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Sales Process

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

The STORY:
“The one thing I’ve seen with salespeople in the last 10 years is that they sure don’t know anything about getting out there and prospecting. Why, I remember,” continued George, a salesperson in the company for the last 25 years and a month from retiring, “that we used to have our good customers coming in here all the time. Now,” he exclaimed, spreading his arms wide, “if you see one in here a day, it’s an avalanche.”

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

It’s extremely difficult to cover every business opportunity in today’s customer-driven, competitive environment. Responding to a request for proposal (RFP) that is on the fringe of your company’s area of expertise is costly and likely to be inefficient. Blindly replying to every RFP is a foolhardy endeavor because it will sink countless hours into developing a proposal for opportunities that have little chance of closing.

Diane, a recent sales hire, got an email from her manager, Luis, suggesting that he accompany her on an initial sales call with a prospect – and then debrief with her on what he’d observed. Diane replied that she thought that was a great idea.

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

The STORY:


“Tim,” responded Marybeth, “I absolutely love that china cabinet. Is there any chance you have it in a honey stained, clear wood grain?”

“Not sure,” replied Tim. “What is it about that china cabinet . . . “

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

Eliza, a new sales hire, had posted an abysmally low closing ratio in her first 60 days on the job. She was spending most of her time with prospects who ended up picking her brain for advice and information . . . and then disappearing. Frank, her manager, asked her during a coaching session why she thought that was happening.

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

The STORY:
“If I heard you correctly, Linda,” stated Melinda, “you never change vendors in the middle of a financial year. What do you mean by “never”?

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

Not taking a defensive stance on hearsay or negative reviews is critical in overcoming a client’s initial negative opinion.

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

The STORY:

“I appreciate what you’re saying,” said Melinda to Paul, a new prospect being met for the first time in his office. “There’s one spot earlier you focused on that’s just a bit . . . well . . . unclear to me.”

“What was that?” he asked.

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

Ryan, a salesperson in his mid-fifties, had hit a performance plateau. His commissions had been flat for the past six months, and he had narrowly missed quota in each of those months. He scheduled a meeting with his manager, Jeannine, to see if, working together, they could identify any steps that would turn this pattern around.

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

During one of their coaching sessions, Jason asked his manager Ellen if she could think of one area he could work on over the next 30 days that would result in a dramatic and rapid improvement of his closing numbers. He was surprised at how quickly she answered.

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 STORY:
“Mark,” called out Jason from the parking lot, just as Mark was about to push open the door to the sales office. Jason trotted over to catch up.

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

Brian, an inside sales rep, spent too much of his time chasing deals that ended up going nowhere. He knew it; his sales manager Francine knew it. Late one Friday afternoon, Francine asked him to give some thought to the matter, and to come up with some ideas about why this was a problem for him.

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?

The STORY:
Anthony was really on a roll with his presentation to the committee. As he spoke, he looked around the table and decided, based on facial expressions, statements, and body language, that nine of the ten members liked what they were hearing.

As we close in on the end of the year, sales professionals in all industries are likely pondering the same question: Am I on track? It’s important to attempt to answer that question with the best available hard numbers and the most objective real-world assessment.

Gwen’s closing rate wasn’t looking good; she had missed quota for three consecutive quarters. She asked her manager Eileen for a little help in figuring out what she could do to improve. Among the questions Eileen asked during their one-on-one meeting was this one: “Can I take a look at your proposals?”

The STORY:
I once attended a seminar given by a fellow named Steve. It was so long ago, I’ve forgotten just what the seminar was about but Steve did something that was so clever, I had to find out how successful it was. While he later told me it worked well, I had no idea how well until I started doing it. Recently I met up with Steve again. He’s still doing the same thing with the same results.

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. 

