Skip to main content
Mercury Professional Development, Inc. | Phoenix, AZ

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

Self Development

We don't have to like the change to embrace it.  Some changes are beyond our control.  But our reaction to the change is within our control.  

The Sandler Success Triangle says that success is a combination of Behavior, Attitude and Technique.  Which do you think is more important?

Personally, I'll start with Behavior, though I need... 


Driving successful sales can always be a challenge. In an economic shutdown and downturn, a success attitude is more important than ever.
Good techniques underlie successful behaviors. Yet maintaining an attitude of success holds it all together.
With today's selling challenges mounting, we need ...

People who set goals achieve more, even if the goals are completely achieved. The Sandler Goal-Setting process helps us set goals and build plans across all areas of our personal and business life.

If you lose a big sale, have a bad month, or don’t make quota, what is your typical first response?
For many salespeople, there is a temptation to externalize.  A human relations model called Transactional Analysis helps us understand why we don't take personal responsibility, and how to address this gap.

Some people are natural born sales people. Not me. I started my career as an engineer, and would never have imagined myself as a sales person when I left college. Yet, with a sales system, Sandler in this case, sales can become a transferrable skill. The Sandler sales system gives us a process and a toolkit so we know how to manage the sales process, step by step.

We've all failed. And most often it doesn't feel good at all. We hide it. Try to forget it. And when we tell others, we tend to put perfume on the stinkin’ failure experience.

As we enter 2017, set your sights high. Set goals, but don't be too cautious. Don't limit yourself. Reach for more, and build a plan to achieve it.

A goal without a plan is just a dream. Build your goals so you can achieve the success you are committed to.

People lie all the time. And, more often than not, they are not lying because they are bad people. They are lying because they don’t feel comfortable enough to be vulnerable by being completely truthful. Some of the lies:

  • They say what people want to hear.
  • They don’t admit that they did something wrong.
  • To get the best deal, don’t tell salespeople the truth.
  • Lie to protect the ones you love.
  • Develop a good story or excuse to cover it up.

We've all failed. We've all had successes. How much do you learn from each? Our failures sow the deep lessons learned that sets up the foundation for our wins.

Each of us has our own comfort zone—the assortment of choices we feel comfortable with. It’s unique to each of us influenced by our genes and life experiences. Typically the out-of-comfort-zone emotion is fear of change. Feel familiar? Then watch out.

Have you become satisfied and comfortable with yourself and your work? Have you become comfortable in the status quo? Are you comfortable with how your “book of business” is performing? Watch out. It’s at times like this when you can find your world is not as stable as you think.

How often do you promise to “try?” “I’ll try…” When you talk to prospects, clients, family or others…what they hear is a lack of commitment. Stop it! Eliminate that little word…”try”…from your excuse quiver....

When your prospect buys…it’s an emotional experience for them…and can be more of an emotional experience for you. And that can be a big problem. Your emotional involvement in a selling situation can fog your thinking…

Most salespeople know that listening to their customer needs is a critical part of their sales process. What salespeople often don’t understand is that listening is a two part exercise, and neither of them is passive. The first part is planning ahead and asking questions to get the prospect thinking about their needs --- needs that align with the salesperson’s product.

We've all failed. When it comes to zig and zag...we've all zigged when we should've zagged. But it's how we respond to those circumstances that can launch us ahead.

Has this ever happened to you? You’re in discussion with a prospect about the possibility of working together. The meeting is going well. You’re working your way all through the questions you know you’re supposed to ask at this stage. You’re paying close attention; you’re taking notes. One of the questions you ask strikes a nerve with the person to whom you’re talking...

Your mindset has more to do with your success than almost any other single element. There are plenty of salespeople who possess extensive product knowledge, have numerous influential business contacts, are well-spoken, and have appealing personalities, yet their sale performances are average…sometimes, only marginally acceptable..

Attention Sales people: Do you get too many think it overs? Is it had to get a decision from your prospects? Do you give away discounts to get the deal closed? If these are among the challenges you face in the sales cycle, the problem may be more conceptual than technical.