Sales Process

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?

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.

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. 

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 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.