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 Power of Mindset

By Dave Mattson / September 24, 2013

Your mindset has more to do with your success than almost any other single element. There are plenty of salespeople who possess extensive product knowledge, have numerous influential business contacts, are well-spoken and have appealing personalities, yet their sale performances are average…sometimes, only marginally acceptable. Then, there are salespeople who have just enough product knowledge…

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No mind reading

By Dave Mattson / September 20, 2013

Does this sound familiar to you? Prospect A says, “This looks very good. I think there’s an excellent chance we’ll do business.” The salesperson thinks, “I’ve got one.” Prospect B comments, “Your price is higher than we expected.” The salesperson thinks, “I’ll have to cut the price to close the deal.” Prospect C reveals, “We…

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All RFPs are not created equal

By Dave Mattson / September 12, 2013

Many salespeople believe that they should respond to all proposal requests that come across their desk where the scope of work falls within the capabilities of their companies. It’s easy to see the allure. Working on an opportunity that “fell out of the sky” is far more desirable than “beating the bushes” to turn up…

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What Not to Do During a Sales Slump: Seven Deadly Sales Sins & How to Avoid Them

By Dave Mattson / September 9, 2010

As a tough economy lingers, many businesses find themselves stuck in a sales slump, and don’t know how to get out. As the CEO of Sandler Training, I’ve had the privilege of helping businesses with just that problem. Many businesses are paralyzed in today’s difficult environment. They don’t have a system for success or forget…

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When Talk Isn’t Cheap

By Dave Mattson / April 13, 2010

Whoever said talk is cheap didn’t know much about sales. Talk-too much talk, that is-can cost a lot. This is a difficult lesson for many sales professionals to learn, and that’s understandable. People in sales tend to have outgoing personalities. They enjoy good conversation, and the longer they are in sales, the better they get…

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Don’t Tell Me What to Do!

By Dave Mattson / April 5, 2010

I don’t know about you, but I have never liked being told what to do. I don’t think I’ve ever met anybody who did respond well to that kind of instruction, even when the person in charge-a coach at sports, for example-clearly knew what he was doing if the message is delivered wrong. It doesn’t…

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Is a Good Offense Always the Best Defense?

By Dave Mattson / March 23, 2010

It’s March Madness time, which I enjoy, but not always for the same reasons my friends do. Because I’m in sales, it’s fun just to watch the teams execute their strategies and then try to figure out how these strategies apply to my own profession. And what stands out, season after season, is how predictable…

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Too Much Product Knowledge Can Cost You

By Dave Mattson / March 15, 2010

If you’re like most sales professionals, you work hard to learn as much as you can about your product or service. You take pride in how much you know about your business. When you can answer any technical question that might come up in a call with a prospect, you feel confident. That’s only natural.…

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Be Friendly with Your Customers, But Never Friends

By Dave Mattson / March 8, 2010

Hidden in the uproar over Mark McGwire’s admission that he used steroids was a lesson for sales professionals. You might remember the moment, which has been replayed over and over: When McGwire hit his record-breaking homerun, Sammy Sosa-one of the Cardinal slugger’s opponents-raced in from the outfield to hug him. It “looked great on TV,”…

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How Sales Professionals Are Like Shrinks

By Dave Mattson / February 14, 2010

We don’t ordinarily think of sales as one of the “helping professions,” but maybe we should. People tell their problems to psychologists and clergymen. They pour out their hearts to their neighborhood bartender. But they tell their troubles to sales professionals, too, so we should develop our “helping profession” skills. I have often noticed, when…

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