book, From the Board Room to the Living Room: Communicate with Skill for Positive Outcomes, and how to improve your attitude, behavior, and techniques in communication. Learn how to use Sandler's sales skills and rapport techniques in your everyday life.

You’ve experienced a “donkey moment” during an argument. The other person metaphorically digs in their heels, they physically lean back and probably cross their arms. These moments are wimp junctions. Wimp out and your conflict likely escalates to a lose-lose ending. Take the “un-wimpy” path and your conflict deescalates with greater possibilities of a win-win resolution.

Jack lost a huge deal because of a sudden, ill-conceived emotional response. After spending weeks preparing a presentation for Ryan, his biggest prospect, Jack was dumbfounded to hear Ryan say, five minutes into the talk, “The assumptions are all too simplistic here. 

The digital revolution is innovative, inspiring, and even pervasive. We’ve come a long way in a short period of time, and many of the things we take for granted now weren’t even in the realm of possibility a few decades ago. As impressive as they are, the reach and impact of electronics when it comes to communication can have detrimental effects. Below, I identify three important elements that should always be involved in business relationships, no matter how advanced technology becomes.

Most managers go into massive “critical parent” mode when they realize, too late, that a salesperson has a lot of ground to make up the remainder of the year. They say things like, “You need to sort yourself out and get back on track...” and they think it’s going to work! The truth is it never works… although a salesperson sometimes produces good results in spite of what the manager says.

Words are only a small portion of how we communicate with one another, yet the value of other forms of communication is often overlooked. Learn more about four different types of communication and how using them effectively can improve performance, morale, teamwork, and success in your business.

 

Anita asked her manager to take part in a “ride-along” on her first sales call of the New Year… so he could offer her some constructive criticism on the best ways to improve her selling technique.

Eileen, a brand-new sales hire, found herself struggling during her first week on the job. At her initial coaching session with Juan, her supervisor, she asked for some guidance on identifying promising lead sources. Instead of making suggestions about that, though, Juan decided to begin the process by asking a few basic questions.

Communication is key in any relationship. Whether that relationship is with your spouse, your peers, your children, or your employees, it always comes back to a transfer of information, honesty, and respect.

Eighty percent of our success in learning from other people is based on how well we listen. Other people’s experience can be enormously helpful. With it, we can often overcome time restraints and lack of training. But this expertise can only be helpful if used.

A good business relationship whether it is buyer/seller or manager/employee is based on the assumption that both parties have an interest in doing things to accomplish the same goal.  The first step in persuading someone to do what you want or need them to do is to establish and Adult-to-Adult relationship with the other person. 

The subject of leadership is more of a topic for many of our clients as opposed to management. It reveals a new awakening for many people who want to adjust how they guide their organizations to greater success.

In regards to your business, the expertise you have gained over the years is completely worthless... until someone gives you money for it. If you have a medical doctorate, all you really have is a bunch of student loans until you have patients, and get paid for your knowledge.

June is Effective Communications Month. With that fact in mind, consider the following cautionary tale for salespeople. Will, a new salesperson, had just begun a face-to-face meeting with Maria, the CEO of a big company that Will’s manager would have dearly loved Will to close.

Games are the result of power plays. They are un-straight transactions between people that are destructive and hurt relationships. According to psychologist Stephen Karpman, there are three possible positions in a game:

Deliberately or not, we all have perceptions of other people. Right or wrong, it happens. That perception is based on three things:

As a leader, one of your most important roles within an organization is providing guidance to other members of the company. It is common for leaders to encounter situations in which they have to provide an employee with constructive criticism. Providing this type of guidance can be a challenge, however, as it is important to find a way to communicate your intentions without causing people to feel defensive or sparking resentment.

This tool can help you and your employees learn more about personality styles, paving the way toward improved communication. Read on to learn more about the different DISC assessment styles and communication practices that work with each.

Let's face it; communication is one of the most important issues in the workplace. Good communication helps everyone on your team (and you) to feel heard and understood, and as a result, everyone benefits from a positive, encouraging and successful environment. Conversely, ineffective communication brings about the opposite results. Ideas fall flat due to lack of follow-through. You and your team feel frustrated, unacknowledged and misunderstood, and morale declines.

Words are only a small portion of how we communicate with one another. Yet the value of other forms of communication is often overlooked. Learn more about four different types of communication, and how using them effectively can improve performance, morale, teamwork and success in your business.

Effective communication plays one of the biggest roles in a functional work environment, but the ability to interact well with one's peers is one of the hardest skills to master. Develop stronger relationships with your coworkers using these seven tips to improve your professional communication skills.

When you get an email from a prospect with one of the following requests, what do you do? Send me a quote for.. Provide us with more information about.. We'd like a proposal.. Forward us a brochure on.. If you thought, "reply by email," you just put your prospect firmly in control of the sales process. How? The reason is found in neuro-linguistic programming (NLP)

Over time, every successful salesperson comes to the conclusion that having the proper selling posture during the sales interview is critical. Many sales people are still struggling to understand this concept. When we talk about posture, we are talking about the attitude reflected in the communication of the salesperson. We know that the message we send in our communication is made up of our body language, our tonality, and our words. However, how we mix those three elements creates a particular attitude that is palpable to our receiver. There are three primary language postures

The best definition of a heated political climate is the constant "clarification" of what was said yesterday, the day before, and the day before that. When what you said is not what is heard - or if what you heard was not what was said - that is "mutual mystification." Actress Lily Tomlin said it best, "Have I reached the party to whom I am speaking?"e