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With the start of basketball season this month, it’s the perfect time to focus on building a great team. The phrase “dream team” gets thrown around a lot, but it’s most commonly referenced when discussing the incredible collection of talent that was assembled by USA Basketball for the 1992 Olympics. 

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.

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.

Rodney Dangerfield built his comic career on a signature tagline: “I get no respect.”  Unfortunately, there are far too many salespeople who suffer from the Dangerfield syndrome – either they feel they get no respect or, worse, they act that way.  They walk around with sullen expressions and a woe-is-me outlook.  They are selling sympathy rather than solutions.  If we are describing you, study this carefully.  Hold your head high and reflect the pride of your profession.  Selling is a great field.  It has advantages that few other careers can claim.

Rule #25: Don't let sales people leave training in the classroom. Use a collaborative, equal partnership inside and outside the training room. Here's the bottom line for sales leaders. You may have other people doing training for your organization and training your people. But, ultimately, you are still responsible for your team.

Greg Nanigian, Sandler Trainer and Author, wrote his first book, Why People Buy. It’s a must-read for any sales professional in your organization who isn’t in control of the customers’ buying process, is unsure of what motivates clients and prospects, or needs to enhance their chances of closing the deal.

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.

A good business relationship whether it is buyer/seller or manager/employee is based on the assumption that both parties have an interest in doing things to accomplish the same goal.  The first step in persuading someone to do what you want or need them to do is to establish and Adult-to-Adult relationship with the other person. 

Make sure your people understand roles and responsibilities. Miscommunication and keeping people in the dark is probably one of the ongoing challenges for any leader. When you have projects, let's assume that project is going to do something very important for your organization and you've got the right people on the project.