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Sales Process

Mike Montague interviews Anneli Thomson, Sandler trainer and member of Team Great Britain in the triathlon, on How to Succeed at Gold Medal Selling. 

 

Mike Montague interviews Dr. Mark Goulston, podcaster, speaker, and author of Just Listen, on How to Succeed at Selling More by Listening More.

The old distinction between “field sales” and “inside sales” is an increasingly irrelevant one. Today, the most effective and productive sales teams see themselves as remote sales professionals.

 

We live in an era when virtual selling has, in many industries, all but eclipsed face-to-face, in-person selling.

For as long as there have been salespeople, there has been data to analyze about the process they use to bring in business.

The results of the Sandler Research Center survey The Essential Components for Sustaining Overachieving Sales Performance are out.

 

Pattern interrupts are a great tactic for getting unstuck in business, especially in the sales process. We advise all of our clients to get familiar with the concept and start practicing them.

A pattern interrupt is doing something that's different than what's expected. In sales and in business, you need to first determine where you are getting stuck. Then you can create a pattern interrupt that can help you get unstuck.

Mike Montague interviews Rich Isaac on How to Succeed at Understanding the Decision Making Process.

Back in the 1930s, in the wake of the stock market crash that led to the Great Depression, there was a social phenomenon in the United States known as the “Hoover Garden,” sometimes called a “Depression Garden.”

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

 

Mike Montague interviews Doug Cohen on How to Succeed at Using Body Language in the Sales Process. 

 

How do your prospects feel after sitting across from you in a sales call?  Maybe the answer doesn’t come instantly to you. That’s OK. Here’s another question: Ever been to therapy? Don’t worry, it’s a rhetorical question… but it’s OK if you have. A career in sales can certainly lead to an occasional need for a therapist! 

 

And, while wins might be harder to come by during the pandemic, there are plenty of lessons to be learned. Here are a few that relate to business development and your sales team.

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

 

Thanks to the global pandemic, salespeople across the country and around the world are now coming to terms with a sobering reality.

 

In the complex world of enterprise accounts, team selling is the name of the game. When it comes to winning, selling to, growing, and serving major accounts, team selling needs to be much more than just a tag line. It needs to be the way you do business.

The real question here is how an effective retail salesperson can have better conversations while reducing pressure. How do we make that happen in retail?

 

In today’s world, artificial intelligence (AI) is getting more powerful and more prominent in the sales process. What does that mean for professional salespeople? There used to be an occupation called “switchboard operator” – now there isn’t. Fifty years from now, will there no longer be an occupation called “professional salesperson”?

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

 

Mike Montague interviews Tim Priebe, Founder of T&S Online Marketing, on How to Succeed at Using Books as a Sales Tool.

In selling to and serving major accounts, we hear a lot about value. Certain buzzwords have emerged around this topic, terms that, more often than not, simply add confusion.

 

Hope, the saying goes, is not a strategy. Wise words! But are you perhaps relying on hope a bit too much after you and your team lose a major account?

 

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

Mike Montague interviews Jurgen Strauss, marketing innovator and host of the Innovabuzz podcast, on How to Succeed at Marketing to Your Ideal Client In this episode:

 

When you learn a new sales technique or strategy that you know will work, chances are pretty good you don't start applying it right away. And even when you do start applying it, often the other person in the interaction is working against you!

Wimp junction is what we in Sandler call that moment where you either wimp out and abandon what you know is a best practice, or you stick to your plan.

Give our podcast a listen to learn the right steps you need to take in order to create a sales playbook for your team.

 

Mike Montague interviews Doug Cohen on How to Succeed at The First 30 Seconds of a Prospecting Call. 

 

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

 

In his book Blink, author Malcolm Gladwell contends that people make their best and most accurate decisions in the first two seconds of facing a situation—in other words, in the blink of an eye. It seems inherently suspect, though, this notion that people can make correct decisions quickly. Is it? You were probably taught from an early age that haste makes waste; don’t judge a book by its cover; and look before you leap.

Mike Montague interviews Nema Semnani on how to succeed at storytelling. In this episode:

  • The right attitude for effective storytelling
  • Imagined realities are powerful motivators
  • How to tell a compelling story

Mike Montague interviews Carlos Garrido on How to Succeed at Asking for Referrals In this episode:

  • Why do we struggle to ask for referrals?
  • Attitudes to help you get business from referrals
  • Give referrals to get referrals

Selling to major accounts, also known as enterprise accounts, is radically different from selling in other spaces. For one thing, the major account selling cycle is a continuous process – continuous because there’s no end to the cycle of selling to and serving large accounts. And the streams of transactions over time between buying and selling organizations constitute a client journey with a distinctive itinerary along a clear roadmap, a roadmap that delivers value on an ongoing basis.

 

David English, VP at Ad Trend, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more effective with geofencing. Get the best practices for selling, collected from around the world for target advertising based on geographic boundaries by tagging mobile prospects.

Listen Time: 20 Minutes

We know all about the importance of team selling, don’t we? It's that powerful strategy in which multiple team members from different functional areas of a selling organization work collaboratively to win deals. Especially in the enterprise world, team selling is widely implemented.

Read Time: 9 Minutes

An interview with Chris O’Connel on How to Succeed in Starting Out in Sales.

Listen Time: 23 Minutes

Brian Sullivan, VP of Sandler Enterprise Selling, and Markku Kauppinen discuss: Major Account Buying Teams-Know the Behaviors.

Listen Time: 26 Minutes

In sales, we all bundle our accounts, clients and prospects, into logical groupings to add clarity and understanding to our efforts. We use vertical categories, assembling together our healthcare, consumer products, technology accounts, and others. We also differentiate by geography, adding efficiency in territory management by bundling accounts based on physical locations. 

Read Time: 10 Minutes

In selling to and serving major accounts, team selling is one of the most powerful, and underutilized, competitive advantages. Effectively mobilizing your organization’s most precious assets, its people, often makes the difference between success or failure in large deals. 

Read Time: 9 Minutes

Retail champions, the subject of my book RETAIL SUCCESS IN AN ONLINE WORLD, outlines not only how to connect with customers face-to-face but also a long-term engagement strategy for after the customer leaves the store. 

Read Time: 6 Minutes

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders.

Listen Time10 Minutes

As a sales trainer, I get a lot of pushback about the word “pain.” Many of my clients reason that there are many other motives to explain why people buy. There have been multiple instances where they were offended by the very word “pain” and its negative connotation and then asked if we can call it something else instead. 

Read Time: 4 Minutes 

People hate salespeople. At the very least, their defenses are raised when they detect familiar patterns. They've likely had one or more negative experiences with salespeople. So when they detect familiar patterns and decide you're in sales, the conversation may already be over.

When you do a pattern analysis for all the bad salespeople you've run into, do you sound the same as them? If so, then why are you surprised when people treat you the same way you treat those bad salespeople?

If you want to be treated differently, you have to act differently. That's what a pattern interrupt is all about!

Joe Ippolito, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at preventing sales objections to close more sales. Get the best practices for selling, collected from around the world.

Landing the right enterprise account is a big achievement, with new revenue and healthy margins being two obvious things to celebrate. But unlike smaller account wins, the real significance of the victory is the huge potential for growth over time.

Read Time: 6 Minutes

Welcome to Selling the Sandler Way podcast. Hosts from Sandler Training will discuss impactful information about trending topics and strategic selling. In this episode, Brian Sullivan, VP of Enterprise Selling talks with Marcus Cauchi and Dave Davies about Channel Selling in the Enterprise World.

Listen Time: 43 Minutes

Greg Skloot is President and COO at Crystal, an online app that can tell you anyone's DISC personality before you meet them. Greg and his team at Crystal are a new strategic partner of Sandler Training, and he will tell you how to succeed with the attitudes, behaviors, and techniques needed to tailor your sales pitch to your prospect's personality.

