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Berkshire | david.davies@sandler.com
 

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DISC assessments were developed based on psychologist William Moulton Marston’s theory about behavioural traits.

Since Marston’s original findings were published in 1928, they have been further developed by Walter Vernon Clarke, an industrial psychologist, and a DISC behavioural assessment tool for the workplace was created by John Geier.

This tool can help you and 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.

Have you ever missed a signal that there was really never a "deal"? A silent, unspoken or politely dressed up "No."

Traditional sales training taught us, of course, "never to take 'No' for an answer."

When we hear "No', we immediately begin to flick through our mental tome of "overcoming stalls and objections". We ready ourselves to deliver the knock-out blow of a 'tired and testing' response that is 'guaranteed' to flip that 'No' into a 'Yes'.

Of course, the prospect has developed their own tome of "salesperson loses" responses designed to counter-act the effects of the traditional salespersons 'closing' technique.

The debate then rages on, both parties 'objection' wrestling furiously, until the other is exhausted.

It ain't what you do...
“If selling was easy, everyone would be doing it.”

That phrase resonates because.

1) Those who do it, and do it well, reap the rewards! They have tapped into the incredible earnings potential available for those that choose to excel at ‘Selling’ as a career.

2) Those who don’t do it, don’t like it, and will do anything to avoid it. Sales don’t come easy at all, even to the best of us.

The ‘novice’ and ‘experienced’ seller agree wholeheartedly on one thing. Of all the ‘challenges’ they face in selling, prospecting is the biggest.

 

Mike Montague interviews Kevin Shulman on How to Succeed at Achieving Your Goals.

 

Whether you are a sales leader responsible for an entire team’s performance or a single salesperson looking to hit your income target, Sandler’s KARE tool is a simple, powerful resource well worth spending some time with in Q4.

 

You probably don’t need me to tell you that 2020 has been a year like no other. Let’s be honest: there were (and are) no playbooks for magically reversing what’s happened in the marketplace during this historically tumultuous period.

 

One of best pieces of advice I ever received about holding on to important clients and customers was this: During times of uncertainty, approach your business contacts from a different perspective than during so-called “normal” times.

 

Most salespeople think of success in terms of accomplishments - like winning a big account, achieving a sales goal, earning a big commission ‘cheque’, getting their hands on a sales awards, or even getting promoted.

Salespeople are taught to believe that these are all signs of success.

They are signs, but not particularly lasting indicators of success.

To understand success – the process that actually delivers positive results – we can think of success as a triangle, with a trinity of core elements.

Mike Montague interviews Jason Campbell, Host of Impact at Work and Superhumans at Work, a Mindvalley Podcast. Author of Upcoming book on Selling with Love, on How to Succeed at Selling with Love

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.