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Delray Beach, FL | lewis.fogel@sandler.com

Sales Process

Mike Montague interviews Nema Semnani on how to succeed at storytelling. In this episode:

  • The right attitude for effective storytelling
  • Imagined realities are powerful motivators
  • How to tell a compelling story

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.

 

Mike Montague interviews Carlos Garrido on How to Succeed at Asking for Referrals In this episode:

  • Why do we struggle to ask for referrals?
  • Attitudes to help you get business from referrals
  • Give referrals to get referrals

Selling to major accounts, also known as enterprise accounts, is radically different from selling in other spaces. For one thing, the major account selling cycle is a continuous process – continuous because there’s no end to the cycle of selling to and serving large accounts. And the streams of transactions over time between buying and selling organizations constitute a client journey with a distinctive itinerary along a clear roadmap, a roadmap that delivers value on an ongoing basis.

 

Here are five simple ways we can improve the quality of our communication with the people who are currently buying from us and expand and deepen those relationships over time.

Read Time: 8 Minutes

We know all about the importance of team selling, don’t we? It's that powerful strategy in which multiple team members from different functional areas of a selling organization work collaboratively to win deals. Especially in the enterprise world, team selling is widely implemented.

Read Time: 9 Minutes

An interview with Chris O’Connel on How to Succeed in Starting Out in Sales.

Listen Time: 23 Minutes

In sales, we all bundle our accounts, clients and prospects, into logical groupings to add clarity and understanding to our efforts. We use vertical categories, assembling together our healthcare, consumer products, technology accounts, and others. We also differentiate by geography, adding efficiency in territory management by bundling accounts based on physical locations. 

Read Time: 10 Minutes

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: 11 MInutes

If you are a leader in your organization, it’s a pretty good bet that you count on the members of, say, your accounting team to use the same terms and the same methodologies when they are collaborating to complete their work. For instance: You assume that when one person on the accounting team refers to the “cost of goods sold,” they mean the same thing as everyone else on the accounting team.

Read Time: 5 Minutes

Most salespeople who need to prospect for a living will tell you that it’s a very proactive, immediate results-driven exercise that can be uncomfortable at times. Hard to disagree with that. This is a topic that we get involved with far too often as it’s a common point of frustration for many business owners and sales leaders regarding their selling culture.

Read Time: 5 Minutes

The 2019 Sandler Summit, which took place at the Rosen Centre in Orlando, Florida, was the best-attended Summit yet, both in-person and online. We covered a lot of ground, but I’d like to share with you two takeaways, in particular, from this year’s Summit.

Read Time: 6 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

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

Many women ask me about the best ways to break down the barriers faced by female sales professionals. Here’s my answer: the critical step is recognizing that how we perceive ourselves before, during, and after our sales conversations will always have the most dramatic impact on our ability to break down the barriers we encounter. 

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.

Are your sales presentations more like a Gettysburg Address or a Gettysburg Oration? Few people know that President Lincoln was actually the secondary speaker at Gettysburg. The program for the dedication of the Gettysburg Cemetery, four months after the famous 1863 battle, listed Dedicatory Remarks, by the President of the United States after Oration, by Hon. Edward Everett, the main speaker. 

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

Sean Coyle, Sandler trainer, prospecting expert, and David H Sandler Award winner talks about how to lower defensive walls and build rapport quickly in a sales call. Learn the attitudes, behaviors, and techniques of master salespeople and prospectors who can quickly and easily build trust with their prospects.

Prospecting is the lifeblood of a successful sales career... but many salespeople overlook the basic behaviors that support a consistent prospecting routine. Here are the five necessary behaviors professional salespeople need in order to become successful at prospecting.

Learning how to communicate more effectively with people who have different communication styles than you do will lead you to more prospects, more productive discussions, and more sales.

When you meet a new prospect, how do you position your product or service? How do you characterize its features, functions, and advantages? What motivates people to buy? The prevalent theory is that people buy to either gain pleasure…or avoid pain.

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. 

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 measure and properly quantify your prospecting efforts with Sean Coyle, one of Sandler's top prospecting experts. Sean makes thousands of outbound dials each week with the help of ConnectandSell and he knows how to make each one count. Listen in as he discusses prospecting best practices with Dave Mattson, President and CEO of Sandler Training.

“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.

There are numerous components which determining a seller’s success. Near the top of this contributing-factor totem pole, is behavior. If an individual cannot execute proper behavior, they will struggle to find high levels of achievement. Behavior, the action we take towards our goals, is the blueprint for success in the sales world. Following through on these plans, however, is easier said than done. A large contingent of the salespeople routinely makes the three mistakes listed below. 