Listen Time: 24 Minutes

This is a special bonus episode, a look back at this year’s Sandler Summit and one of our opening keynotes by Andy McCredie. He is a Sandler trainer from the UK and did a killer hour-long talk on closing the sale. The full talk is available in Sandler Online. Here are some quick tips on How to Succeed at Closing more Sales.

Listen Time: 11 Minutes

Most salespeople who need to prospect for a living will tell you that it’s a very proactive, immediate results-driven exercise that can be uncomfortable at times. Hard to disagree with that. This is a topic that we get involved with far too often as it’s a common point of frustration for many business owners and sales leaders regarding their selling culture.

Read Time: 5 Minutes

Hamish Knox, Sandler trainer and two-time author, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at selling across the executive level. Get the best practices collected from around the world for using your executives to sell to the prospect's.

<Listen Time: 28 Minutes

Many sales professionals we work struggle with the question of how to leverage social networking platforms like Facebook, LinkedIn, and Twitter into their business development plan. Here are twelve simple steps you can take that will make it easier for you to launch and sustain mutually beneficial social connections online.

Read Time: 4 Minutes

John Rosso, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at closing complex sales and navigating enterprise decision processes. Get the best practices collected from around the world.

Listen Time: 26 Minutes

Troy Elmore, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at dealing with the competition and selling a crowded marketplace. Get the best practices collected from around the world.

Listen Time: 21 Minutes

Potential buyers of your product or service – like the rest of us – spend a lot of their time online. This gives rise to a question: What are the best ways to engage with them when a voice to voice or a face to face conversation isn’t a possibility? Here are five simple, effective steps you can follow.

Geof Bowie, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at achieving a flow state in sales. Get the best practices collected from around the world.

Listen Time: 21 Minutes

Watch Brian Sullivan, Vice President of Sandler Enterprise Selling, describe how the Sandler Enterprise Selling Program addresses one of the most common enterprise sales challenges, extended sales cycles.

Watch Time: 3 Minutes

Watch Brian Sullivan, Vice President of Sandler Enterprise Selling, explain how the Sandler Enterprise Selling Program addresses the idea of sophisticated competition – a challenge that, while present in the simple selling arena, is extremely prominent in enterprise selling.

Watch Time: 2 Minutes

Welcome to Selling the Sandler Way podcast. Hosts from Sandler Training will discuss impactful information about trending topics and strategic selling.

Listen Time: 28 Minutes

In enterprise selling, making decisions becomes a much more complex endeavor. Watch Brian Sullivan, Vice President of Sandler Enterprise Selling describe how the Sandler Enterprise Selling Program addresses this common enterprise sales challenge.

Watch Time: 2 Minutes

This special bonus episode takes you back about 25 years to a training session with our founder, David H. Sander. He talks about why a selling system is so important to your career, even if you don't pick his...

Listen Time: 9 Minutes

Learn how the Sandler Enterprise Selling program addresses the idea of cross-functional sales teams with Brian Sullivan, Vice President of Sandler Enterprise Selling.

Watch Time: 4 Minutes

This strategy involves face-to-face contact with people you already know, and thus isn’t technically an example of digital prospecting. Even so, it’s a best practice we use and have coached others to use as a means of generating substantially larger numbers of referrals via LinkedIn.

Read Time: 3 Minutes

This is a truly amazing period of history for sales professionals. The information tools that help us to identify, connect with, and sustain ongoing relationships with buyers are more powerful than ever, and they allow us to do things few could have imagined just a few years ago. But there's a challenge we all face: We mustn't let the extraordinary technology we now have blind us to the importance of having a clear sales process.

Read Time: 8 Minutes

Hamish Knox, Sandler trainer from Calgary and two-time author, shows you how to succeed at overcoming common objections in the negotiation process with the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world for overcoming these common negotiating tactics.

Listen Time: 21 Minutes

Learn how the Sandler Enterprise Selling Program can help you win, grow, and retain enterprise accounts from Vice President of Sandler Enterprise Selling, Brian Sullivan. 

Watch Time: 3 Minutes

Let’s start by talking about the elephant in the room: Cold calling is almost every salesperson’s least favorite topic. In fact, the only two groups who like the idea of cold calling are those who have never done it and sales managers.

Read Time: 6 Minutes

When our clients are elephant hunting or are selling in the enterprise space, we encourage them to engage their executives in peer-to-peer selling to their counterparts at prospect organizations.

Read Time: 4 Minutes

Are you taking advantage of the Sales Accountability platform? Learn how to access and take advantage of your performance analytics available to you through the tool.

Watch Time: 5 Minutes

David Mattson, President  and  CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale here, as well as, the companion video course.

Listen Time: 10 Minutes

Looking for the best way to log your daily activity and sales? Learn the best way to navigate your Sales Accountability dashboard today.

Watch Time: 3 Minutes

One important principle that resonates with all the other elements of the Sandler system is “Follow Through.”

In a previous post, I looked at changes on the horizon for salespeople in 2019. Now it’s time to look at the changes faced by sales leaders. 

Read Time: 5 Minutes.

The second decade of the twenty-first century is approaching its finish line. As it does, sales as a profession is going through a period of extraordinary change. In this post, we will look at some of the biggest changes on the horizon for salespeople.

Read Time: 6 Minutes

There are only a few weeks left in Q4, which means that lots of sales professionals are asking themselves a familiar question right about now: How do I make the most of the time between now and December 31?

Sales managers, would you rather have a team of multitalented salespeople…or a multitalented team of salespeople? No, that’s not a trick question. But, the answer may be a bit tricky.

Learn how to create a sales culture with Matthew Pletzer, Sandler trainer, and Mike Montague, VP of Online Learning at Sandler to talk about creating a sales culture and how that differs from company culture.

Dale Bierce, Sandler trainer from Sacramento, CA, talks about the attitudes, behaviors, and techniques sales managers and leaders should have towards sales forecasting. Is your sales pipeline predictable and reliable? Learn how to succeed in knowing what is coming from Sales.

Lorraine Ferguson, Sandler trainer from Albany, NY and author of the new Sandler book, The Unapologetic Saleswoman, shares her thoughts about being a strong, confident woman in the sales profession. Learn the attitudes, behaviors, and techniques of top female sales performers, and uncover the challenge and benefits of saleswomen. 

Danny Wood, Sandler trainer, shares his thoughts about the best questioning strategies and how to get to the next level in your sales skills. Learn the attitudes, behaviors, and techniques of top performers, who are masters of this technique. 

Dave Mattson is back to talk to leaders and managers about onboarding. What is your plan for getting new sales up to speed and how do you know if things are going according to plan? Find out in this special selling the sandler way episode from our CEO.

Think about your last purchase, why did you make the purchase?  Perhaps the first things that come to mind are, "It was on sale, so you saved money," "it will allow you to get things done faster," or possibly "it will improve your health.”  These are logical reasons.  The reality is these are not the reasons you bought, it is how you justify the purchase.

If you're like many owners, CEOs, VPs of sales, and salespeople, you'd love to land more large accounts. However, large accounts typically have multiple decision makers involved in the process, and that can be a challenge.

Learn how to close the sale or close the file with John Rosso and Mike Montague. 

If we're not careful, we can get in our own way. We make assumptions about how our prospects will react to something and can really foul things up. It happens all the time! You have to take care of those things early on in the process.

Dean Langfit, Sandler trainer from Akron, OH, talks about how to motivate, hold accountable, and coach your team. Learn the attitudes, behaviors, and techniques of today's top managers.

David Mattson, President  and  CEO of Sandler Training, shares a quick audio blog about touch calls. How do you keep in touch and check in with your prospects and clients?

Sharlene Douthit, Sandler trainer from New York City, returns to talk about building rapport with clients and prospects. Learn the attitudes, behaviors, and techniques of top salespeople, and learn how to incorporate them into your next sales call. 

According to research done by AYTM, over 60% of business professionals will take a summer vacation. At any given moment this summer, a third of your prospects and customers may be away from work. That can make it difficult to keep sales numbers up – and yourself or your team motivated. This summer, you can use these social selling tips to avoid a summer slump.

