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Sales Process

agile thinking to sales

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Selling Across Cultures

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.

buyer-created solution

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.

Up-Front Contracts

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 30 Second Commercial

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.

It's A Sales World

A while back I attended a one-day Prospecting Boot Camp for salespeople in the heart of downtown London. After nine days of visiting attractions abroad, I decided to let my wife do the final day by herself, so I could endeavor to learn the differences (if any) in the mindset of British salespeople from their American counterparts.

Asking Questions the Sandler Way

Have you ever wondered, “What am I doing wrong?” or, “How can I take my practice to the next level?” If you have, you’re not alone, and you’re in luck. Our newest book release, Asking Questions The Sandler Wayanswers both of those quandaries and reveals so much more. In the book, Sandler trainer and author, Antonio Garrido, outlines how he revitalized his practice by changing his approach. Below we have identified a few key takeaways from the book.  

How to Succeed at Role Play

Mike Crandall, a Sandler trainer and author from Oklahoma, talks about his best practices for fundraising, including asking for money, creating a plan, and getting introductions to the right people. Mike shares his attitudes, behaviors, and techniques for raising more money and doing it with a sales mindset.

The Art of StoryTelling

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.

sales growth

Students of the Sandler methodology quickly learn that selling is not about lists of compelling features and benefits; it’s not about clever closes or flashy literature and expensive marketing collateral. It’s not about hogging all the airtime in the meeting, nor is it about forcing our own agenda into the buying process. It’s not about jazzy presentations or brow-beating the other guy into submission.