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Self Development

Sandler provides an easy way to remember the five key components of getting a mutually beneficial conversation started: the simple mnemonic PLATE.  

The TACTIC: I'll just be gone for a minute...  Meetings are held to communicate and resolve issues vital to those attending. Why should anyone leave?

The TACTIC: I can always call the other office. A salesperson without a thought-out filing system is a salesperson that will consistently be below the halfway point on the sales chart.

The TACTIC: Meet with an agenda.  Meetings that are held with no written agenda start late, last forever, and accomplish only the wasting of everyone’s time. 

The TACTIC: There are no bad prospects - only bad salespeople. How you view your prospects determines precisely how much money you will make.

The TACTIC: I don't know where my time goes! You do know where your time goes. You have to decide if you want your time to keep going there.

The TACTIC: I don't know where my time goes! You do know where your time goes. You have to decide if you want your time to keep going there.

The TACTIC: Never manage your numbers; manage your behavior (Part 2). Knowing what you are doing is the first step in changing what you are going to do in the future.

The TACTIC: Never manage your numbers; manage your behavior (Part 1). Since your sales volume is based on how you behave, manage your behavior instead of wasting time trying to manage anyone else’s behavior.

The TACTIC: Failure works. If you have failed, and then learned why you failed, you are 99 percent closer to increased success.