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Adapting Sales Techniques

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).

You’re a salesperson. You’ve just checked the wall calendar. You realize that the third quarter is officially over. A chill runs down your spine, because you know this means that you are 75% through the year and you haven't yet come close to the track you need to be on to achieve your yearly goals.

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. 

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

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

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

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.

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.

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.

2016 has been a year of many successes. Whether you are a sales representative, a sales manager, or simply interested in learning more about trending topics in the sales industry, we hope you have gathered some key insights from our blog this year. Before moving into 2017, we would like to take a look back and highlight some important topics from 2016.

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.

Anyone can become a salesperson. There’s no real barrier to entry and no barrier to continuing a career in sales. As with most professions, anyone can become a “subject matter expert,” but that does not automatically make that person a good salesperson.

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.