It's amazing how often prospects talk about price being the issue. But when you dig a little deeper, it's almost never the real issue.

One of our clients was talking with a prospect that was referred to him and lived out of town. The client was going to do some work as a result of an insurance claim, and the prospect wanted to get a bid from him before she gave him the insurance paperwork. When he asked why, she said, "I want to see what you're going to give me first."

Sandler trainers and new authors, Marcus Cauchi and David Davies, join us to talk about selling through retails, distributors, reps, and other third parties. Whether you are currently using other channels to sell your products or services or you are exploring new channels, you should listen to these two experts and read their new Sandler book.

Dave Mattson does another Selling the Sandler Way audio tip. This time he shares his thoughts and secrets to dealing with price concessions and other negotiation tactics from buyers during the sales process. Learn how to succeed at negotiating concessions to your proposal.

One of my roofing clients met with an insurance adjuster a while back. My client does a great job at making the interaction all about the other person, so he let the adjuster take the lead in looking at the roof. In this interaction, that meant letting the adjuster go up the ladder first to look around for damage. The adjuster seemed a little surprised, but he examined the roof with my client.

In this special retro-edition, we go back to the early 1990's with David H Sandler as he explains the antenna you need for the sales profession. David Sandler talks about how to keep your eyes, ears, and mind open to new sales opportunities. He even shares a quick line for how to start a sales conversation on the golf course!

Jeff Schaffner, Senior Business Developer at Acro Media Inc and host of the Exploring Ecommerce podcast joins Mike Montague to talk about how to succeed at ecommerce. Is digital disruption threatening your business model? Learn how to lean into and succeed in ecommerce with the creators of Sandler.com and our online shop

If you're in sales, you need to be aware of the perception other people have. Not only are they mentally comparing you to others in your industry, but really they're comparing you to all the other salespeople they've interacted with and even stories they've heard from others!

In partnership with Evernote, the app that keeps your notes organized and syncs your memos so they're searchable and accessible anywhere, Dave Mattson, Sandler CEO and President, participated recently in a special podcast.

Brandon Bruce, Co-Founder of Cirrus Insight, joins the podcast to talk about the modern seller. How do you leverage technology and data to become a better seller?

Of the many daunting challenges that sales teams face in selling into complex enterprise accounts, one of the most frustrating is that of long, drawn-out sales cycles. Months can pass, even years, while pursuing a major opportunity with an enterprise account, an opportunity that may or may not be won. As that precious time passes, the doubt, the uncertainties, the risks and the costs all increase. How can selling organizations overcome this challenge?

In this special retro-edition, we go back to the early 1990's with David H Sandler as he explains the Salesperson's Bill of Rights. David Sandler knew the sales profession needed a self-esteem boost and he gave us the path to figure it out for ourselves. Listen in as Sandle challenges you get what is rightfully yours.

Learn how to keep a healthy and sustainable sales funnel. Ken Guest is a Sandler trainer and author of Selling in Manufacturing and Logistics. He talks about how to clear out the junk, keep deals moving, and close more sales with a healthy pipeline.

 Learn how to get commitments and be strong throughout the sales process, not just at the end. John Rosso, author of Prospect the Sandler Way, talks about how to avoid sales calls that go nowhere or the dreaded think-it-over at the end.

Have you noticed? Temperatures are rising, which means summer is about to make its big entrance. For most of us, that’s entirely good news, because summertime means things like vacations, cookouts, and maybe even some time at the beach with a good book. For salespeople, though, the advent of summer is likely to be a bittersweet development, one that leads to an unnecessary drop in annual income… because of the Myth of the Eleventh Commandment.

Finding out your prospect's budget is a huge part of being able to make the interactions all about them, therefore making yourself look different than every other salesperson. It's not a matter of maxing out their budget, but a matter of helping them prioritize rather than trying to squeeze every last cent out of them.

Learn how to bring up the subject of money and break through the baggage around it. Whether there is tension in you or the prospect, bringing up the budget can raise some uncomfortable feelings. Lauren Valentine will help you learn how to think and talk about money in an adult manner to help you succeed in sales.

Learn how to find the science and systems in the soft skills of selling. Karl Schaphorst discusses the latest and best practices for the sales profession. Learn the attitudes, behaviors, and techniques behind the science of selling. 

Sometimes, even the best product needs a little help from the team to become a legend.

We’re sometimes asked what the bare minimum should be in terms of digital prospecting ability for an individual salesperson. Below, our list of five things we believe every salesperson, operating in any industry, should be able to do in terms of digital prospecting. If for some reason you can’t do this much right now, you should learn how, and sooner rather than later!

Learn how to hold salespeople accountable for their behaviors. Whether it is yourself or your sales team, Hamish Knox and Haley Ayraud will help you learn the best practices for sales accountability and building new habits.

Learn how to confirm your agreements, get referrals, and deal with the competition in this important episode. Troy Elmore talks about how to finish an appointment or sale. Learn the best practices for confirming agreements and determining what should happen next.

Have you been in this situation? You've been in a sales interaction with someone, and you normally have a one-call close, but they don't seem to want to make a decision. Or maybe you're going over some details, and they look bored. Or maybe they're talking about their weekend, and you want to move on to business!

Inside salespeople who find themselves behind quota may assign their performance problems to any number of factors beyond their control: the economy, the competition, the weather. But the reality is that the single most common reason for this problem lies in something they do control: their choice to use, or not to use, a cookbook.

Learn the attitudes, behaviors, and techniques for successful marketing from one of the leading experts. Douglas has read over 150 marketing books and interviewed the authors for his podcast. He shares his favorite lessons learned and takeaways to help us fill the sales funnel with qualified marketing leads.

People buy for their reasons, not ours. Sometimes we write a prospect off, then they unexpectedly buy from us. If we had some magic way to get into their minds to understand why they do and don't buy, it would help. But since we don't, using Sandler techniques is the next best thing.

“In the dark of the night, every cat’s a leopard.” This old Indian saying provides great insight into enterprise selling, because it reminds us how important it is to identify the information that matters most about our key competitors… We must know them, prioritize them, and account for them. That means conducting a truly effective, and customized, competitive analysis. Unfortunately, most research sales teams do in this area falls far short of the mark.

Todd finally learned that he had lost the large deal. He was confused and thought his demo had gone well.  A month had passed since he was told by the prospect that he had “done a good job presenting his software!”  What could have gone wrong?

Matt Rister, Sandler trainer, talks to Dave Mattson about the ins and outs of the HVAC industry. Matt has experience in the industry and talks about how to succeed at selling the Sandler way in heating and air.

When talking to prospects, it's easy to suffer from something we in Sandler call happy ears. In sales, that means we hear something a prospect says and in our mind translate that to the sale being a sure thing. The problem is...

In this special bonus episode, Dave Mattson talks about a common problem with sales presentations. If you wait until the end of the presentation to close, you put too much pressure on you and the prospect. Learn how to prevent this pressure and succeed at giving sales presentations.

Pete Oliver and Dave Mattson talk about executing the Sandler budget step and how to talk about money on the sales call. This Selling the Sandler Way episode is all about how to break our bad budget habits, and effectively talk about money in the right way at the right time of the sales process.

The Sandler Enterprise Selling (SES) program, based on David Sandler’s revolutionary selling system, organizes the enterprise selling cycle around a six-stage, continuous process. SES provides a number of special tools throughout its six stages to help organizations land, keep and grow long-term clients, and we’ve added a tool to the SES arsenal – the Quarterly Value Review, or QVR.

Have you ever screwed up a sales call? If you have good bonding and rapport and a good Up Front Contract, it's amazing what you can recover from. If you're familiar with Sandler, you may already know...

Kevin Hallenbeck joins us to talk about the advanced Sandler technique of Negative Reverse Selling. Negative Reverse Selling combines reverse psychology with Sandler's questioning techniques. This is a very powerful, advanced strategy for getting to the truth in any conversation.

Karl Scheible joins Dave Mattson to talk about what happens with the competition is invited into one of your accounts. How do you deal with competitive bids or other situations where you are not the only provider?

