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Sales Process

In enterprise selling, making decisions becomes a much more complex endeavor. Watch Brian Sullivan, Vice President of Sandler Enterprise Selling describe how the Sandler Enterprise Selling Program addresses this common enterprise sales challenge.

Watch Time: 2 Minutes

This special bonus episode takes you back about 25 years to a training session with our founder, David H. Sander. He talks about why a selling system is so important to your career, even if you don't pick his...

Listen Time: 9 Minutes

Learn how the Sandler Enterprise Selling program addresses the idea of cross-functional sales teams with Brian Sullivan, Vice President of Sandler Enterprise Selling.

Watch Time: 4 Minutes

This strategy involves face-to-face contact with people you already know, and thus isn’t technically an example of digital prospecting. Even so, it’s a best practice we use and have coached others to use as a means of generating substantially larger numbers of referrals via LinkedIn.

Read Time: 3 Minutes

This is a truly amazing period of history for sales professionals. The information tools that help us to identify, connect with, and sustain ongoing relationships with buyers are more powerful than ever, and they allow us to do things few could have imagined just a few years ago. But there's a challenge we all face: We mustn't let the extraordinary technology we now have blind us to the importance of having a clear sales process.

Read Time: 8 Minutes

Learn how the Sandler Enterprise Selling Program can help you win, grow, and retain enterprise accounts from Vice President of Sandler Enterprise Selling, Brian Sullivan. 

Watch Time: 3 Minutes

When our clients are elephant hunting or are selling in the enterprise space, we encourage them to engage their executives in peer-to-peer selling to their counterparts at prospect organizations.

Read Time: 4 Minutes

Ryan, a salesperson in his mid-fifties, had hit a performance plateau. His commissions had been
flat for the past six months, and he had narrowly missed quota in each of those months. He
scheduled a meeting with his manager, Jeannine, to see if, working together, they could identify
any steps that would turn this pattern around...

David Mattson, President  and  CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale here, as well as, the companion video course.

Listen Time: 10 Minutes

Looking for the best way to log your daily activity and sales? Learn the best way to navigate your Sales Accountability dashboard today.

Watch Time: 3 Minutes

One important principle that resonates with all the other elements of the Sandler system is “Follow Through.”

In a previous post, I looked at changes on the horizon for salespeople in 2019. Now it’s time to look at the changes faced by sales leaders. 

Read Time: 5 Minutes.

The second decade of the twenty-first century is approaching its finish line. As it does, sales as a profession is going through a period of extraordinary change. In this post, we will look at some of the biggest changes on the horizon for salespeople.

Read Time: 6 Minutes

Perhaps the easiest way to avoid wasting time with questionable opportunities is to be
more selective about which ones you allow to enter the pipeline in the first place. A more
stringent “pre-pipeline” screening step may be worth considering. What are the criteria for
entering that active phase of your pipeline?

There are only a few weeks left in Q4, which means that lots of sales professionals are asking themselves a familiar question right about now: How do I make the most of the time between now and December 31?

Learn how to create a sales culture with Matthew Pletzer, Sandler trainer, and Mike Montague, VP of Online Learning at Sandler to talk about creating a sales culture and how that differs from company culture.

Dale Bierce, Sandler trainer from Sacramento, CA, talks about the attitudes, behaviors, and techniques sales managers and leaders should have towards sales forecasting. Is your sales pipeline predictable and reliable? Learn how to succeed in knowing what is coming from Sales.

Lorraine Ferguson, Sandler trainer from Albany, NY and author of the new Sandler book, The Unapologetic Saleswoman, shares her thoughts about being a strong, confident woman in the sales profession. Learn the attitudes, behaviors, and techniques of top female sales performers, and uncover the challenge and benefits of saleswomen. 

Having a big pipeline of “prospects” is typically seen as desirable. The more prospects you put into the pipeline, the more will eventually emerge as customers. At least that’s the theory!

And in principle, the theory is valid. Some of the people you put in the pipeline will become customers. But we always need to ask ourselves two important questions about our pipeline: “How many of these opportunities do I expect to turn into customers…and how long will it take for them to emerge from the other end of the pipe?”

