sales calls | Sandler Training Skip to main content

sales calls

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?

 Creating Equal Business Stature in Your Sales Calls

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.

recovering from a bad sales call

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 Interview

Rule #10: Treat the job interview as a sales call, which means it's your job to disqualify. 

Ask most salespeople to describe the purpose of each interaction with a prospect and they'll probably say something like:
"close 'em"
"build the relationship"
"educate them"
"solve their problems"

All good answers, but the real purpose of every interaction with a prospect is to get to the truth.

What's uncomfortable about getting the truth in an interaction with a prospect? Ask any salesperson this question and most of the time their answer will be something like "I might not get their business!"