Mike’s list of “active” prospects was always long and detailed, and he was sure everyone knew this during his team’s sales meetings. But when his manager Jacqueline did a little digging, she was surprised to learn how few of Mike’s “active” prospects matched up with the ideal sales cycle. Some were taking two or three times as long to reach a decision as the prospects of other salespeople on the team.

The STORY:
For the past two weeks, Nick had known that for some reason, his ability to get a conversation going was just that, going, going, gone. After five on-site first-time meetings with prospects and three in-the-office meetings, with absolutely no positive results that he could find, Nick was dreading that this was going to be one of his bleak periods.

How well do you know your competitors? Most sales people claim to know them well but either struggle to give any detailed information or know a lot of facts but struggle to apply them to real world situations.

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.

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

Leo, a new sales hire, was having a hard time making quota. He asked his colleague Sam for some help.

Sam asked, “Can I sit in on your next presentation?”

Change is not synonymous with starting over. However, many sales people regard a change in jobs, company structure, client company structure, or client contacts as a total reset. Starting from scratch is rarely necessary when a sales person actively nurtures their sales network. Top sales performers know that change in their sales world can be leveraged into future opportunities.

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?

The STORY:
“How,” asked Tim in a voice filled with despair, “do you manage to sell to any of the turkeys that we wind up facing?”

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.

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.

Tom, a recent sales hire, was struggling. He knew his closing ratios were not what they could be. He asked his manager, Victor, for some help in figuring out why.

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

The STORY:
When I was first starting out, my perception of how my sales day went consisted of three things.

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.

Day in and day out, sales people are inundated with sales tips, new technologies, and industry updates. It’s easy to get distracted by the newest trends and lose sight of your true objective. Of course, sellers’ priority is to grow revenue, but those that are successful are clear about their “why.”

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.

Bert’s major frustration was dealing with prospects who couldn’t seem to make a decision.

During a weekly coaching session, he told his manager, Elaine, that one of his biggest difficulties was dealing with prospects who indicated the desire to make a decision, and who pledged to do so by a certain date. When the date rolls around, though, they invariably needed more time.“They’re driving me crazy,” Bert said.

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.

The STORY:

“What in the world are you doing?” asked Tim, seeing the thank you note cards spread out across Bob’s desk.

“Giving thanks,” responded Bob, looking up, “that all of these fine folks have contributed to my monetary success.”

 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.

Networking events are increasingly becoming a forum of reciprocity. Sales people that enter a networking event or trade show looking to introduce themselves to as many people as possible and gather a fist full of business cards tend to stick out. They also find it difficult to generate business because they aren’t making any true connections to the people at the event.

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.

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. 

It’s difficult to determine which aspect of your product or service will hold the most meaning for the prospect until you understand the prospect’s motivation for the potential purchase.

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

The STORY:
As Melinda sat in the parking lot reviewing in her mind how she’d like the meeting with her contact to go, she remembered the little snippet of information in the Sunday paper. There was a brief five-line item in the Business Briefs noting that a merger might be in the future. “Do I bring that up or not?” she wondered to herself.

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.

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.

Jim had been working on a big deal for four months. Before he gave his presentation, his sales manager asked, “Is this prospect qualified?”

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.”

“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?

Jack lost a huge deal because of a sudden, ill-conceived emotional response.

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.

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.

Headlines that a company in our local market is experiencing rapid growth are ones that always grab my attention. That was the case when I read that Axxess, a home health technology company, has acquired Home Health Gold.

The STORY:
It’s not often that I purchase a replacement chain saw. In fact, the last time I bought one was 15 years ago. Back then, when I had a back that worked properly, I fancied myself the lean, mean lumberjack. In keeping with my “he-man” self-image, I purchased the biggest and loudest chain saw available.

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.

The up-front contract is an essential selling tool that sets the priorities, puts you in the driver’s seat, and secures agreement in advance about the most important topics for your discussion.

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.

The STORY:
I think, said Janet to herself, that I just figured out a solution to my problem of my letting the prospect run the meeting.

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.