Tim Roberts, Sandler trainer from Indianapolis, joins Dave Mattson to talk about how to find and collect verifiable proof of your prospects needs, budget, and decision-making process throughout the sales cycle.

Dave Mattson, CEO of Sandler Training, talks to Hamish Knox, Sandler trainer and two-time author of Accountability the Sandler Way and Change the Sandler Way, about working through the decision timeline with a prospect. You will learn why decision is a part of the qualification process with a client and what you can do about it.

Upselling can feel sleazy. If not done the right way, you can come off as a pushy salesperson. On the other hand, some clients can get angry with you if they find out you offer a service they need but never told them about it.

 

Gregg Kessler, one of our Global Accounts trainers, shares a special audio blog about how to successfully complete a pre-call plan to improve your effectiveness and efficiency in the sales call.

Every salesperson dreams of getting good leads. But what are you supposed to do when you get one?

This selling the Sandler way episode is all about using stories in your sales process. Dave Mattson, President and CEO of Sandler Training, interviews Sean Coyle, one of our corporate trainers and prospecting experts about how to use third-party stories to engage your prospects emotionally in the sale.

This year, we are combining the Selling the Sandler Way podcast series with this show, and adding some special audio blog episodes. On Fridays, Dave Mattson, our President and CEO, will interview Sandler trainers about how to succeed in sales and sales leadership. This first episode is all about getting back to the basics of selling the Sandler way.

Paul Lanigan from Sandler in Dublin, Ireland share the dangers of social selling and how to find success. Learn the difference between social marketing, social networking, social prospecting, and social selling. Find social selling success with these tips and tricks for maximizing your social media.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

1) If your 30-Second Commercial doesn’t answer a prospect’s “What’s in it for me?” question, there will be nothing in it for you!

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Here is a 5 step TOTAL marketing process to design, plan, act on and measure your marketing program this year.

Dan Stalp talks about how to set sales goals for the new year, and then back into a behavioral plan to achieve them. You will learn what you should measure, how to set realistic goals, and the techniques need to find success in creating a sales cookbook.

Mike Jones, Sandler trainer from Ohio and new author of Selling in Manufacturing and Logistics, joins us to talk about the best practices for those industries. You will learn how to avoid wasting time in the bid process or responding to RFPs that you have no chance of winning. Mike talks about how to find, pursue and close the most profitable deals of your career.

One of my clients made an inquiry to a promotional products company via email for a price quote about a certain product. They responded with the quote, and then they proceeded to contact him no less than 15 times in a month. That's every other day including weekends!

 

While many salespeople put forth great effort into mastering the art of presenting, a few key myths can hold people back from closing the sale. Below I’ve identified three common misconceptions about sales presentations and how to avoid them in order to close more business.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

One of the most obvious reasons you should be building brick walls around your existing clients is to reduce the impact of aggressive competitor activity. While you are off flirting with seemingly more attractive and exciting new opportunities, your competitors will be targeting your “home base.”

One of the things often overlooked in a traditional sales approach is the fact that people buy for their own reasons. So many salespeople get wrapped up in features and benefits and why you should buy their product that they don't even think about what matters to the buyer.

Jody Williamson, Sandler trainer and author of the  Contrarian Salesperson returns to the podcast to talk about the decision step and how to deal with influencing factors and additional decision-makers.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Many salespeople are this time of year. When October, November, and December roll around, and you find yourself on edge because you’re a little (or maybe a lot) behind quota, please don’t do what most salespeople do. Don’t fall into the trap of thinking, “Well, it’s the end of Q4; let’s face it, that’s always a tough time of the year for me.”

It's amazing how when we make an interaction about the other person and help them discover things rather than tell them, it can make all the difference. We have to communicate to understand, not to be understood!

 

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

As the New Year begins, it’s natural for sales teams to start thinking about ways to fine-tune their sales forecasting process. Below are some simple rules that will help you and your team improve the accuracy and efficiency of its forecasting.

Mark McGraw, our 2017 David H. Sandler Award winner talks about the art and science of closing the sale. Learn how to get agreements and close more deals with our sales trainer from Atlanta, GA.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

One surefire way to increase your selling success—close more sales, more quickly, and more consistently—is to call on the right people for the right reason with the right product or service. That makes sense. But, for the product or service you want to sell, who are the right prospects and what are the right reasons?

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

But, that’s exactly what many salespeople attempt to do when they engage with a new prospect. Typically, it plays out in one of two ways. Either the salesperson attempts to force his solution on the prospect (after nothing more than a cursory analysis of the situation), or he allows the prospect to dictate the solution (again, without a proper analysis of the situation).

Later this month, myself and Marketing Director, Lindsey Demetris, are hosting a free webinar detailing how to drive revenues through social selling. We plan on teaching our viewers how to target efficiently, connect appropriately, and build engagement.

Pattern interrupts are about changing the momentum and direction of an interaction. Sometimes they happen right at the beginning of an interaction, and sometimes they happen somewhere in the middle.

It's the little things that make salespeople and sales interactions successful. And sometimes it's the little things that can lose a sale, as almost happened to a client of mine in the roofing industry.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Early in every sellers’ career, they learn to segment clients. They have As, Bs, Cs, and “everybody else.” What separates great sellers from others, is their ability to balance these segments and manage their relationship with each. 

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

The primary questions looming in the minds of prospects when they first talk with salespeople are, “What do you know about my company?” and “What do you know about my industry?”​ If, in the first few minutes of conversation, you don’t convey through your questions or comments that you understand something about the company’s goals or the challenges it faces, the interaction will be short-lived.  You’ll be perceived as “just another salesperson.” 

We've all heard the saying that curiosity killed the cat, but curiosity doesn't kill sales. In fact, it's a valuable tool in the sales process, especially when it comes to prospecting.

Rule 28. A sales meeting is your sales presentation. Master the skills that support a great sales meeting. Here's the bottom line, we want our sales meetings to be great, and we know they're not. And sometimes they're not because we're running from one meeting, we thought we had about a 30-minute window to get ourselves ready for a sales meeting which turns into a three-minute window and so we show up unprepared.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

When we talk about being consistent in sales, it can mean two things. Most of the time, we're talking about consistency in behaviors and prospecting activities. Are you consistently meeting new people and qualifying prospects? Are you following up when you say you will follow up?

Greg Nanigian, Sandler trainer from Boston and new author of Why People Buy, joins us to talk about the best practices for uncovering Pain. You will learn how to discover why people buy and what to do about it. Greg shares how to start sales conversations that close deals and how to uncover the emotional reasons people buy from you.

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

How many times have you heard the phrase, "You have to hear no nine times in order to get one yes"? Phrases like that are pretty common in the sales world, but the most effective salespeople don't settle for those numbers. They create a mindset of continuous improvement and try to change that number.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

A while back I attended a one-day Prospecting Boot Camp for salespeople in the heart of downtown London. After nine days of visiting attractions abroad, I decided to let my wife do the final day by herself, so I could endeavor to learn the differences (if any) in the mindset of British salespeople from their American counterparts.

Have you ever wondered, “What am I doing wrong?” or, “How can I take my practice to the next level?” If you have, you’re not alone, and you’re in luck. Our newest book release, Asking Questions The Sandler Wayanswers both of those quandaries and reveals so much more. In the book, Sandler trainer and author, Antonio Garrido, outlines how he revitalized his practice by changing his approach. Below we have identified a few key takeaways from the book.  

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Mike Crandall, a Sandler trainer and author from Oklahoma, talks about his best practices for fundraising, including asking for money, creating a plan, and getting introductions to the right people. Mike shares his attitudes, behaviors, and techniques for raising more money and doing it with a sales mindset.

One of the steps in your sales process should be the uncovering of your prospect's decision making process. In the Sandler Submarine, that comes right after uncovering the budget and right before you do any presentation.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Students of the Sandler methodology quickly learn that selling is not about lists of compelling features and benefits; it’s not about clever closes or flashy literature and expensive marketing collateral. It’s not about hogging all the airtime in the meeting, nor is it about forcing our own agenda into the buying process. It’s not about jazzy presentations or brow-beating the other guy into submission.