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. 

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.

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.

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

For some salespeople, the vagueness of their initial prospect meetings carries through to their eventual presentations. They fail to establish clear connecting links between the elements of their proposed offer and the specific aspects of the prospect’s requirements. Instead, their presentations focus too narrowly on their product or service, their company’s capabilities, and in some cases, on themselves.

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.

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?

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. 

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.

Many of our clients ask how they can be more effective closing, or overcoming stalls and objections. The first thing to consider…. Most problems in closing are because of missteps made earlier in the sales process, not because of mistakes in the presentation or proposal.

Sandler trainers and new authors, Marcus Cauchi and David Davies, join us to talk about selling through retails, distributors, reps, and other third parties. Whether you are currently using other channels to sell your products or services or you are exploring new channels, you should listen to these two experts and read their new Sandler book.

Tom, a recent sales hire, was struggling. He knew his closing ratios were not what they could be. He asked his manager, Victor, for some help in figuring out why.

Victor agreed to sit in on some of Tom’s initial phone discussions with prospective buyers, and to accompany Tom on a couple of his sales meetings. After work, the two went out to lunch together to debrief on everything that had happened, and to see if Victor could offer Tom any insights that might improve his interactions with prospective buyers.

Dave Mattson does another Selling the Sandler Way audio tip. This time he shares his thoughts and secrets to dealing with price concessions and other negotiation tactics from buyers during the sales process. Learn how to succeed at negotiating concessions to your proposal.

In this special retro-edition, we go back to the early 1990's with David H Sandler as he explains the antenna you need for the sales profession. David Sandler talks about how to keep your eyes, ears, and mind open to new sales opportunities. He even shares a quick line for how to start a sales conversation on the golf course!

Jeff Schaffner, Senior Business Developer at Acro Media Inc and host of the Exploring Ecommerce podcast joins Mike Montague to talk about how to succeed at ecommerce. Is digital disruption threatening your business model? Learn how to lean into and succeed in ecommerce with the creators of Sandler.com and our online shop

In partnership with Evernote, the app that keeps your notes organized and syncs your memos so they're searchable and accessible anywhere, Dave Mattson, Sandler CEO and President, participated recently in a special podcast.

Brandon Bruce, Co-Founder of Cirrus Insight, joins the podcast to talk about the modern seller. How do you leverage technology and data to become a better seller?

Of the many daunting challenges that sales teams face in selling into complex enterprise accounts, one of the most frustrating is that of long, drawn-out sales cycles. Months can pass, even years, while pursuing a major opportunity with an enterprise account, an opportunity that may or may not be won. As that precious time passes, the doubt, the uncertainties, the risks and the costs all increase. How can selling organizations overcome this challenge?

In this special retro-edition, we go back to the early 1990's with David H Sandler as he explains the Salesperson's Bill of Rights. David Sandler knew the sales profession needed a self-esteem boost and he gave us the path to figure it out for ourselves. Listen in as Sandle challenges you get what is rightfully yours.

Sandler Training brings you a brief overview of the Sandler process and the Buyer's Process.

Learn how to keep a healthy and sustainable sales funnel. Ken Guest is a Sandler trainer and author of Selling in Manufacturing and Logistics. He talks about how to clear out the junk, keep deals moving, and close more sales with a healthy pipeline.

 Learn how to get commitments and be strong throughout the sales process, not just at the end. John Rosso, author of Prospect the Sandler Way, talks about how to avoid sales calls that go nowhere or the dreaded think-it-over at the end.

Have you noticed? Temperatures are rising, which means summer is about to make its big entrance. For most of us, that’s entirely good news, because summertime means things like vacations, cookouts, and maybe even some time at the beach with a good book. For salespeople, though, the advent of summer is likely to be a bittersweet development, one that leads to an unnecessary drop in annual income… because of the Myth of the Eleventh Commandment.

When you meet a new prospect, how do you position your product or service? How do you characterize its features, functions, and advantages? What motivates people to buy? The prevalent theory is that people buy to either gain pleasure…or avoid pain.