The STORY:

“Melinda,” called out Janet. She then raised her arm and waved. Ah, good, she sees me, thought Janet, here she comes.

“Janet,” said Melinda sitting down opposite her, “how are you? It doesn’t seem like a whole week has gone by.”

Jane was having problems uncovering accurate information during her discussions with prospects. Her conversations during sales calls tended to be unfocused, and she spent a lot of time pursuing options that her prospects ended up rejecting. Her manager suggested she try something called Negative Reversing.

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.

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.

Anita asked her manager to take part in a “ride-along” on her first sales call of the New Year so he could offer her some constructive criticism on the best ways to improve her selling technique.

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.”

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.”

“Oh, I see what you mean,” said Melinda to Janet.

“No dollar amount goal, that’s what really works for me,” continued Melinda.

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?

Eileen, a brand-new sales hire, found herself struggling during her first week on the job. At her initial coaching session with Juan, her supervisor, she asked for some guidance on identifying promising lead sources. Instead of making suggestions about that, though, Juan decided to begin the process by asking a few basic questions.

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.

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.

How do sales executives measure performance of their salespeople? Can you even measure their effectiveness? Is there a method to managing what each person is doing and how they can improve? Sales people think they’re doing well if they hit their numbers and doing poorly if they don’t. Sales Executives often feel the same way about their people. They have a “handle” on who is doing what, but the problem with such a model is that the expectations and requirements are vague, “soft”, and subject to inconsistent evaluations.

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. 

Myra, a sales manager, scheduled a meeting with George, a salesperson who reported to her, to discuss his closing ratios. She was concerned about the high number of presentations George was making that were resulting in a “let’s think it over” response.

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 STORY:
“I appreciate what you are saying,” responded Steve. He then continued saying to both Charles and Ingrid, co-owners of the insurance agency, “But I have a problem with what I’m hearing . . . it may be just my problem . . . could I ask you about it?”

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.” 

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.

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.

I love studying and reading about economics. In fact, if there is such a thing as an amateur economist, I likely fit the description. Despite my personal interest, I make a conscious effort not to let economic data cloud my attitude about selling. The economy is not the driver of my success, I am. When working in sales, be careful not to get too consumed in economic analysis and predictions as it can mire you in complacency, false assumptions, and excuses.

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:
Sharon quickly got the impression that Ray wasn’t all that excited about her description of what he and his wife could do and see in Aruba. “Ray,” she needed to find out how he felt for sure, “I need to ask you a question that might make you uncomfortable. Would that be OK?”

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.

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.

Once you’ve identified a goal that really matters to you, you’ll be more likely to attain it if you put the power of visualization to work on your behalf.

The STORY:
It dawned on Bob that for the past week or so, his fellow salesperson, Janet, had barely mumbled hello before disappearing into the office or leaving for appointments. Wonder if it’s something I said. She had even left the office early a couple times that week. We used to close down the office at night, he thought.

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.

Tim, a new sales hire, was having trouble setting appointments. Miguel, his sales manager, wanted to know why.

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.

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.

The STORY:
“Hank,” asked Joanne, the office manager, “Did you get the message that Gabrielle Something-or-Other was headed down here around two this PM?”

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.

Mark’s sales manager, Irene, asked him to forecast the number of sales he would close over the coming month. Mark came up with his best guess. Unfortunately, Irene didn’t find his best guess very helpful. As it happened, the new monthly forecast was identical to Mark’s previous month’s “best guess” – a figure he had failed to come close to reaching.

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. 

Melinda knew it was going to be tough establishing rapport with Carmello. As she trudged through the rough-graded job site towards the construction trailer, trying to avoid what looked like 10-feet deep puddles of mud, she reminded herself one more time to never assume that a sales meeting would be held in a nice air-conditioned office.

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.

June is Effective Communications Month. With that fact in mind, consider the following cautionary tale for salespeople.

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.

