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Trustpoint Management Group-TX, LLC | Addison, TX

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Learn how to apply the DISC personality framework to uncovering prospect's buying motivations or PAIN, in Sandler terms. Hamish Knox, Sandler trainer and author, returns to the podcast to talk with Dave Mattson about combining these two classic Sandler frameworks and selling strategies.

The STORY:
“This is the greatest business in the world,” remarked Ed, looking out the window toward the highway. With a chuckle he continued, “We sell a product that everyone in business needs, everyone in business is convinced that they need it, whether they do or don’t, and it’s so technical, they are dependent on us.”

Let’s be honest. Training and development initiatives meant to help sales teams succeed often go wrong.

You want your salespeople to disqualify all the prospects that should not be in the funnel. This prevents filling your funnel with a lot of garbage that you're going to waste your time and company resources on. But are you holding yourself to the same standard by getting rid of all the candidates that shouldn't be there? Weeding out bad candidates is easier said than done when managers are under a lot of pressure to fill open roles.

Learn how to uncover and understand the prospect's buying motivations. What could be more important in sales than understanding why people buy? Mike Crandall, Sandler trainer and author, talks about the key factors for motivation. 

Every new behavior is learned, and the sooner we try things, the sooner we’ll get more comfortable with it

Learn how to be an effective manager, by learning how to coach and train. Tom Niesen and Dave Mattson, two very experienced coaches and trainers talk about what it takes to improve your team's performance through coaching and training.

“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?

Constant learning equates to constant success. The sales industry changes and evolves rapidly as prospects learn and alter tactics to deal with potential providers. Every salesperson needs to learn how to adapt to these changes and continue to grow in their field of knowledge.