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| chris.ginnelly@sandler.com
 

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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.


Think of it this way. To have a civilized dinner, you first put the food on the plate. The same is true for a civilized conversation. Get the mutual agreements on the PLATE, up-front, before you get started. Here’s how it breaks down.

 

Your mind-set 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.

Why? Why do we get up every day and go to work?

Because that’s what is expected: Really? In most companies, the last time you saw your job description was the day you interviewed and you don’t know what is really expected, do you?

Because employees depend on us: Really? Management books say a great manager implements systems that will operate well when management is not there.

Really it’s because Mum or Dad said so!