“That’s a very interesting question,” responded Tim. Clara had just walked right up to Tim and asked if the indicated price on the red convertible was the lowest price. “Why do you ask that?”

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?

“I just don’t understand,” said Andy, “you always seem to have referrals to work from. Where do you get them?”

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. 

Without well-defined goals, salespeople will fall to being lazy and indulging in idiocy. There are no exceptions.

Bill, a veteran salesperson with a deep hesitation about approaching prospects online, had been trying to gain traction for months at a company called Acme Logistics. A competitor had won all of Acme’s business, but Bill felt certain that if he could secure a meeting with the company’s CEO, Mary Moore, he could make a powerful case for winning Acme as a client.

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.

Milt had missed his sales quota for three straight quarters. Maria, his new sales manager, had tried to get Milt’s previous manager, Bob, to share his thoughts on why Milt was consistently failing to hit his targets. Bob’s answer was direct: “The guy just flat-out doesn’t care about hitting quota. He’s not cut out for sales anymore. He used to be committed. Now he’s lost interest.Senior management is giving him one more shot. If he can’t cut it this quarter, with you, the plan is to let him go. This is Milt’s moment of truth.”

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.

Why not make it comfortable for your prospects to be with you? Enable them to have a really good conversation and thus you’ll be thought of as someone who really deserves the order.

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

Buyers will buy from people like themselves, so why not make them feel comfortable?

Ken’s closing ratio had been the lowest on the team for four months running. Juanita, his manager, asked him to meet with her privately so they could figure out, together, what the possible obstacles to better performance might be.

Some people may need to feel that buying from you feels right. Make sure that you let them.

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.

Betty’s quarterly numbers were low. Her manager, Milt, asked her to do some role-plays so they could identify potential areas for improvement. They spent about 20 minutes roleplaying through various scenarios – at which point Milt called a time-out and asked, “Betty, do you realize you’re positioning us in exactly the same way with every person to whom you speak?”

If you aren’t aware of what you are doing, how can you be in rapport with the prospect?

Melody was feeling unmotivated. Carlos, her sales manager, was pressuring her once again to improve her closing ratio . . . but as usual, he wasn’t giving her much guidance on how she should go about accomplishing this goal.

Some prospects hear their world, and if you don’t make music to their ears, not only will they turn the volume down, they’ll even shut you off.

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.

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. 

Carl was fiddling with the bass knob on the massive TV to get that just-right level to really have prospects feel the sounds. The day before he had sold two of these because both buyers were absolutely floored with the clarity of the bass and treble.

Fighting hostility does nothing to increase sales.

After months of trying, Milt had finally obtained an appointment with Walt, the CEO of BigCorp. Milt was looking forward to meeting with Walt and asking all the questions he had carefully prepared in order to qualify this opportunity. He arrived at the appointment on time … but before he could even ask his first question, Walt barked: “OK, it’s a busy morning, and we’ve only got ten minutes. Show me whatcha got.”

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.

Juan’s sales numbers for the quarter were sharply down; lately, he felt he was struggling with his prospecting. He asked his manager Anita for help.

“There’s a lot we can talk about when it comes to prospecting,” Anita said. “But let’s start with the simplest question first. Are you asking your current clients for referrals?”

Money is made by those who ask for it.

Most of us are absolutely convinced that everything we say is crystal clear and that no one could ever misunderstand a single world—now did you read that as “word” or “world?”

Juanita, three months into her first sales job, was having problems with her closing numbers. Her ratio was the lowest on the team, and she was far behind her quota for the month. She asked her boss Cliff for help.

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?

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.

One morning Juan, a new sales hire for Acme, Inc., found himself under pressure from his manager, Brad . . .

A prospect buys because she is allowed to discover that your product fills a need. You do not stand in the way of this process; you help it along.

Does a salesperson put money in the bank by focusing on a monthly sales amount or by closing sales? Pick one or the other.

