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sales techniques

How to Succeed at Breaking Out of a Funk

Dan Huddock, a long-time Sandler trainer, joins us to talk about the attitude, behaviors, and techniques for breaking a slump. Learn how to stop negative spirals and start positive ratches that get you going in the right direction!

Do Multitalented Salespeople Help or Hinder Your Business?

Sales managers, would you rather have a team of multitalented salespeople…or a multitalented team of salespeople? No, that’s not a trick question. But, the answer may be a bit tricky.

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 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.

In this special episode, we take a listen into a live role play with David Sandler, the founder of Sandler Training. The recording took place in the early 1990's but the lessons are still applicable today. Do you find yourself talking too much and solving prospect's problems without getting paid first? This episode will help you take control of the sales call and teach you how to deal with competitors.

how to succeed at post-sell step

Learn how to confirm your agreements, get referrals, and deal with the competition in this important episode. Troy Elmore talks about how to finish an appointment or sale. Learn the best practices for confirming agreements and determining what should happen next.

Approaches to Collecting Late Payment

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.

Customer Service

The sales industry is fast-paced now and isn’t showing signs of slowing down. It’s easy to get wrapped up in the clutter of new selling techniques, emerging technologies, and more specialized analytics. Although those components – and some others – can play a major role in your level of success. It would be a mistake to spend too much time on them and ignore the basics. Before you get carried away learning this or that, remember to take it back to your roots and ensure that you are providing optimum customer service. If you have strayed a bit or are just looking for a reminder, below are five imperative tactics to employ in your practice.

You Talk Too Much

Do you talk too much?  Many salespeople do. How do I know that? Because I use to do it! But more significantly, when I visit a store and indicate my interest in something it seems the sales clerk takes that as a cue to talk too much.