Learn how to bring up the subject of money and break through the baggage around it. Whether there is tension in you or the prospect, bringing up the budget can raise some uncomfortable feelings. Lauren Valentine will help you learn how to think and talk about money in an adult manner to help you succeed in sales.

Has this ever happened to you? You’ve finally obtained the appointment. You’re looking forward to meeting with the prospect and asking questions you carefully prepared in order to qualify the opportunity.

Learn how to find the science and systems in the soft skills of selling. Karl Schaphorst discusses the latest and best practices for the sales profession. Learn the attitudes, behaviors, and techniques behind the science of selling. 

Sometimes, even the best product needs a little help from the team to become a legend.

We’re sometimes asked what the bare minimum should be in terms of digital prospecting ability for an individual salesperson. Below, our list of five things we believe every salesperson, operating in any industry, should be able to do in terms of digital prospecting. If for some reason you can’t do this much right now, you should learn how, and sooner rather than later!

Learn how to hold salespeople accountable for their behaviors. Whether it is yourself or your sales team, Hamish Knox and Haley Ayraud will help you learn the best practices for sales accountability and building new habits.

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.

Inside salespeople who find themselves behind quota may assign their performance problems to any number of factors beyond their control: the economy, the competition, the weather. But the reality is that the single most common reason for this problem lies in something they do control: their choice to use, or not to use, a cookbook.

Learn the attitudes, behaviors, and techniques for successful marketing from one of the leading experts. Douglas has read over 150 marketing books and interviewed the authors for his podcast. He shares his favorite lessons learned and takeaways to help us fill the sales funnel with qualified marketing leads.

“In the dark of the night, every cat’s a leopard.” This old Indian saying provides great insight into enterprise selling, because it reminds us how important it is to identify the information that matters most about our key competitors… We must know them, prioritize them, and account for them. That means conducting a truly effective, and customized, competitive analysis. Unfortunately, most research sales teams do in this area falls far short of the mark.

Todd finally learned that he had lost the large deal. He was confused and thought his demo had gone well.  A month had passed since he was told by the prospect that he had “done a good job presenting his software!”  What could have gone wrong?

Matt Rister, Sandler trainer, talks to Dave Mattson about the ins and outs of the HVAC industry. Matt has experience in the industry and talks about how to succeed at selling the Sandler way in heating and air.

In this special bonus episode, Dave Mattson talks about a common problem with sales presentations. If you wait until the end of the presentation to close, you put too much pressure on you and the prospect. Learn how to prevent this pressure and succeed at giving sales presentations.

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.

The Sandler Enterprise Selling (SES) program, based on David Sandler’s revolutionary selling system, organizes the enterprise selling cycle around a six-stage, continuous process. SES provides a number of special tools throughout its six stages to help organizations land, keep and grow long-term clients, and we’ve added a tool to the SES arsenal – the Quarterly Value Review, or QVR.

Kevin Hallenbeck joins us to talk about the advanced Sandler technique of Negative Reverse Selling. Negative Reverse Selling combines reverse psychology with Sandler's questioning techniques. This is a very powerful, advanced strategy for getting to the truth in any conversation.

Karl Scheible joins Dave Mattson to talk about what happens with the competition is invited into one of your accounts. How do you deal with competitive bids or other situations where you are not the only provider?

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.

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.

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.

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

This selling the Sandler way episode is all about using stories in your sales process. Dave Mattson, President and CEO of Sandler Training, interviews Sean Coyle, one of our corporate trainers and prospecting experts about how to use third-party stories to engage your prospects emotionally in the sale.

This year, we are combining the Selling the Sandler Way podcast series with this show, and adding some special audio blog episodes. On Fridays, Dave Mattson, our President and CEO, will interview Sandler trainers about how to succeed in sales and sales leadership. This first episode is all about getting back to the basics of selling the Sandler way.

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.

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.

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!

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.

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.

Here is a 5 step TOTAL marketing process to design, plan, act on and measure your marketing program this year.