Don’t waste time, effort, and good will trying to “turn around” an objection that may not be an objection at all. Instead, use more effective questioning to get clarity on what’s really being said.

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.

Has this ever happened to you? A seemingly “hot prospect” asks you a question that seems to signal interest in working with you. (For example: “How strict are you with quantity discounts?”) You’ve been taught to respond immediately to “buying signals,” and you’re sure you just got one. So you answer the question – at length and with sufficient thoroughness to resolve all past, present, or future ambiguity on the subject. Your contact nods and smiles. Then, for some mysterious reason, your “hot prospect” disengages.

We recently evaluated a sales force that had some very atypical findings of the team.

I’m reminded of a salesperson in a furniture store helping a young couple look for a dining room set. After the couple picked out the set that they loved, and the salesperson had checked and confirmed that it was in stock, and the order form had been written, the salesperson decided to show the young couple how easily the drawers opened and closed on the buffet.

We see successful people and think how lucky they are. The fact is we don’t see the failures that strengthened their gut system and taught the lessons that lead to their success.

Although the actual approach may vary, there are many common pitfalls that trap professional services marketing people.

Does a salesperson put money in the bank by focusing on a monthly sales amount or by closing sales? Pick one or the other.

It is the “Behaviors” that energize our success, feed our attitude and make possible our technique deployment.

When we set specific next steps we keep the business development process moving forward and prevent a client from hiding or avoiding a decision.

Beggars do make some money. Non-beggars make more money. Which would you rather be?

There are some simple rules to turn no-shows to your advantage when they crop up.

Take it away ONLY if you are prepared to walk out the door. Once you take it away, wait for a response regardless of how long it takes.

Sales ineffectiveness and pipeline bottlenecks ultimately create a situation where you work harder and longer yet your company fails to gain real traction. This in turn results with the organization being stuck on a sales plateau.

Evaluate your sales force FIRST to determine exactly what needs to be fixed and keep in mind that sales training may be just one of several things that need to be addressed.

A good sales template will result in a sales culture where the sales people can autonomously manage the sales process from start to finish while generating consistent results.

Eliminating objections is less time-consuming than overcoming objections. Eliminating them gives you more selling time.

Goals can make the difference between a routine life and an exhilarating one…if you’re willing to risk failing. Are you?

You cannot read minds. Unless you reverse the question, you have absolutely no idea why it is being asked.

When a client feels important and we understand their problem, they are likely to see our service as a viable solution for their situation.

There are a few categories that we can identify and attempt to place candidates in as they interview.

Are there identifiable characteristics that define excellent salespeople and set them apart from the rest of the pack?

When you are in meetings with clients and potential clients, be sure to take enough time to clearly articulate and explore the disease behind the symptoms.

Are there identifiable characteristics that define excellent salespeople and set them apart from the rest of the pack?

A lot of salespeople struggle with a crippling success disease caused by “low self-esteem.”

When we let buyers handle their own objections it helps them discover why they want or need our product.

How committed are your salespeople to success?

“Send me some literature” is the same thing as “I already gave at the office.”

Are you setting the standards and holding your people accountable to achieve goals or are you hoping for a better tomorrow without taking action to create it?

Not everyone can afford what you sell. Find out if they can before you waste their time and yours.

If you don’t know what the specific and measurable goal of the behavior is, then the behavior is unproductive and nothing more than a time filler.

Even the most effective selling strategies will have minimal impact when applied to opportunities that don’t deserve the time and effort.

People in pain resent people who cannot take the pain away. You sell pain relief.

Learning to listen to what others are saying is the first step in managing their behavior.

In an interesting contradiction, the number one technique to generate more new files is also the concept that makes attorneys the most uncomfortable. Throughout the years, numerous studies have shown the most effective way for attorneys to develop more business is through referrals, specifically referrals from other attorneys.

