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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.

Prospecting plan

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. For more information on Sandler Training, visit sandler.com. Now, it's time to learn how to succeed by Selling The Sandler Way with your host, Dave Mattson.

Four Reasons

Culture is a term regularly associated with offices and sales organizations. Employees working in a positive work environment feel that the culture better reflects their beliefs and values and, in turn, they are more effective, efficient, and fulfilled in the work they do.

Sales Cycle

Lauren Valentine, a Sandler trainer from Albany, talks about her best practices for shortening your sales cycle and closing deals faster. Whether you are looking for a one-call close or have a long cycle that needs to be quicker, Lauren shares her attitudes, behaviors, and techniques for moving deals through the pipeline quickly.

Prospect's budget

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.

Leading by Example

Joel Burstein, a Sandler trainer from Pittsburg, talks about his best practices for leading by example. Whether you are a first time manager or an experienced executive you are leading by example, whether you are intending to or not. Joel shares his attitudes, behaviors, and techniques for leading a team by setting a good example.

Managing Expectations

Amy Woodall, a Sandler trainer, talks about her best practices for managing expectations. Whether you are setting the first appointment with a prospect, setting clear guidelines for delivery, or just talking with your co-workers or spouse, setting expectations can be the difference between success and failure. Amy shares attitudes, behaviors, and techniques for setting clear up-front agreements with others.

ways to get more and better referrals

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.

are you poisoning your own well

How many times have you faced a task and the first thought that came to mind was something like “I can’t…,” “That will never work…,” “What’s the point of…,” or “I’m afraid that…”?  More times than you’d care to admit, perhaps? Each time you entertain a negative thought about your ability to achieve a goal, solve a problem, or deal with any situation, you’re poisoning your own well—filling your subconscious with negative unproductive thoughts that it eventually accepts as FACTS, despite the lack of any evidence as such. 

top lessons

In our constant pursuit to arm you with tools to become a sales master, we recently released a new book titled, Winning From Failing, by Sandler Trainer, Josh Seibert. While there are entirely too many teachings in the book to list here, below we have highlighted a few that encompass the essence of the book and are important takeaways for managers.