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Prospecting & Qualifying

How to Nurture Prospects and Gain Clients

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. 

No-Pressure Prospecting

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.

Three Critical Social Prospecting

First, let’s understand what social prospecting is and what it isn’t. Social prospecting simply means using social media and online networks to add more prospects, information, or sales opportunities to your pipeline. In other words, social prospecting is using modern communication and information networks to start a sales conversation with another person to determine if there is a reason to do business together.

Getting More Referrals and Introductions

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.

 How to Maximize Efficiency when Cold Calling

One of the biggest challenges in the sales world is properly executing a cold call. Cold calls can be awkward, nerve-wracking, and even detrimental if not initiated correctly. However, cold calling isn’t a complex obstacle to tackle. In fact, the skills are quite simple, and it’s a necessary skill that every top seller must master. Below is a four-step guide to follow when cold calling to increase your efficiency and effectiveness.

Cold Prospecting

Welcome to the How To Succeed Podcast. The show that helps you get to the top and stay there. This is How to Succeed at Cold Prospecting. The show is brought to you by Sandler Training, the worldwide leader in sales management and customer service training. 

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.

Asking Questions

Antonio Garrido, Sandler trainer, and new author of Asking Questions the Sandler Way joins us to talk about the best sales questions. You will learn his favorite questions, the right attitude for asking questions, and why you should be asking more and better questions in the first place.

Business Meeting

Fear may be the most powerful motivator affecting your buyers’ decisions. However, in their effort to maintain an image of power and control, buyers will be reluctant to share their true anxieties and concerns with you. You’ll increase your sales production when you help buyers discover and overcome their fears, show that you are sensitive to those issues, and then lead those buyers to the conclusion that your product will replace their fear with peace of mind.

Busy schedule

Having a big pipeline of “prospects” is typically seen as desirable. The more prospects you put into the pipeline, the more will eventually emerge as customers. At least that’s the theory. And the theory is partially true. Some of the people you put in the pipeline will become customers. The question is, “How many will be customers and how long will it take for them to materialize from the other end of the pipe?”