Over the years, we have observed the mistakes of many legal professionals in business development or "selling situations"; that is, where they are trying to acquire a new client or account. Although the actual approach may vary, there are many common pitfalls that trap professional services marketing people.

Legal professionals frequently ignore the signals of danger from our clients and don’t get the account because we weren’t willing to slow down and address the “yellow” properly.

The dangers of relationship-based selling are real, but they are also preventable.

The most successful salesperson is an educated dummy.

You can make the best of the circumstances in which you find yourself, using the resources at hand, or you can waste time complaining while you do nothing and wait for things to get better or for more resources to be made available.

Knowing how to inspire, motivate, coach and hold sales people accountable for their behaviors is the foundation for improving sales.

Pain solutions sell — educational solutions create headaches.

Do you sometimes struggle to get your message across to a prospective client?

The goal of every salesperson should be to place the responsibility of closing the sale on the prospect.

While “selling” is not technically an assembly line process, it has many of the same characteristics.

The only way to create an unpressured sense of urgency is to have the client make the case that they need to take action.

The only way to create an unpressured sense of urgency is to have the client make the case that they need to take action.

When looking at metrics start with the end in mind and work backwards.

The phone is an important business tool. But remember that the person on the other end should command the same respect and attention as if they were standing right in front of you.

Pain represented the prospect’s collective reasons to buy a product or service.

A salesperson’s picture of himself will match his sales. To change his sales, help him compose a new picture.

Identifying a mistake and remaining objective about it allows a professional to analyze what went wrong and take a lesson learned from the error.

Where does motivation come from? While motivation can come from many different sources, our company, our customers, our children, or perhaps a seminar, the most effective motivator is our own internal motivation.

Dealing with buyer’s remorse before you make the sale will result in a customer who will be happy to buy more products and services from you.

Why do some of those “great” opportunities end up going nowhere? In most cases, the “great” opportunities were never great to begin with.

Cross-promotion is advantageous for the additional profits but even more valuable as a means to solidify client engagement.

Cross-promotion is advantageous for the additional profits but even more valuable as a means to solidify client engagement.

The healthy growth of an enterprise is usually directly proportional to good and appropriate delegation

Many customer care providers keep as far away from selling behaviors as possible. Many are uncomfortable with the very thought of having to call someone and ask for their business. And yet, much of what they do everyday is certainly selling.

Will you? What business are you really losing? You can’t lose business you don’t have.

Unexpected good service is newsworthy today, and word will spread like wildfire!

Clients’ willingness to provide salespeople with referrals is primarily a matter of trust. And, salespeople can earn that trust not only by providing products and services that ultimately deliver exceptional results, but also by “delivering” exceptional experiences.

There are several common methods to discussing products or services but professionals need to understand that their style will influence a buyer's trust.

There are several common methods to discussing services but legal professionals need to understand that their style will influence a potential client's trust.

You may not realize it, but as a sales leader, you must often serve as a navigator. You set the course for your sales team, or for your department.

There is an internationally common language. The language of business. Unfortunately, many words in that language have become “buzz words” and have lost their meaning as they are eagerly tossed about.

Whether you’re building a house or a sale, you’ll need solid ground on which to build it. If the base is unstable, it’s only a matter of time before the structure collapses.

During a recent Strategic Customer Care session, one participant, we'll call him Rick, had a demo scheduled with a client. The standard "show up and throw up" they typically did early in the sales cycle.

Competence, confidence, and commitment are not only critical elements for success in the sales arena, they are the underpinnings of success in almost any endeavor.

Target your best clients that appreciate your product or service and use them to generate valuable referrals.

If it isn’t easy for people to deal with your company, they won’t. They’ll find another place to do business and post their dissatisfaction over the internet for thousands to read.

Holding too tightly to a beloved idea causes inflexibility. That inflexibility prevents professionals from the critical activity of listening which is essential to crafting a product or service solution that a client will want to buy.

If you have failed, and then learned why you failed, you are 99% closer to increased success.