Most salespeople have a deal stall out in their pipeline at one point or another. In Sandler, we have a technique we like to use when that happens. It's Sandler Rule #31: Close the Sale or Close the File.

 

Lauren Valentine, a Sandler trainer from Albany, talks about her best practices for shortening your sales cycle and closing deals faster. Whether you are looking for a one-call close or have a long cycle that needs to be quicker, Lauren shares her attitudes, behaviors, and techniques for moving deals through the pipeline quickly.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Do you talk too much?  Many salespeople do. How do I know that? Because I use to do it! But more significantly, when I visit a store and indicate my interest in something it seems the sales clerk takes that as a cue to talk too much.

In Sandler, we talk about the concept of a clear up-front contract, which is all about clearly communicating expectations at the beginning of an interaction, as well as throughout various stages and transitions. We also talk about the concept of making it all about the other person. Keeping their viewpoint, mindset, and needs in mind can be extremely helpful.

I have a long time client in the roofing industry. A while back, he was meeting with a potential customer, and she shared a story with him that demonstrates the fallout that can occur when you're overly emotional on a sales call.

She had hired a roofing company a couple different times...

In this episode of Selling the Sandler Way, Dave Mattson, the President and CEO of Sandler Training explores the Sandler Selling Philosophies behind the Sandler Selling System with Chuck Polin, a Sandler Trainer.

Learn how to succeed at aligning sales and marketing. Erik Host-Steen, Founder of SMP Alignment, shares his best practices for aligning your sales and marketing teams. From effective handoffs to qualified leads and using technology to smooth out the process. Erik talks about how to get your sales and marketing departments to work together.

Matt Pletzer, a Sandler Trainer, shares his best practices for selling something new that no one has ever heard of. Sure, we would all love to be Apple and have people talking about us all the time, and people lined up to buy our new products. Unfortunately, most salespeople have to try to open doors and new markets when the prospects have never heard of you. In this episode, Matt talks about the attitude, behavior, and technique of doing just that.

In our firm, one of the top requests we get is to help write or re-write scripts for companies. Each time we get this request I smile, because we know scripts simply do not work.  There are four key reasons why scripts don’t work.

Now, I'm sure this never happens to you, but I often speak with clients who have met someone who seems like a promising prospect or strategic partner, but aren't ever able to connect with that person again because the other person is "too busy." Are there times during the year or during the month where your schedule or someone else's schedule might be more full? Certainly.

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. 

In this episode of Selling the Sandler Way, Dave Mattson, the President and CEO of Sandler Training explores the Sandler Selling Philosophies behind the Sandler Selling System with Paul Lanigan, a Sandler Trainer.

I taught the subject of “Personal Selling” as an adjunct professor at Loyola University Maryland for twelve years. The academic-industrial complex required the use of a textbook in class, and occasionally, I used it, often to point out the crazy ideas that Ph.D.’s who write textbooks have about the business world.

In this episode of Selling the Sandler Way, Dave Mattson, the President and CEO of Sandler training explores the Sandler Selling Philosophies behind the Sandler Selling System with Roger Wentworth, a Sandler Trainer.

Today we're talking about the top sales challenges that we face as individual sales producers. We have different types of people who listen to the show. Certainly short selling cycles, long selling cycles, transactional consultative. It's all over the board. Some do sales and service and some just do sales. At the end of the day, we all have challenges and a lot of these challenges that we have fallen into some general areas.

In this episode of Selling the Sandler Way, Dave Mattson, the President and CEO of Sandler Training explores the top sales challenges and how to overcome them with Mike Ross, a Sandler Trainer.

There are several significant challenges that sales representatives and sales teams face in selling into complex enterprise accounts. One of the most daunting is that enterprise sales cycles can be long and drawn out. Months and years can pass while pursuing an opportunity with an enterprise organization. And as the time passes, the doubt, uncertainty, risks, and costs add up. And this draining of resources goes beyond the financial.  The human assets applied to an enterprise pursuit and the overall energy of the selling organization are also casualties over time.

Gabe Larson, Director of the InsideSales.com Labs and host of the Sales Acceleration podcast, joins us for a special conversation about the end of the month. Gabe's team has just released new information about the best and worst practices of sales teams at the end of the month. Learn what to do and what not to do to make the most of the last few days of the quota period.

Welcome to a special program presented by Sandler Training. Today's show is designed to deal with the hardest situation that you as a salesperson are experiencing, or you as a leader, or some of the most common issues that you're facing day to day. It's really the stuff that gives you stress. What we're going to talk about today are some tactics and strategies to help you progress either your sale from one step to the next, or your organization, your company. We've got two different types of groups listening today. We've got leaders/managers, and we also have some sales professionals. We're going to go back and forth throughout the day. Regardless, if you've got to progress your organization or progress your sale, I think being stuck—as an example, in the sales process—is not a healthy place to be.

Lindsay Harle- Kadatz, Sandler client and author of "Depression Constipation," joins us for a special conversation about mental health in sales and entrepreneurship. Lindsay talks about how journaling and small actions helped her to get unblocked and moving again.

We are proud to introduce a new Sandler podcast, Selling the Sandler Way with host Dave Mattson, the  President and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler Selling System. Listen to episode one in which Dave discusses the psychology behind the sale with Sandler Trainer, Pat Heidrich.

Welcome to the "How to Succeed Podcast." The show that shows you how to get to the top and stay there. This is "How to Succeed at Preventing Objections."  The show is brought to you by Sandler Training. The worldwide leader in sales, management and customer service training. For more information on Sandler Training, including free wi-papers, webinars and more, visit Sandler.com and look under the resources tab.  I'm your host Mike Montague and my guest this week is Joe Ippolito He is a Sandler trainer from Boston. And we're gonna talk to him about how to succeed at preventing objections. Joe, welcome to the show. Tell me a little bit about objections and why you picked this for a topic and who should be paying attention today?

Sales enablement is the idea – and follow me here – that all employees who interact with clients should have the tools and are able to do so easily, consistently, and effectively.  To empower your employees to do this, there are three major areas of focus to consider: Tracking and AnalysisTechnique/Training, Technology and Tools. If you can incorporate a system that excels at bringing your employees through all three of these phases, you will be well on your way to enabling a successful team.

In working with thousands of salespeople and sales managers, a consistent area of concern they have is to improve on their stall and objection handling skills. When prospects say things like “we’re not quite ready,” “your price is too high,” “were staying where we are,” “you do the same thing my current supplier does,” I could go on.

Email marketing is an inexpensive and effective way to get in touch with prospects if you take the proper steps in crafting them. The information you relay in your email and the way you share it has a direct impact on how well your email will perform with recipients. You don’t have to be a professional writer to get attention or to create a successful email campaign, but you should be concise and include compelling information. Most prospective buyers are bombarded with emails from a variety of businesses, on a daily basis. Incorporating the right details allow you to break through the clutter and helps ensure that you make a connection. 

Third-party stories, testimonials, case study, reviews, and other “social proof” can be a powerful technique in your sales toolkit. Storytelling carries a fair amount influence with your prospects and clients when done correctly. Stories can also redirect conflict, create an emotional connection, and help illustrate key features and benefits.

Whether it is time for a touch-point call or you’re visiting a new prospect for the first time, incorporating one or more of these phrases into your approach could be a deal killer. From giving your prospect an easy way to put things off to using too much jargon or lingo, it’s time to strike these words and phrases from your selling vocabulary.

Traditional sales training says present, present, present and close, close, close – convince your prospect with a compelling presentation, show him enough value, and he will surely buy.  When I first got into sales I really sweated the presentations.  I practiced them over and over; used different visual props and brochures; tried a variety of persuasive arguments; and created notebooks full of evidence favoring my product and my company.  Ultimately it became apparent that no matter how exciting or compelling my presentation was, my close rate was mostly dependent on what happened before the presentation, not during it.

