Dave Mattson

David Mattson is the CEO and President of Sandler Training, an international training and consulting organization headquartered in the North America. Since 1986, he has been a trainer and business consultant for management, sales, interpersonal communication, corporate team building and strategic planning throughout the United States and Europe.

David is the author of the Wall Street Journal bestsellers, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them and Sandler Success Principles: 11 Insights that will change the way you think and sell. He regularly authors articles for business publications and continues to be involved in the ongoing creation and development of new Sandler training products and programs.

The Toughest Prospect to Sell

By Dave Mattson / December 4, 2013

When is the toughest prospect to sell the easiest prospect to sell? Give up? The answer is simple: when you call on him. Some buyers acquire a reputation for being tough, overbearing, demanding—just plain impossible to deal with. And guess what? Salespeople stop calling on them. Why put themselves through the abuse? Why endure the…

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Use your thirty-second commercial in your LinkedIn® profile

By Dave Mattson / November 28, 2013

Prepare a digital version of your 30-Second Commercial…and include that text in your LinkedIn profile. (tweet this!) The main thing to remember about LinkedIn is this: It is a huge, never-ending, virtual networking event, and you have to be ready with the right response to “What do you do?” (tweet this!) Your 30–second commercial is…

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Blockbuster or flop?

By Dave Mattson / November 14, 2013

How does a screenwriter create one movie that’s a box office blockbuster and another that’s a flop? How does a playwright write one play that runs continuously for years and another that opens and closes in the same night? How does an author write one novel that’s a number one best seller for 26 weeks…

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Hot off the presses…

By Dave Mattson / November 7, 2013

Hot off the presses…the Fall Edition of The Sandler Advisor. Click here to read. Please enjoy this newsletter excerpt, highlighting when and how to talk about moneywith a prospect. The Two-Minute CoachBy Howard Goldstein, Sandler Corporate Today’s question comes from Tracy, the owner of a graphics design company for which she does most of the selling. This is…

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Are you prepared?

By Dave Mattson / October 30, 2013

All too frequently, salespeople schedule appointments…and then forget about them until the day before the scheduled dates. Do you? Is preparation a last-minute activity often consisting of nothing more than a quick review of the notes from the original phone conversations when the appointments were scheduled…and perhaps a review of the prospects’ web sites, advertising,…

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What’s the rush?

By Dave Mattson / October 24, 2013

Many salespeople are too eager to make presentations – are you? They view them as opportunities to establish the value of their products or services by demonstrating their unique aspects. You can’t establish value, however, until you have determined which aspects, if any, are relevant to the prospects’ situations. The real purpose of presentations is…

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Who is Wrecking Your Business Now?

By Dave Mattson / October 22, 2013

Recently, you probably invested a lot of time and energy putting together a presentation of your product or service. You crafted your presentation, dotted all the “i”s, crossed all the “t”s, covered all the bases, and answered all of the prospect’s questions. But, instead of a buying decision, you only received a stall, a put-off,…

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Earn Compound Interest on Every Call

By Dave Mattson / October 15, 2013

Everyone knows someone. Actually, everyone knows several someones. Your customers – as well as the prospects you call on – have some contact with, or at the very least know of, people who can benefit from your product or service. Unfortunately, they are not programmed to automatically disclose the names of those people to you.…

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Old Clients, New Business

By Dave Mattson / October 10, 2013

A mistake too many salespeople make is not keeping in touch with former clients. It’s not uncommon for past clients to come to a point where they need your product or service again but don’t remember how to get in touch with you. They are more likely to have your competitors’ information handy. (Your competitors…

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Practice makes perfect…or, does it?

By Dave Mattson / October 8, 2013

Salespeople invest time developing their pitch, formulating questions, and preparing responses to expected questions and objections from the prospect. They rehearse, refine, and rehearse some more. Unfortunately, for some salespeople, the preparation becomes a roadblock to their success. How? The salesperson meets with the prospect and delivers his well-crafted well-rehearsed message. But, instead of paying…

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