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Summit Performance Training | Plantation, FL
 

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About Us

Read More About Our Team: Doug Cohen and Kathleen Macchiarelli
Summit Performance Training, Sandler Training in South Florida

President of Summit Performance Training

Doug Cohen

Serving the South Florida Business Community.

Doug combines real-life problem-solving experience, with coaching and communication, to provide solutions to the day-to day challenges faced by sales people, sales managers, and customer service professionals.

Doug has been a successful business owner and entrepreneur, professional speaker and trainer for over 20 years, delivering keynote addresses, continuing legal education seminars, and sales and communications skills training to small, mid-size, and Fortune 500 companies.

Doug uses the Sandler Training system to work closely with companies on a myriad of business-related issues, such as sales and sales management training, leadership coaching, goal setting, hiring assessments and benchmarks, prospecting, lead acquisition strategies, sales system and process implementation.
why salespeople fail

Why Salespeople Fail-and what you can do about it.

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Equal Business Stature in the sales process: What is it and how do I get it?

Who is typically in charge during the sales process? The Buyer, right? Of course. Why? Mostly because instead of having a “business conversation” centered around the issues, challenges, or “Pain" the prospect is facing, the business development/

salesperson is going into the relationship trying to sell something. They drone on about features, benefits, and why they’re “the best”, blah, blah, blah.  By default this approach creates an uneven playing field in the sales process, with the prospect firmly in charge.

You Have to Learn to Fail, to Win Reflections on Sandler Rule #1

This rule is first in the Sandler list for a reason. It should be the foundation for all goals and activities in your business plan. It's also perhaps the hardest rule to incorporate in your day-to-day dealings, because failure is hard. Nobody 'enjoys' failure. But if we look at failure as a learning opportunity rather than a deterrent to taking risks, we will thrive.