Effective Sales

In an article originally published at Forbes.com for the Forbes Business Development Council, Sandler CEO and President David Mattson details the modern buyer’s journey.

This article focuses on the stages of the buyer’s journey that matter most to salespeople- Engagement, Consideration, Decision, and Advocacy. We must meet buyers wherever they are in this journey and not where we have traditionally started our own process.

Are you looking to create a sales compensation plan for your company? This can be a daunting task, but with the right information, it can be easy.

Sales are all about relationships. To be successful, you need to be able to build trust and rapport with your potential customers. And one of the best ways to do that is by reading other people.

David English, VP at Ad Trend, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more effective with geofencing. Get the best practices for selling, collected from around the world for target advertising based on geographic boundaries by tagging mobile prospects.

Listen Time: 20 Minutes

Joe Ippolito, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at preventing sales objections to close more sales. Get the best practices for selling, collected from around the world.

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 9 Minutes

Welcome to the How to Succeed podcast, the show that helps you get to the top and stay there... This is How to Succeed at avoiding the dangers of success.

Listen Time: 16 Minutes

Dave Mattson, President and CEO at Sandler, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world.

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?

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.

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.

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!

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.

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.

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.”

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.

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.” 

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.

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.

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.

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.