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Sandler Training in Calgary | Calgary, AB
 

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When you’re in the middle of a prospecting discussion – that is, when you’re initiating the first real-time voice-to-voice engagement with a possible buyer – what is your goal?

 

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.

 

Many mentors (and mentees) resist asking an all-important question about the sales leader’s role: “Where are things most likely to go wrong?” And the answer is: “Wherever people are assuming that they already have all the answers.”

 

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.

 

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

 

To celebrate episode #500 and over 2 million total downloads, we flip the tables to get Mike Montague’s top lessons learned from hosting the show!

 

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

 

Recently, the Sandler Research Center set out to discover current operation challenges and changes faced by sales leaders in a more digitally oriented selling environment. 

Mike Montague interviews Mark Herschberg, author of Career Toolkit: Essential Skills for Success That No One Taught You, on How to Succeed at Creating a Toolkit. From tracking criminals and terrorists on the dark web to creating marketplaces and new authentication systems, Mark has spent his career launching and developing new ventures at startups and Fortune 500s and in academia.

Mike Montague interviews John Rulin, author of Giftology: The art and science of using gifts to cut through the noise, increase referrals, and strengthen retention, on How to Succeed at Giftology.