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Sales Process

How to Succeed at Advanced Questioning Strategies

Danny Wood, Sandler trainer, shares his thoughts about the best questioning strategies and how to get to the next level in your sales skills. Learn the attitudes, behaviors, and techniques of top performers, who are masters of this technique. 

How to Succeed at Setting Onboarding Benchmarks

Dave Mattson is back to talk to leaders and managers about onboarding. What is your plan for getting new sales up to speed and how do you know if things are going according to plan? Find out in this special selling the sandler way episode from our CEO.

Power of Pain

Think about your last purchase, why did you make the purchase?  Perhaps the first things that come to mind are, "It was on sale, so you saved money," "it will allow you to get things done faster," or possibly "it will improve your health.”  These are logical reasons.  The reality is these are not the reasons you bought, it is how you justify the purchase.

close the sale

Learn how to close the sale or close the file with John Rosso and Mike Montague. 

How to Use Different Kinds of Questions to Improve Your Selling

As a professional salesperson, you’re a business consultant. That means you get paid to uncover the very best answers to the most important questions -- until you understand the prospect’s situation well enough to either offer a viable solution or walk away. To do that, you must ask questions with a clear purpose, questions that move your sales process forward.

how to succeed

Dean Langfit, Sandler trainer from Akron, OH, talks about how to motivate, hold accountable, and coach your team. Learn the attitudes, behaviors, and techniques of today's top managers.

how to succeed at making touch calls

David Mattson, President  and  CEO of Sandler Training, shares a quick audio blog about touch calls. How do you keep in touch and check in with your prospects and clients?

how to succeed at building rapport

Sharlene Douthit, Sandler trainer from New York City, returns to talk about building rapport with clients and prospects. Learn the attitudes, behaviors, and techniques of top salespeople, and learn how to incorporate them into your next sales call. 

how to succeed at dealing with new decision-makers

Dave Mattson shares his thoughts about how to handle new people entering the sales process and how to handle new decision-makers. Learn the attitudes, behaviors, and techniques of top salespeople and how they deal with new players. 

Leveraging Social Selling to Avoid the Summer Slump

According to research done by AYTM, over 60% of business professionals will take a summer vacation. At any given moment this summer, a third of your prospects and customers may be away from work. That can make it difficult to keep sales numbers up – and yourself or your team motivated. This summer, you can use these social selling tips to avoid a summer slump.