Dan Stalp talks about how to set sales goals for the new year, and then back into a behavioral plan to achieve them. You will learn what you should measure, how to set realistic goals, and the techniques need to find success in creating a sales cookbook.

Mike Jones, Sandler trainer from Ohio and new author of Selling in Manufacturing and Logistics, joins us to talk about the best practices for those industries. You will learn how to avoid wasting time in the bid process or responding to RFPs that you have no chance of winning. Mike talks about how to find, pursue and close the most profitable deals of your career.

While many salespeople put forth great effort into mastering the art of presenting, a few key myths can hold people back from closing the sale. Below I’ve identified three common misconceptions about sales presentations and how to avoid them in order to close more business.

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.

One of the most obvious reasons you should be building brick walls around your existing clients is to reduce the impact of aggressive competitor activity. While you are off flirting with seemingly more attractive and exciting new opportunities, your competitors will be targeting your “home base.”

Jody Williamson, Sandler trainer and author of the  Contrarian Salesperson returns to the podcast to talk about the decision step and how to deal with influencing factors and additional decision-makers.

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.

Many salespeople are this time of year. When October, November, and December roll around, and you find yourself on edge because you’re a little (or maybe a lot) behind quota, please don’t do what most salespeople do. Don’t fall into the trap of thinking, “Well, it’s the end of Q4; let’s face it, that’s always a tough time of the year for me.”

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.

As the New Year begins, it’s natural for sales teams to start thinking about ways to fine-tune their sales forecasting process. Below are some simple rules that will help you and your team improve the accuracy and efficiency of its forecasting.

Mark McGraw, our 2017 David H. Sandler Award winner talks about the art and science of closing the sale. Learn how to get agreements and close more deals with our sales trainer from Atlanta, GA.

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.

One surefire way to increase your selling success—close more sales, more quickly, and more consistently—is to call on the right people for the right reason with the right product or service. That makes sense. But, for the product or service you want to sell, who are the right prospects and what are the right reasons?

Sandler's Up Front Contract allows you to control the sales process. This will help establish a consultative selling process, as well as get a yes/no decision from your prospect as you achieve a close-rate between 90 and 100%.

The budget step is where we ensure the prospect is both willing and able to invest in our product or service. As the 4th step in Sandler Training's sales process, we need to ensure the prospect is qualified before doing a presentation or proposal.

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.

Rule 28. A sales meeting is your sales presentation. Master the skills that support a great sales meeting. Here's the bottom line, we want our sales meetings to be great, and we know they're not. And sometimes they're not because we're running from one meeting, we thought we had about a 30-minute window to get ourselves ready for a sales meeting which turns into a three-minute window and so we show up unprepared.

Greg Nanigian, Sandler trainer from Boston and new author of Why People Buy, joins us to talk about the best practices for uncovering Pain. You will learn how to discover why people buy and what to do about it. Greg shares how to start sales conversations that close deals and how to uncover the emotional reasons people buy from you.

Two key aspects of the Sandler sales system are: 
- Don't be a sales person. People don't want to be sold, but they want to buy. Create an environment where people feel comfortable buying.
- Understand human psychology. That means understanding and being able to understand your prospect, as well as understanding yourself.

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.

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.

Lauren Valentine, a Sandler trainer from Albany, talks about her best practices for shortening your sales cycle and closing deals faster. Whether you are looking for a one-call close or have a long cycle that needs to be quicker, Lauren shares her attitudes, behaviors, and techniques for moving deals through the pipeline quickly.

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.

In this episode of Selling the Sandler Way, Dave Mattson, the President and CEO of Sandler Training explores the Sandler Selling Philosophies behind the Sandler Selling System with Chuck Polin, a Sandler Trainer.

Mark’s sales manager asked him for his sales forecast for the month. What will really close?  Will Mark miss his forecast again?  ....

Learn how to succeed at aligning sales and marketing. Erik Host-Steen, Founder of SMP Alignment, shares his best practices for aligning your sales and marketing teams. From effective handoffs to qualified leads and using technology to smooth out the process. Erik talks about how to get your sales and marketing departments to work together.