Are perfectionism and procrastination opposite sides of the same coin?

Vegas is a mirror for the game of business development and coming out a winner requires strategy.

Vegas is a mirror for the game of business development and coming out a winner requires strategy.

The sooner you recognize the sale is not going to happen, the sooner you can move on to one that will.

How many times have you had a conversation with a customer thinking one thing was going to happen only to find your expectations were misread? Establish a strong up-front contract with the other person on what is to happen next. Do not hear only the things you want to hear; and, make sure the other person understands what he or she is agreeing to.

One way salespeople get themselves in trouble is by rushing to answer a prospect’s question … before they uncover the intent that’s driving that question.

Teaching someone how to alter her future behavior is more productive than passing judgment on her past behavior.

Sandler Training recently asked Americans to reveal who was the most difficult person to sell to – and the results were interesting. The USA Today Snapshot shows the survey’s findings.

How often have you been sitting in the car after a sales call, and you thought of something you should have done that would have been more appropriate than what you just did?

Like it or not, times have changed and the usefulness of a voicemail is up for debate. With email, text messages and Caller ID, some people find it irritating to see that they have a blinking red light or a notification alerting them to check their voicemail.

If you are unaware of the relationship between ambiguity, anxiety and fear, then you are probably lengthening your sales cycle and reducing your close rate.

A life without risk is a life without growth. In life and business there is no status quo! You are either growing or regressing. Success sometimes depends more on the will to jump than on being concerned about what will happen if you fall. So get gutsy and pursue your dreams. Remember, No Guts, No Gain!

Failure to Launch Syndrome happens when the other person – who may indeed be a perfect fit for what you sell – decides that you’ve jumped into “countdown mode” too early in the relationship. The other person loses confidence in the process because he or she feels unheard.

Make sure that the problem you need to solve is your problem and not a problem someone else needs to solve.

Have you ever talked yourself out of a sale? Selling is not about telling. It’s about helping the prospect relate to your product or service to the satisfaction of their wants and needs. It’s also about helping them discover needs of which they were previously unaware. How do you accomplish this? By asking thought-provoking questions and then listening, really listening!

The only way to find out what the prospect or the customer needs is by asking questions. By getting an up-front contract that they will answer questions, you are no longer viewed as the run-of-the-mill salesperson who makes run-of-the-mill earnings.

You’ll find that with a little practice, it only takes you a few minutes to confirm the investment. Once you make a habit of doing this, you’ll waste less time with unqualified prospects, close bigger deals, and spend little or no time haggling over pricing.

Sales templating is a technique that can help you develop a consistent sales process regardless of the background of your individual salespeople.

Every profession has its own lineup of myths that need busting. Those who have spent the majority of their career in a sales role have heard them all. The fact is that sales is an exciting, sometimes grueling and often rewarding profession.

There’s a popular, albeit unfounded, belief that summers are slow for business. Sandler Training disagrees, and dares to say that professionals create a self-fulfilling prophecy by telling themselves that despite great efforts, their summer will be tough.

There’s something to be said about children who continue to ask “why” about everything. When they ask and you respond, and they ask “Why?” again, it means they don’t have the complete answer to their question.In business, asking “Why?” five times can produce the same quality understanding to prepare for better results.

If you’re selling, you’ve likely heard these and other variations of the put off and the postpone. You’ve turned yourself into a wolf hound that pursues and pursues until you get your teeth into the meat. Come what may, you’ve been determined to close the sale no matter what. Nice intention. Poor approach.

All too frequently, salespeople schedule appointments…and then forget about them until the day before the scheduled dates. Do you? Is preparation a last-minute activity often consisting of nothing more than a quick review of the notes from the original phone conversations when the appointments were scheduled…and perhaps a review of the prospects’ web sites, advertising, or marketing materials?

