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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.

The STORY:
I have no idea, thought Nick as he was reviewing his prospecting list, why I keep all this dead wood on here. I should blow them off just like that geezer, Cotter, blew me off. But then he grinned, remembering how that one had ended.

Every person has three recorders that were taping since they were born. We have a Parent, an Adult and a Child. One of these three recorders is dominant in everything we do and activates at different times. Which recorder is dominant affects how you interact with your team as a group and relate to individual members of your sales force.

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.

With the year winding down, perhaps it’s a good time to take stock of what you have accomplished so far this year, file away the lessons of your successes and failures, and begin thinking about what you’d like to accomplish in the coming year. 

It’s vital that companies anticipate what their clients need currently and what they will need in the future. That’s shouldn’t be an earth shattering revelation to anyone in sales, but many organizations let complacency rule rather than positioning themselves for the future. Client needs drive your business, so make it a priority to anticipate those needs and be positioned to offer a solution.

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).

Dianna Booher is the author of 47 books, including Communicate Like A Leader, and founder of Booher Research. 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.

I was recently visiting a client’s office where there were some unusual posters on the walls of their lunch room. All around the room, at eye level were the results of their monthly customer care surveys. Each month was represented by the results of a quick ‘Likert’ survey completed by customers.

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.