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 How Individual Goals Are Advantageous to the Team

To be a successful salesperson, one needs to be aggressive and goal-oriented. While important, these competitive traits can lead to a one-track mind and give sellers tunnel vision. If this goes unchecked, salespeople will ignore the pursuits of their team members and their organization. The sooner salespeople realize that fostering an environment of mutual success is the most advantageous approach, the better.

how to succeed at social prospecting

Guest host, Lindsey Demetris, interviews Mike Montague, VP of Online Learning at Sandler Training and the creator of our new Social Selling Success course. Mike shares the best practices of today's top social sellers and attitudes, behaviors, and techniques for social prospecting in 2018.

recovering from a bad sales call

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.

Four simple sales forecasting rules

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.

goal setting in the new year

As a salesperson, it’s easy to get wrapped up in your clients’ work and forget to save time for your own planning. How do you ensure that you end the current year on a perfect note? It’s important to finish strong and finalize your business plan before the calendar turns. Below are three ways to seal a successful year and begin 2018 with a bang.

how to succeed at closing the sale

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.

upselling

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 more you know, the more you sell

One surefire way to increase your selling success—close more sales, more quickly, and more consistently—is to call on the right people for the right reason with the right product or service. That makes sense. But, for the product or service you want to sell, who are the right prospects and what are the right reasons?

4 ways to prepare for objections as you close out the year

The end of the sales year is a time for reflecting, preparing, and, in some cases, a bit of rushing. As you race to meet or exceed the lofty goals you set for the year, a skill that ties into all three of these areas is overcoming objections. As you follow up with prospects and clients leading into the new year, it’s important to be prepared for their excuses and challenges, and ready to respond to them. Below are four ways to prepare for objections that you can put into practice today.

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