Many salespeople are too eager to make presentations – are you? They view them as opportunities to establish the value of their products or services by demonstrating their unique aspects. You can’t establish value, however, until you have determined which aspects, if any, are relevant to the prospects’ situations.

Would you want to do business with someone who you feel is being insincere to you? Even if done in a flattering way people typically prefer an honest interaction rather than being pandered or placated.

Most buyers are pretty sharp. When you offer them an idea or service that will save them money, they will immediately consider a couple decisions:

When it comes down to it, most people really view negotiations as a lose-lose situation. Or, at best, they view it as a win-lose scenario. But if you really strip away what good negotiations are, they're a conversation that results in a win for both parties.

Salespeople sell in a straight line when they are attached to the outcome of their interaction with their prospect, typically closing a sale, instead of being attached to the process of (dis)qualifying.

If you give it away for free, then don’t expect to ever get paid for it — ever.

Getting an IOU for everything you do is as simple as telling the customer you expect one.

We live in a time of rapid technological change and a great deal of confusion. Nobody knows what tomorrow may bring, in terms of technological change, but also in terms of the economy and foreign affairs.

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.

Service and technical professionals that interact with clients frequently find themselves in sales scenarios. Unfortunately, they are often ill-prepared and uncomfortable in that role and fail to capitalize on opportunities.

Has this ever happened to you? You’ve had a series of great discussions with a prospect, taken lots of great notes, and you’ve developed the proverbial “killer presentation.” You’ve started to deliver that presentation, and you’ve gotten all kinds of positive signals from the prospect: encouraging body language, words of approval, that kind of thing. Things seemed promising. Then you got to the final slide, the slide everything else was supposed to justify, the price.

Unless you ask questions to find out what the prospect or customer is thinking, you are fooling yourself into losing the sale.

To really understand what someone means, not what you hope he means, ask for clarification.

Absolutes tend to have more exceptions than Swiss cheese has holes. Don’t accept them.

From drive-through bank windows to more recent banking amenities like online banking and mobile apps, banks have practically been encouraging customers to stay away for years. Along with the conveniences for the customers, banks benefitted from less overhead and an increased focus on compliance. So after years of being told there's no need to come inside, it was as if everyone saw the light and stopped entering their bricks-and-mortar bank. Problem solved, right? Not so fast.

The answers to “what” questions are steps that can be taken. The answers to “why” questions are rationalizations. Which one moves you toward managing salespeople?

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.

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.

In regards to your business, the expertise you have gained over the years is completely worthless... until someone gives you money for it. If you have a medical doctorate, all you really have is a bunch of student loans until you have patients, and get paid for your knowledge.

Why are you in business? Many people are in business because they or their company have a unique skill set or background, and want to use that to help others. Unfortunately, in some ways that can end up limiting them, and can ultimately hurt them. Keep in mind that you can’t help everyone.

In regards to your practice, the expertise you have gained over the years is completely worthless... until someone gives you money for it. Your law degree is a bunch of student loans until you have clients, and get paid for your knowledge.

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."

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.

Why are you in business? Many people are in business because they or their company have a unique skill set or background, and want to use that to help others. Unfortunately, in some ways that can end up limiting them, and can ultimately hurt them. Keep in mind that you can’t help everyone.

There are many who believe that selling means persuading someone to buy something. If the individual wants what is being sold, that just makes the persuasion a little easier. The 'seller' still wrestles them to the ground like a cowboy fighting cattle at branding time: wrestle them, brand them, and declare victory.

Manage the pain, not the results of the pain.

To do better, you have to change how you work instead of just doing the same thing you currently do for longer periods of time.

If your goal is to find more prospects, get more and better referrals, and make more commission dollars in 2016 than you did in 2015, consider upping your social selling game. Here are four quick tips that will help you to avoid some common mistakes online.

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.

If babies treated learning to walk the way some companies treat “we did that once” situations, all of us would still be crawling around on our bellies.

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.

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.

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.

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

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.

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.

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:

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)"

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 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