Remember this rule when meeting with potential customers at your trade show booth:  The essence of selling is not telling; it is asking questions and sharing third party stories that will help your prospect self-discover his own need for your product or service.  People do not buy features and benefits; they buy solutions to problems.  If you want to stand out from your competition, stop overloading prospects with information and brochures.  Start asking thought and emotion provoking questions.

Social selling means using virtual tools and online networks to add more prospects, opportunities, and information to your sales pipeline. 

A key concept in sales is not to make decisions for other people. That's especially true when it comes to qualifying and disqualifying prospects. It's true, you do want to disqualify bad fits as early as possible to avoid wasted time and resources for both parties involved. But you don't want to do that by making decisions for other people.

Making small changes to the way you interact with prospects can sometimes have a huge effect on your bottom line. There's one question that not everyone asks—but it can make a huge difference in your closing ratio and how you interact with potential clients. A while back...

It's all too common for salespeople to have a clogged pipeline. They're theoretically working on a lot of deals. But in reality, they need to clean out their list of prospects. In fact, doing just that can lead to closing more business!

In Sandler, we talk a lot about strategic partners and specifically referral partners. It can (and should) become natural to look for people who might become referral partners even if they won't end up directly doing business with us.

You've probably spent a lot of time learning about your product, what problems it solves, and who should buy it. That's good, but it can lead to a rookie mistake that I see all too often: information overload.

Have you ever lost a sale because of a problem you could have and probably should have dealt with earlier in the sales process? Have you ever lost a customer because you waited too long to tell them about a delay or defect? If you know a problem is going to blow up in your face, defuse it now.

Sales doesn't have a great reputation for honesty, as an industry. That's a shame, for a lot of reasons, and one of those reasons is that honesty can actually be very beneficial in a sales conversation. Here's a situation where really unexpected honesty often leads to a sale.

When people get a hang of the concept of not spilling candy in the lobby, they sometimes take things a bit too far and want to give out as little information as humanly possible. I know I did.

Reaching out to customers via mobile messaging has proven to be an effective strategy to grow both revenues and customer loyalty. If your business doesn’t run a mobile messaging campaign, then may be time to start.

If you don’t start your sales calls with the end in mind, you should not be surprised when it doesn’t end up where you hoped. For example, at the end of a good presentation, your prospect leaves you with a Think-It-Over. After all, you can’t blame a prospect for doing something that you failed to emphasize is unacceptable. If you want to control what happens at the end of a sales call, focus on the beginning.

Sandler rule #2, "Don't spill your candy in the lobby," is a hard one to learn because it goes against what most sales people are trained to do. You were probably trained at some point to share your expertise and get your presentation in front of a prospect as quickly as you could.

By focusing on tracking activities in a Customer Relationship Management software, you can evaluate which things influence prospects to move forward in your sales process. Understanding exactly what’s moving a deal forward will help you decide the best next steps you should take to close any similar deal in the future. Tracking activities also highlights the telltale signs that a deal might be slipping away, and helps you pay it the proper attention to keep it moving forward. 

You've probably encountered prospects that responded strangely to things you've said or done that seemed perfectly normal to you. Or you've received negative reactions in group settings when you introduce yourself as a sales person.

Sandler principles are rock solid and timeless. However, the expression and execution of the Sandler Selling System are constantly evolving with changing times to stay relevant with current technologies and trends in business. As our world-famous Sandler Submarine approaches its 50th birthday, we thought it was time to give it a new look.

Too often, sales professionals make one fundamental mistake that could be costing them thousands in commissions. They believe that their job is to sell products or services to clients by explaining why their product is superior. Success in sales (and the size of your commission check), is determined not by the information you give, but rather, by the information you collect.

A while back, I held a bootcamp for a large company at their headquarters. I spent Thursday and Friday with sales representatives who sell all across the country, and on Thursday night I heard a story that is a great example of sales gone wrong. When I speak in front of large groups...

In Sandler, we have the concept of an up front contract. That’s not a signed document. Rather, it’s a clear agreement regarding how the meeting will go. It’s really about expectations.

As sales managers, we’re all familiar with the conversation. One of your sales reps is making the case to pursue an opportunity and you question why. “It’s a big deal” is the response, “It’s right in our power swing”. Or perhaps, with candor entering the room, “I really need to win this”. And these are all reasons, of course. But what do they really mean? What’s the real business sense for your firm in pursuing the deal? And what’s the business risk?

In Sandler, one of the things we talk about frequently is that your competition is every other salesperson your prospect has ever run into. In other words, they have assumptions on how you'll act based on everyone else in sales they've ever run into. Here are a couple of stories that illustrate the power of that...

Technology and the sales process have always been besties—the telephone, the typewriter, and the GPS were old friends of the traveling sales representative. Today's buyer's journey has evolved into online-heavy research and marketing, but technology—just a different sort—is still crucial to the sales process and its success.

If your closing rate is suffering or it’s taking longer than it should to close sales, you may be sabotaging your own efforts. Take a close look at how you interact with your prospects and make sure that each interaction adds value to the relationship, is focused on defining the opportunity, and keeps the selling process moving forward.

Do you think it would be possible to actually sell more and sell more easily? Could you actually spend less time, money and energy on business development and enjoy more revenue and profit? When you stop trying to sell to everyone, you can actually invest time and effort to build real ideal client relationships with qualified prospects. You can work smarter instead of harder.

As a buyer, what comes to mind when you think of the word, "Salesperson"? Usually what comes to mind are things like… used cars, polyester suits, briefcases, and flip charts or PowerPoint presentations. Many people dislike dealing with salespeople, and some even shudder at the thought of being one. Few, if any, children grow up dreaming of being salespeople, yet it is the most common profession in the world. Why is that?

Got a trade show coming up for your company? The common attitude is that you need to ramp up with lots of zip and swag to attract people and get them to buy. This is the wrong approach. Here are some tips on why and how to make your next show far more valuable.

When answering questions in a sales interaction, it's extremely easy to get boxed in. You can't box yourself in asking questions, but you can certainly box yourself in by answering questions. Instead, apply Sandler Rule #12: Answer Every Question with a Question.

Mobile devices have transformed everything, including marketing and sales. And it's crazy how many people and businesses still haven't caught on! I was working with a client a while back, and they asked me to...

A really good meal takes a lot of preparation. That's true when you have any good meal, but it is especially apparent around the holidays. Most people put hours of preparation into a good meal for just a few minutes of enjoyment. Are you applying that concept in your sales?

As salespeople who work with homeowners, we sometimes fall into the trap of thinking that our most important job is to create quotes. We may decide to do as many quotes as possible, email those quotes and leave lots and lots of messages—all in the hope that prospects will hunt us down and tell us they've decided to buy. Instead, our job is to start conversations that generate decisions—small decisions at first, and bigger decisions as the sales process moves forward. That's the objective of effective follow through: to create more conversations that lead to a clear decision. If you can do that consistently, and monitor your progress toward your income goals as you do, then your numbers will be on track. If you don't, they won't be.

It may seem counter-intuitive, and its definitely counter to traditional sales. One of the concepts we have in Sandler is that of the pain funnel. While traditional sales asks questions to get more yes's, Sandler asks questions to get more pain.

Imagine the following scenario.  After a few meetings with a prospect during which you examined his current situation and analyzed his needs and future goals, you developed and presented a four-step approach for what you believed to be the best fit solution to meeting his challenge.  The investment necessary to obtain and implement your solution is $12,800.  The prospect, while impressed with your solution, commented, "That's a bit more than we expected to spend.  We were hoping that we would be looking at something around $10,000."   What would you do?

When someone hands you a business card and says, "you should call this person", it's not really a referral. Without more information, it is more like they're sending you on a cold call. Cold calling is way down the list of favorite prospecting activities for most salespeople, and sometimes that frustration can spill over to referrals.

If your selling process ends with a close, you're doing it all wrong. "What!?! That makes no sense," I can hear you saying. "Closing is the ultimate success." All true. But you can close more (how does 80% sound?), see fewer clients and, best of all, make even fewer presentations. In the process, you'll feel more essential to your clients, more motivated, and more in control.