In our firm, one of the top requests we get is to help write or re-write scripts for companies. Each time we get this request I smile, because we know scripts simply do not work.  There are four key reasons why scripts don’t work.

I made this statement about the fact that it's not what we sell that makes us different, it's how we sell it. Although he had heard that Sandler rule before, he was taken back and asked me to repeat it several times. What he began to understand was that to differentiate ourselves in selling situations we often look at the features and benefits of what we're selling. 

In this episode of Selling the Sandler Way, Dave Mattson, the President and CEO of Sandler Training explores the Sandler Selling Philosophies behind the Sandler Selling System with Paul Lanigan, a Sandler Trainer.

I taught the subject of “Personal Selling” as an adjunct professor at Loyola University Maryland for twelve years. The academic-industrial complex required the use of a textbook in class, and occasionally, I used it, often to point out the crazy ideas that Ph.D.’s who write textbooks have about the business world.

In this episode of Selling the Sandler Way, Dave Mattson, the President and CEO of Sandler training explores the Sandler Selling Philosophies behind the Sandler Selling System with Roger Wentworth, a Sandler Trainer.

Today we're talking about the top sales challenges that we face as individual sales producers. We have different types of people who listen to the show. Certainly short selling cycles, long selling cycles, transactional consultative. It's all over the board. Some do sales and service and some just do sales. At the end of the day, we all have challenges and a lot of these challenges that we have fallen into some general areas.

Welcome to a special program presented by Sandler Training. Today's show is designed to deal with the hardest situation that you as a salesperson are experiencing, or you as a leader, or some of the most common issues that you're facing day to day. It's really the stuff that gives you stress. What we're going to talk about today are some tactics and strategies to help you progress either your sale from one step to the next, or your organization, your company. We've got two different types of groups listening today. We've got leaders/managers, and we also have some sales professionals. We're going to go back and forth throughout the day. Regardless, if you've got to progress your organization or progress your sale, I think being stuck—as an example, in the sales process—is not a healthy place to be.

We are proud to introduce a new Sandler podcast, Selling the Sandler Way with 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. Listen to episode one in which Dave discusses the psychology behind the sale with Sandler Trainer, Pat Heidrich.

I don't suppose the Sandler sales system could be worth a try?

If you don't have a sales system, then you are likely following the buyers' system. And the prospect is in control of the buyers' system.
The seven step Sandler system puts you in control, while letting your prospect feel in control. The Sandler seven steps include Bonding & Rapport, Up Front Contract, Pain, Budget, Decision, Fulfillment, and Post-sell.

Welcome to the "How to Succeed Podcast." The show that shows you how to get to the top and stay there. This is "How to Succeed at Preventing Objections."  The show is brought to you by Sandler Training. The worldwide leader in sales, management and customer service training. For more information on Sandler Training, including free wi-papers, webinars and more, visit Sandler.com and look under the resources tab.  I'm your host Mike Montague and my guest this week is Joe Ippolito He is a Sandler trainer from Boston. And we're gonna talk to him about how to succeed at preventing objections. Joe, welcome to the show. Tell me a little bit about objections and why you picked this for a topic and who should be paying attention today?

Sales enablement is the idea – and follow me here – that all employees who interact with clients should have the tools and are able to do so easily, consistently, and effectively.  To empower your employees to do this, there are three major areas of focus to consider: Tracking and AnalysisTechnique/Training, Technology and Tools. If you can incorporate a system that excels at bringing your employees through all three of these phases, you will be well on your way to enabling a successful team.

Do you want more sales?  The number one tip we give to people who attend our monthly public sales workshops....ask better questions.

In working with thousands of salespeople and sales managers, a consistent area of concern they have is to improve on their stall and objection handling skills. When prospects say things like “we’re not quite ready,” “your price is too high,” “were staying where we are,” “you do the same thing my current supplier does,” I could go on.

Third-party stories, testimonials, case study, reviews, and other “social proof” can be a powerful technique in your sales toolkit. Storytelling carries a fair amount influence with your prospects and clients when done correctly. Stories can also redirect conflict, create an emotional connection, and help illustrate key features and benefits.