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.

Today’s sales professionals find themselves facing unprecedented, and often uncomfortable, change. More and more salespeople have larger territories than they used to have, and are responsible for selling a wider range of products and services than they’ve ever sold. They've got a lot to do, and they usually have less time in which to do it than they had last year.

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.

If your goal is to find more prospects, get more and better referrals, and make more commission dollars in 2018 than you did in 2017, consider upping your social selling game. Here are four quick tips that will help you to avoid some common mistakes online.

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.

This article discusses concepts and strategies from our No Guts, No Gain assertiveness program. This self-study program was designed from David Sandler’s teachings on goal-setting, getting tough, and avoiding game and powerplays.

When prospects ask you a question (or use wishy-washy words, or try to mislead you, or use smokescreen tactics), wouldn’t it be nice if you knew for sure what their true intention was? David Sandler developed a tool to help the salesperson accomplish exactly this. It’s called reversing.

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.

Although there’s nothing inherently wrong with making your initial contact via email or social media, your goal in the vast majority of these exchanges should be to look for a way to take the conversation offline.

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.

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.

Rule number 29, don't chase purple squirrels. Stay focused and stick to the agenda during sales meetings. People are pretty predictable and purple squirrels are defined as things that they throw onto a meeting that has nothing to do with the topic. 

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.

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.

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.

When Andy Crowley first began his career in sales, he chased every opportunity without strategically considering if it was a good lead to pursue.

Learn how Andy utilized Sandler Training strategies to become the number one sales representative at his company.

Antonio Garrido, Sandler trainer, and new author of Asking Questions the Sandler Way joins us to talk about the best sales questions. You will learn his favorite questions, the right attitude for asking questions, and why you should be asking more and better questions in the first place.

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 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.

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 Rich Isaac, 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.

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 Selling Girl Scout Cookies. The show is brought to you by Sandler Training the worldwide leader and sales management and customer service training. For more information on Sandler Training, including white papers, webinars, and more, visit Sandler.com.

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 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?

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.

Fear may be the most powerful motivator affecting your buyers’ decisions. However, in their effort to maintain an image of power and control, buyers will be reluctant to share their true anxieties and concerns with you. You’ll increase your sales production when you help buyers discover and overcome their fears, show that you are sensitive to those issues, and then lead those buyers to the conclusion that your product will replace their fear with peace of mind.

After Thanksgiving, many of us sales people feel fat and happy, and decide to pull off the throttle and take some down time. After all, nobody really wants to talk to sales people, make decisions, or think about expenditures. Right? Wrong! The little known secret is that the holiday season is a fantastic time to assemble a powerful framework that builds your business, and sets you up for a great first quarter.

“Stripping line” is a trick familiar to experienced anglers. They know that they have a better chance of hooking the fish if they create some slack on their line instead of yanking the line at the first nibble. There is an important lesson for salespeople here. Pushing against prospects just makes them push back harder, so that no one makes any progress. So instead of pushing them in the direction you want them to go, try pulling them away from it and then letting go.

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. 

Whether we use the simile of piloting relationships, or call it leading the dance, the key element is that you are in charge. More than that, you are slowly working at creating and building a new relationship built upon mutual respect and trust.

People buy emotionally; we’ve all heard that. But what does it mean? It means that people make buying decisions emotionally; they justify these decisions intellectually. To further understand this concept, it helps to know who is making the decisions and who is justifying the decisions. 

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.

Present potential objections to the prospects before they do. That way, they aren’t in a defensive position and can’t be overruled by them.

Solid up-front contracts add value to relationships and improve the results of time and energy spent in the process of procuring sales and of meetings.

As a salesperson, your goal is to close the deal. However, salespeople have have “happy ears” that hear what you want to believe. Prospects have phases that will keep you hoping to close the deal when they really mean “no.”

Sales is a lot like dancing. You follow the "steps" to "lead" the sales process. Here are seven steps you need to learn in the buyer-seller dance.

If prospects use terms such as “looking into,” “thinking about,” “considering,” and “exploring," they are probably not a prospect. Time to move on!

The prospect meeting is going well. You're asking questions and taking notes. Then, a question strikes a nerve. Active listening is the process of reflecting back to the speaker the message you just heard in order to confirm or correct your understanding.