Generating interest is not that difficult in most industries. It's easy! It's much more of a challenge to actually tap into emotion. But entire industries like marketing and advertising are built around helping you generate interest. The three ways to generate more sales are...

One of the pieces of advice we give at Sandler is to always have something a good prospect can buy. Too often, we get in the buyer's way by not ever offering anything as a starting point. If we have something they can potentially buy, it gives us a starting point for the conversation. But what do you do if that doesn't fit your world?

Understanding the importance of various accounts helps sellers sort customers and prepare for the next appropriate step in a relationship with the client.

In Sandler, we talk a little about what traditional sales methodology and systems look like. We've found that when we explain it really clearly, people understand why it doesn't work, and can see how Sandler is different. Recently, I had a conversation with a business owner that floored me.

Salespeople tend to be focused, driven, and almost single-minded when it comes to closing a sale. While this attitude can bring about great results, it can also prevent a salesperson from considering alternative ways to approach the sales relationship. Does the client prefer frequent phone calls to check in, or would your sales process run more smoothly with scheduled email follow ups? Take the time to re-evaluate your sales team's focus. Try these seven tips to drive new revenue and improve your sales game.

The infamous summer sales slump may be in full swing in your business, but it's time to turn things around. By rethinking your summer sales plan, you can use a slower market to your advantage. Follow our guide to building a sales plan that withstands summer slumps and turn these notoriously slow months into productive and profitable opportunities.

One of the frequent issues people raise during any sales interaction is price. The price is higher than they expect, or they can't afford the price. But by using some disarming honesty, you can strip away the "price excuse" and either make it irrelevant, or uncover what the real issue is.

In many roles, including sales, it's important to be available and open to communication. That often includes taking unexpected phone calls. But what do you do when you're on a phone call, and you really need to get off the phone? It can be awkward! There are two key things to keep in mind that can help in that situation.

We've all heard of a new technique or habit that sounded great, but we couldn't implement it. It's not that we didn't start. We did it once, but it felt so terrible that we didn't want to do it again. It didn't matter if the future benefit was going to be great. It was so painful the first time or the first few times, that we never did it again.

We've all felt pressure, like we're under a spotlight. Maybe our prospect asks a difficult question, or one where we don't think they'll like our answer. Do you stick to your system at that point, or abandon it in the hope we can get better results from winging it?

To be a great salesperson, you need to have more than charm and a positive attitude. Today's sales environment requires you to utilize advanced tools in your sales process. We dug deep into our sales tool belt to provide you with some of the most advanced and highly rated programs and apps. Try out a few of these tools if you are looking to become a stronger, more competitive salesperson in your industry.

I was recently speaking with another Sandler Trainer. He shared with me a story of selling to a couple car lot owners that demonstrated the power of a concept we in Sandler call negative reversing. It can really change who is doing the selling in a sales interaction.

Frequently people ask me how do I get better? How do I grow? How do I improve? Those are all good questions. In fact, if you don't ask yourself these questions, you should! The first step is...

I've been working with a nonprofit that relies on members. Specifically, the local "chapter" of that group. They shared with me last year that they'd made a change in how they talk to people about prospective memberships.

Have you stopped to think just how much the word "IF" is worth? Judging by the way so many salespeople talk, it must be worth hundreds of thousands of dollars. For example: "If I had only gotten there sooner... ," "If our prices were only more competitive...," "If the economy wasn't so volatile... ," "If the competition wasn't so stiff... ," "If the timing was better... ," "If I only had a bigger territory... ," "If only they would return my calls... ." The list is endless.

As a salesperson, you've probably been taught that if you want to sell more, you have to have more sales meetings. Nothing could be a bigger waste of your time!

Negative reversing is a core concept we teach at Sandler Training. We compare it to fishing. When a prospect nibbles, you should let out more line. It can actually result in your prospect telling you all the reasons they should buy from you. However, it goes counter to what traditional sales is all about.

For people and organizations with big ticket items, the sales cycle is more complex. And the more complex the sales cycle, the longer it typically takes. So how do you prospect differently for those complex sales cycles?

There are five steps to growth: Awareness, Knowledge, Application, Skill, Habit. The challenge is, knowledge is where most of us stop. You've probably said, "That's a great idea!" but never did anything with newfound knowledge. Getting through all of the steps can be a challenge. There is one key element required to make the jump past knowledge, through all the steps until it's a habit.

The explosion of social media has created lots of new opportunities for your company when it comes to sales prospecting. Utilizing the tools available to you can expand your business and be a source of continuous lead generation. Or it can cause a very embarrassing publicity nightmare. Here are five rules you should follow to cash in on social media opportunities and become a successful sales professional:

In Sandler, we have a rule: No pain, no sale. It means that unless you can find an actual pain a prospect is experiencing that you can solve, you shouldn't sell them anything. Pain is the reason someone does business with you. If someone has pain, you have to figure out...

Think back on your sales appointments over the past two weeks. How often did you use each of the following: "is there anything…" "could you…" "would you…" "can I" "I'll follow up on… does that work for you?" Each of those questions creates an automatic reflexive (Pavlovian) response in our prospects. The response to the first four is typically "no" and to the last one is "sure (but I won't answer)"

Because traditional selling is so bad, prospects often have their defenses up before they even meet with you. I like to use the analogy of a castle. They may have the drawbridge drawn, they may have the moat filled, they may even have alligators in that moat. The trick is to be aware of that, and to work through it.

If your role has anything to do with sales, you likely spend a lot of time networking, and maybe even prospecting. It's not unusual to meet someone who may leave you feeling a little intimidated. If you're not careful, that can lead to lost opportunities. A client of mine...

Traditional sales is not the same as the methods we teach at Sandler. And often times, the way we teach is not easy. It's hard work! Someone that has been exposed to Sandler often comes to a moment where they can implement what they've been taught, or they can retreat into the traditional methods that they're more comfortable with. We call that wimp junction. As an example...

The one constant in the world is change. If we're not careful, we can lose opportunities because we try to rush things and do them on our timeline, not the timeline of our prospect. One of my clients recently modified their sales process. They adjusted...

Often, the difference between you and your competitor can be obvious to your prospects. The key lies in asking a lot of questions, and not confusing surface pain indicators, or symptoms, with the actual cause of the pain.

Any time you try a new sales technique, it's not going to feel natural or comfortable. It doesn't matter whether it's the three-foot rule, answering a question with a question, or using an up front contract, it's probably not going to go super smoothly, and if you're not prepared, you won't feel okay about that.

It's sort of like scuba diving.

Have you ever wasted your time with a game of phone tag? Not only does it waste your time, but the other individual's time as well. Having a clear next step at the end of every communication interaction is huge! And it's all too common for it to not be there. But if you don't have it, you can lose out on a lot of opportunities.

Pain is an extremely powerful emotion, one that if we tap into, can make a huge difference. But it's not easy! At Sandler we typically talk about the effect it has in the sales arena, but it's also useful in marketing and advertising. But it turns out it's not easy there either!

In Sandler, one of the things we teach is why failure is a good thing. In fact, that's rule number one of our 49 rules. Sandler Rule #1 - You Have To Learn To Fail, To Win. But more than just learning to fail, you also have to learn how to succeed. Both should benefit you far beyond the actual event. So how can you do that?

There is phenomenal power in taking time and energy to really analyze your sales process, and determine where you're losing business. And frequently, it boils down to one key difference in what you believe. For one company, that meant a minor change resulted in a 100% close rate.

Why do you think so many of your buyers and prospects like to haggle on price? Because salespeople give in! But when you give in on price, you're really letting people know you're nothing more than a commodity, and all of a sudden they'll be going to whoever can get them the best deal. Do you really want to be the cheapest option?

Have you ever had someone really excited to buy from you, then it derailed quickly after that when they went to talk to someone else? It could have been their business partner, spouse, boss, or someone else entirely. How can you avoid that?