Whether it is time for a touch-point call or you’re visiting a new prospect for the first time, incorporating one or more of these phrases into your approach could be a deal killer. From giving your prospect an easy way to put things off to using too much jargon or lingo, it’s time to strike these words and phrases from your selling vocabulary.

Traditional sales training says present, present, present and close, close, close – convince your prospect with a compelling presentation, show him enough value, and he will surely buy.  When I first got into sales I really sweated the presentations.  I practiced them over and over; used different visual props and brochures; tried a variety of persuasive arguments; and created notebooks full of evidence favoring my product and my company.  Ultimately it became apparent that no matter how exciting or compelling my presentation was, my close rate was mostly dependent on what happened before the presentation, not during it.

Remember this rule when meeting with potential customers at your trade show booth:  The essence of selling is not telling; it is asking questions and sharing third party stories that will help your prospect self-discover his own need for your product or service.  People do not buy features and benefits; they buy solutions to problems.  If you want to stand out from your competition, stop overloading prospects with information and brochures.  Start asking thought and emotion provoking questions.

Have you ever lost a sale because of a problem you could have and probably should have dealt with earlier in the sales process? Have you ever lost a customer because you waited too long to tell them about a delay or defect? If you know a problem is going to blow up in your face, defuse it now.

The post sell step is the last step of Sandler's seven step sales process. After ensuring our prospect is qualified and delivering the presentation, we use the post sell step to avoid buyers remorse and insulate against any weakness in the close.

Too often, sales professionals make one fundamental mistake that could be costing them thousands in commissions. They believe that their job is to sell products or services to clients by explaining why their product is superior. Success in sales (and the size of your commission check), is determined not by the information you give, but rather, by the information you collect.

Too often, sales professionals make one fundamental mistake that could be costing them thousands in commissions. They believe that their job is to ... 

Sandler's "Pain" step is designed to find the prospect's emotional reasons for buying. People buy emotionally and justify their decision intellectually. We use the Sandler pain funnel to help guide the prospect to share their emotional and personal reasons for buying.

Bonding and rapport is the toolset we use to understand and interact comfortably with prospects and allow them to build trust. Among these tools are a pattern interrupt, active listening, mirroring and matching, as well as the psychology of interactions among people.

Are you selling Software as a Service (SaaS) solutions to non-technology companies?
Or perhaps data center solutions, enabling your clients to put their data in the cloud?
Maybe digital marketing, search engine optimization (SEO), Customer Relationship Management (CRM), or inbound marketing?

It’s not all about specifications, features, or speeds and feeds. Especially if you’re selling to a business that’s not as technology-driven as yours. What I’m going to say may blow your mind…. but skip the specs and features until you’ve dug really deep to determine the problem you’re helping your prospect overcome.

Technology and the sales process have always been besties—the telephone, the typewriter, and the GPS were old friends of the traveling sales representative. Today's buyer's journey has evolved into online-heavy research and marketing, but technology—just a different sort—is still crucial to the sales process and its success.

The person asking the questions is the one in control. You don’t have to answer every prospect question. Instead, use the reversing technique to ask them a question.

Linc Miller talks about sales as a role, and not taking the ups and downs personally. Relax. Slow down to speed up.

Time is the most valuable thing you own. When you lose it, you can never get it back. make the prospect earn your time.

If your closing rate is suffering or it’s taking longer than it should to close sales, you may be sabotaging your own efforts. Take a close look at how you interact with your prospects and make sure that each interaction adds value to the relationship, is focused on defining the opportunity, and keeps the selling process moving forward.

Negative reversing is a technique where you play hard to get in the sales process. You take something away, and let the prospect pursue it.

Arizona Technology Council Appoints Mark Kirstein and Linc Miller of Sandler Training as Facilitators of the Council’s Phoenix Executive Roundtable

When you're in a sales call, the prospect should be talking 80% of the time. Use Sandler's Reversing technique to be the one who is asking the questions.

