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On behalf of Sandler Training, our thoughts are with our clients and their families and businesses impacted by COVID-19. We are committed to working with you to help you and your business through these extraordinary times. Sandler is open but operating remotely in accordance with recommendations by the CDC to do our part to hopefully help ‘flatten the curve’ of the spread of the virus. We’re here for you and our community. Please don’t hesitate to call or email us to talk through your concerns. Best wishes for the health and safety of your families, teams, and clients.
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Performance Selling, LLC | Somerset, NJ
 

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Mark Mcgraw

I made this statement about the fact that it's not what we sell that makes us different, it's how we sell it. Although he had heard that Sandler rule before, he was taken back and asked me to repeat it several times. What he began to understand was that to differentiate ourselves in selling situations we often look at the features and benefits of what we're selling. 

I'm often asked by managers, "How do I motivate my people?" While I always appreciate the question, it's the wrong question to ask. The reason being is that if we must motivate our people as managers, we're working too hard. The reality is that the best people don't need motivation. Inspiration yes, but not motivation.