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sales process

How to Succeed at Budget

Pete Oliver and Dave Mattson talk about executing the Sandler budget step and how to talk about money on the sales call. This Selling the Sandler Way episode is all about how to break our bad budget habits, and effectively talk about money in the right way at the right time of the sales process.

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 succeed at getting evidence

Tim Roberts, Sandler trainer from Indianapolis, joins Dave Mattson to talk about how to find and collect verifiable proof of your prospects needs, budget, and decision-making process throughout the sales cycle.

how to succeed at decision timeline

Dave Mattson, CEO of Sandler Training, talks to Hamish Knox, Sandler trainer and two-time author of Accountability the Sandler Way and Change the Sandler Way, about working through the decision timeline with a prospect. You will learn why decision is a part of the qualification process with a client and what you can do about it.

how to succeed at completing a pre-call planner

Gregg Kessler, one of our Global Accounts trainers, shares a special audio blog about how to successfully complete a pre-call plan to improve your effectiveness and efficiency in the sales call.

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.

you got leads now what?

Every salesperson dreams of getting good leads. But what are you supposed to do when you get one?


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.

social selling

Paul Lanigan from Sandler in Dublin, Ireland share the dangers of social selling and how to find success. Learn the difference between social marketing, social networking, social prospecting, and social selling. Find social selling success with these tips and tricks for maximizing your social media.

Six Selling Certainties

1) If your 30-Second Commercial doesn’t answer a prospect’s “What’s in it for me?” question, there will be nothing in it for you!