Skip to main content
Sandler Training in Calgary | Calgary, AB
 

This website uses cookies to offer you a better browsing experience.
You can learn more by clicking here.

Customer Relationships

David Sandler said, “sales is not a place to get your emotional needs met,” yet salespeople still force their prospects into “relationship building” chatter that ends up damaging their chances of closing.

How do you help salespeople, who may be underpforming, to instill a mindset of abundance and growth? Here are five steps we follow.

 

Mike Montague interviews Robin Rosenberg on How to Succeed at Living in Their World.

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

To support a consistently full funnel one mindset to take is thinking of our clients as prospects. By shifting our mindset that way we create two primary payoffs.

Our clients are smart people who sometime, like us, make bad decisions. They could be using bad data, misinterpreting good data to fit their hypothesis or relying on a heuristic for a mental short cut.

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

 

Keeping a client is typically ten times cheaper and easier than finding a new one. Here are five powerful behaviors you can build into your account plan to support better, more profitable, and more loyal business relationships.

 

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.