A salesperson's value is more about what information they discover from prospects, as opposed to what information they share with prospects. And nowhere is that more apparent than in budget. Recently a client shared a story with me about how discovering a client's budget made all the difference.

You're meeting with a prospect. You've asked all the appropriate questions to uncover the prospect's problem, concerns, desires, goals, and expectations. After fully analyzing the situation, you announce with no hesitation whatsoever, "No problem. I have exactly what you need." Does the prospect gasp a sigh of relief, utter under his breath, "Thank goodness," and pull a purchase order from the drawer? Perhaps in Grimm's version of the story, but not in the real world. Why

A lot of conventional sales knowledge is just plain wrong. Before I was involved in Sandler, I was just as guilty of buying into it as the next salesperson! One thing many salespeople do that they shouldn't is buying food, snacks, or entire meals for prospects.

Technology has changed the way sales works. At the very least, it introduces new tools that your prospects may prefer for communicating. And if your prospects are comfortable with that technology, you'd better get comfortable with that technology.

In Sandler we have a concept called the three foot rule. Put simply, if someone is within three feet of you, talk to them, because they're a potential client. It's a habit that when practiced, can lead to a lot more opportunities, without the need for presentations. In fact, I recently experienced this myself while on vacation.

Regret is, unfortunately, all too common in the sales world. Sales professionals, managers, leaders and business owners often wish they had asked a certain question during a meeting, and wonder how it would have turned out differently if they had. Fortunately, we have a philosophy or tactic in Sandler that can make it much less uncomfortable.

There's a technique you can use to help discover what remaining concerns your prospect has. It's called the thermometer technique, and it is really powerful. If you're not familiar with the thermometer technique, here's a story to explain how it works.

If you're like many salespeople out there, you may have been guilty of winging it during a sales call. Maybe you just did it once, maybe you do it more often. You may even do it every time you make a sales call. If that sounds like you, you're in trouble!

People will buy how you sell long before they buy what you sell. How you treat people speaks volumes. People will remember if you treat them better than your competition treats them. In one case, practicing this technique led to a customer of mine raising their annual purchase order from half a million annually to nearly four million dollars a year.

How often have you asked a prospect about their budget, and they tell you they don't really have money for your service or product? Do you give up then? Plenty of salespeople do. But there's no reason to throw in the towel!

In every communication situation, somebody's buying and somebody's selling. Inside of us, subconsciously, we think that they're always the same. If you look at yourself and how you buy, you're going to sell the same way. You put yourself in your prospect's shoes, even when they don't think the same way you do. And that can be dangerous.

We all know that sales is no place to get your needs met. But some of us are wired where we want to be liked more than we want the sale. That can really goof you up! It's a major, major weakness.

First impressions are huge. If you mess up in the first few minutes you're in a meeting with a new prospect, you may set yourself up for hours of unpaid consulting. So how do we avoid that type of situation?

The single biggest difference between an amateur and a professional in any field is practice. There will be times that we run into something that we haven't been exposed to before. Naturally, we're all going to...

Thank you very much to all of you who came out to support the expansion and our growing business. Having you attend and celebrate with us means a lot. Knowing how much the business community supports us is wonderful. Also thank you to the Chamber ambassadors and staff for helping promote and support the event.

We had several hundred people come through the doors to share in the festivities – hopefully you made some great new business and / or personal connections.

 

You’re getting to the end of the meeting with a prospect, and you ask that question, “What kind of budget are we looking at?”

Your prospect sits back, brow furrowed slightly.

“I have no clue, I’ve never bought one of these before. What does it usually cost?”

 

For many, sales are cyclical. Have you historically had lower sales in the last three months of the year? It amazes me how frequently I talk to people about their views on sales during the fourth quarter, and how they’re okay with less sales.

Why do sales people, business owners and leaders feel this way?

 

In Sandler, we have a list of guidelines we like to call the Sandler Rules. Simply put, the Sandler Rules are what separates the truly successful salespeople from those who worked hard and never seem to hit their stride.

David Sandler reasoned that if he could guide salespeople to do the appropriate behaviors, the success would almost be effortless. And from that reasoning, the Sandler Rules came about.

 

A client of mine recently told me a story. He was starting to work with someone who he had worked with in the past, and it hadn’t turned out so well last time. In the initial conversations, he felt like the past incident was hanging over his head. Fortunately, he was able to take care of the elephant in the room with a straight-forward solution.

He gathered up his guts, and brought it to the prospect’s attention.

It went something like this...

 

Most of us have clients that we really love to do business with. It’s probably not all of them, but there are ones that we would like to get more of. Ones that we would love to duplicate, and for all of our clients to be very similar to.

There’s a fairly straight-forward method for seeing how to replicate those clients that we love doing business with.

 

In traditional sales, a prospect asks a salesperson a question. Then the salesperson starts dumping out all of their reasons they should buy from them. The salesperson’s reasons, not the prospect’s reasons.

Why play the guessing game?

Instead, uncover their reasons by trying to talk them out of it. At Sandler, we call that negative reverse selling.

 

One of the benefits of the Sandler selling system is that you always know how your meeting is going to end. You’ll understand the four ways to end a meeting the right way.

 

Do you ever have prospects refuse to make decisions? Do they ever fight you on the price of your product or service? Do you ever find yourself doing free consulting? Do your prospects ever stall with excuses?

Using a good sales system keeps you, the salesperson, in control, eliminating those sort of issues. While traditional sales systems play right into the ability of a prospect to maintain control, using the Sandler system keeps you in control.

 

Do you worry about wasting time at networking events? Or maybe you enjoy going, but all you’re doing while you’re there is socializing. You might even be someone that knows you need to network more, but then stand by yourself and talk to almost no one.

If any of those fit you, then you’re not really networking at those events, you’re just not working. So what’s the secret to making sure you’re really utilizing those networking events like the master networkers do?

 

Everyone loves referrals. Hands down, they’re the most efficient way of prospecting. Money does grow on trees. They’re called referral trees. Referrals have several distinct advantages when compared to other prospecting activities.

 

Likely you have heard some version of the phrase “if you want what you’ve never had, you must do what you’ve never done.” By countless measurements in most aspects of life, no truer statement has ever been spoken. Let’s take a few minutes to explore the true meaning of this phrase from a professional standpoint. Most people work for a living and the vast majority of them want more out of their working life. This could mean...

 

If you are like many people you are asking yourself what the heck does my posture have to do with success in sales (or anything for that matter). This all depends on how you are defining posture. We are not specially talking about how you stand or sit in a chair; however this may contribute to what we are talking about. What posture in sales means is...

 

A sales template is defined as the step by step set of interactions you want your prospect to go through because it will give you a clear competitive advantage or otherwise increase the chances of you winning the business. An efficient sale system enables you to consistently achieve a desired outcome or set of outcomes without wasting time, energy, money etc. The most effective sales templates are basic enough to accommodate for change (focused on each stage of the sales meeting).

Have you ever killed a sale by bringing up an irrelevant feature to your prospect? Something you, or probably your marketing department, thought you prospect should know about before they signed up? At Sandler, this is known as "painting seagulls in your prospect's picture." Unfortunately, your seagull can quickly turn into an albatross. Traditionally trained salespeople who sit through hours of product training before being let out in front of prospects can't wait to share all their product knowledge when they get in front of anyone, qualified prospect or not

Practice makes perfect. Just like pro golfers, sales experts can't expect to improve without putting in rounds. Listen as Sandler CEO Dave Mattson explains the similarities between Sandler trainers and pro golfers.

Sandler Training's Karl Scheible explains Sandler Rule #46: "There Is No Such Thing as a Good Try." At best, "try" indicates intention, but not commitment. If the outcome of an action is important, don't "try." Commit to it.

Sandler CEO Dave Mattson discusses why Sandler isn't just your typical sales training seminar. Sandler is more than just a couple of sales tips; it's a proven system based on continual reinforcement and incremental learning that results in a permanent behavior change. To see how there's no "quick fix" to sales, leadership and management training, visit sandler.com