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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.

Are sales people about to go the way of the buggy whip? Not by a long shot according to Sandler Training in Lone Tree President Chuck Terry.

This blog will illustrate several techniques to nurture those prospects in your funnel and how to effectively turn them into clients. The ability to do this is what separates good salespeople from just good networkers. Below are four keys to developing a successful nurture funnel and how to convert your prospects into clients. 

Contrary to frequent reports from some political and economic analysts the American Free Enterprise system is NOT going into lock down mode in 2018. Regardless of your political persuasions or news stories to the contrary American business and small business in particular are poised for a big year in 2018.

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.

What do the laws of a complex science like physics have to do with generating sales leads? More than you might think!

Credibility is defined as “the quality of being convincing and believable” or “the quality of being trusted and believed in.” Is there anything more important in the world of sales?