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

All too often, we lose a customer to the competition because we decide to share loads of information before we’ve identified the prospective buyer’s emotional motivations. We don’t uncover the pain the prospect is trying to eliminate.

Many salespeople feel uncomfortable discussing money issues with prospects and clients. It's important to understand that talking about money—fees, price, terms, etc.— is an integral part of selling. This discussion must take place before considering a presentation.

Think of how a system can improve your sales game immeasurably. Never leave your sale prospects to chance again – start working on a system today.

Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.

The key to creating an effective prospecting approach is to first understand who your ideal prospects are—the challenges they face, the outcomes they desire, and the potential roadblocks they face.

Investing time to learn about your prospect before “pitching” your product helps build rapport and trust. To engage your prospect in a meaningful conversation and facilitate the process of developing rapport, you should have prepared questions to ask.

Often cold calls are structured around some recitation of features and benefits, which leads directly to a request for an appointment. How’s that working for you? A better way to phone prospect requires moving beyond the familiar feature-and-benefit-dump. It challenges you to engage in a true conversation before you ask for a slot on the calendar.

If you have an intellectual conversation about a prospect’s problem, you’ll get an intellectual response. That sounds like: “I’ll think it over”, or “What does that cost?” It means you haven’t found a prospect with real pain.

 

 

Great opportunities begin with 5-star prospects, which lead to great initial meetings. The result of those meetings leads to one of two outcomes based on how well the opportunity measures up to the benchmarks of necessity, reasonability, and feasibility: Qualify or disqualify.

Salespeople sometimes dig themselves into a hole by leaping into action at the very first sign of interest from a prospect. By engaging your prospect to make clear commitments  before the meeting, you’ll spend more of your time with people who are as invested as you in producing a positive outcome.

Has this ever happened to you? You had an initial meeting with a prospect. You asked the prospect what seemed to be all the right questions. You had what felt like a good conversation. What happened?

Sometimes ideas from training sessions are like empty calories: They feel good, but they don’t result in anything of value. True success is turning those empty calories into kinetic energy that makes sales happen.

Prospects often give misleading buying signals. Salespeople can have "happy ears" hearing what they believe is going to close. This is not necessarily true.

When you apply a reversing strategy, prospects will reword or expand their question to reveal the motive behind it.

By making better decisions about which questions you answer directly and which you Reverse, you can increase the quality of the information you uncover during discussions with prospects, get behind the smokescreen and close more sales.

If you want prospects to react to you in a more favorable manner, you must first examine your own behavior. And then, you need to ask a new set of questions

Before you invest your time, attention, or other resources, you must discuss exactly what the prospect wants, why they want it, and confirm the investment they are prepared to make.

A presentation is not the place to introduce features or benefits of a product or service that have not been discussed or do not address the needs of the prospect. It often leads to a "think-it-over" response that means no decision and no sale!

Salespeople often get too wrapped up in their products and services.They talk about what they feel is important; what they value. They forget that prospects have their own values and priorities.

A Monkey’s Paw is a simple seafaring contraption comprised of a small rubber ball that is used to help maneuver a ship's heavy rope to the dock so it can tie-up. In sales, a money's paw can help you get in the door for a larger sale.

The Unfront Contract is an agreement between you and the prospect about what will happen during an upcoming interaction. Everybody understands, and agrees to, the objectives of the meeting. It creates a committment from both parties.

Money issues must be addressed early in the selling process. Without this information, it is unlikely that you can present a best-fit solution. More likely, stalls and objections that revolve around price issues will develop during or after a presentation.

Transactional Analysis (TA) in psychology,  defines three ego states that influence our behavior—the Parent, the Adult, and the Child. It’s the prospect’s Child that starts the buying process.  

Analyzing your selling activities as a series of assembly line processes will give you greater understanding and control of your selling efforts.

If you can’t get a prospect's commitment for a yes-or-no decision, don’t make the commitment of delivering a presentation.

Sales limbo — the perpetual exile prospects call “very interesting” — for one reason and one reason alone. You didn’t qualify the prospect’s decision-making process.

What is the best strategy for asking for referrals? Just ask.

Salespeople get themselves in trouble is by rushing to answer a prospect’s question before they uncover the intent. The intent behind the question is probably more important than the surface meaning of the words.

Has this ever happened to you? You're in the middle of a discussion with a prospect, and suddenly you're caught flat-footed by what seems like an attack.

All salespeople with a small amount of experience have a 30-second commercial (a.k.a elevator pitch, popcorn introduction, etc.) down pat. And that's the problem.