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Prospecting & Qualifying

How to Succeed at Understanding Prospect's Motivation

Learn how to uncover and understand the prospect's buying motivations. What could be more important in sales than understanding why people buy? Mike Crandall, Sandler trainer and author, talks about the key factors for motivation. 

3 behavioral mistakes sellers make when prospecting

There are numerous components which determining a seller’s success. Near the top of this contributing-factor totem pole, is behavior. If an individual cannot execute proper behavior, they will struggle to find high levels of achievement. Behavior, the action we take towards our goals, is the blueprint for success in the sales world. Following through on these plans, however, is easier said than done. A large contingent of the salespeople routinely makes the three mistakes listed below. 

How to succeed at creating a prospecting list

Chip Doyle, Sandler trainer from the UK, talks about the importance of having a prospecting list with Dave Mattson, President and CEO of Sandler Training. Successfully creating a qualified prospecting list does many wonderful things for your sales career. Learn how in this Selling the Sandler Way podcast.

How to Succeed at Managing Propsect's Emotions

Jim Barnoski, Sandler trainer, talks about how to manage the prospect's emotional reactions to the sales process. Often, talking about things like budget, the prospect's problems, or even the people involved in the buying decision will trigger negative emotions in your prospect. If you can't prevent or get rid of them, the prospect might get rid of you instead.

Four Social Selling Best Practices for 2018

If your goal is to find more prospects, get more and better referrals, and make more commission dollars in 2018 than you did in 2017, consider upping your social selling game. Here are four quick tips that will help you to avoid some common mistakes online.

How to Live a Drama-Free Sales Career

This article discusses concepts and strategies from our No Guts, No Gain assertiveness program. This self-study program was designed from David Sandler’s teachings on goal-setting, getting tough, and avoiding game and powerplays.

SALESPEOPLE: DIG DEEPER … WITH REVERSING

When prospects ask you a question (or use wishy-washy words, or try to mislead you, or use smokescreen tactics), wouldn’t it be nice if you knew for sure what their true intention was? David Sandler developed a tool to help the salesperson accomplish exactly this. It’s called reversing.

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.

Unseating Incumbents

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.

Finding New Clients

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.