Got a trade show coming up for your company? The common attitude is that you need to ramp up with lots of zip and swag to attract people and get them to buy. This is the wrong approach. Here are some tips on why and how to make your next show far more valuable.

Mike Uses Sandler Training- Be Like Mike

For many salespeople, having a full pipeline not only helps their self-confidence, but helps their sales manager have confidence that they are on track to stay on quota. However, it’s critical that opportunities in the pipeline are qualified and real. Prospects that don’t progress or close can be real time sinks.

As salespeople who work with homeowners, we sometimes fall into the trap of thinking that our most important job is to create quotes. We may decide to do as many quotes as possible, email those quotes and leave lots and lots of messages—all in the hope that prospects will hunt us down and tell us they've decided to buy. Instead, our job is to start conversations that generate decisions—small decisions at first, and bigger decisions as the sales process moves forward. That's the objective of effective follow through: to create more conversations that lead to a clear decision. If you can do that consistently, and monitor your progress toward your income goals as you do, then your numbers will be on track. If you don't, they won't be.

Imagine the following scenario.  After a few meetings with a prospect during which you examined his current situation and analyzed his needs and future goals, you developed and presented a four-step approach for what you believed to be the best fit solution to meeting his challenge.  The investment necessary to obtain and implement your solution is $12,800.  The prospect, while impressed with your solution, commented, "That's a bit more than we expected to spend.  We were hoping that we would be looking at something around $10,000."   What would you do?

When someone hands you a business card and says, "you should call this person", it's not really a referral. Without more information, it is more like they're sending you on a cold call. Cold calling is way down the list of favorite prospecting activities for most salespeople, and sometimes that frustration can spill over to referrals.

If your selling process ends with a close, you're doing it all wrong. "What!?! That makes no sense," I can hear you saying. "Closing is the ultimate success." All true. But you can close more (how does 80% sound?), see fewer clients and, best of all, make even fewer presentations. In the process, you'll feel more essential to your clients, more motivated, and more in control.

Understanding the importance of various accounts helps sellers sort customers and prepare for the next appropriate step in a relationship with the client.

Salespeople tend to be focused, driven, and almost single-minded when it comes to closing a sale. While this attitude can bring about great results, it can also prevent a salesperson from considering alternative ways to approach the sales relationship. Does the client prefer frequent phone calls to check in, or would your sales process run more smoothly with scheduled email follow ups? Take the time to re-evaluate your sales team's focus. Try these seven tips to drive new revenue and improve your sales game.

You probably have some features about your product or service that you think make you the obvious choice . But you can't assume your prospect thinks the same way that you do. In fact, if you 'pitch' those benefits, you're really trying to read your prospect's mind! And it probably won't work. -Video-

Avoid talking about the advantages and benefits of your products or services until you've determined what they can do for your customer

The infamous summer sales slump may be in full swing in your business, but it's time to turn things around. By rethinking your summer sales plan, you can use a slower market to your advantage. Follow our guide to building a sales plan that withstands summer slumps and turn these notoriously slow months into productive and profitable opportunities.

Your knowledge of your product and industry is really important. However, if you’re not careful, it can be a thorn to your sales effectiveness.

Have you ever made a prospecting phone call whose central message sounded something like this? We’ve helped our clients (X, Y, and Z) to deliver (so-and-so benefit) with our (Such-and-Such brand product/service), which has (so-and-so feature). I’d love to meet with you ....

When you’re selling… put “educating” your prospect aside. This means you don’t start with product literature, demos or trials. Instead, start your sales meeting by asking really good questions. In a good sales meeting, you need a dialogue, not a monologue.

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Your 'best' presentation results from everything you do BEFORE you deliver it. It’s the culmination of the smart questions you ask while developing an understanding of your prospects needs, and emotional pains. It reflects the third-party stories and questions you’ve used to get the prospect emotionally attached to your product or service as a solution. It confirms the investment and decision-making process your prospect has revealed ahead of the presentation.

If things aren’t going your way in the sales process…maybe you need to look at your own actions…

We may not think that we're doing the "hard sell". After all, we're not being aggressive and not using tricks or pressure. However, whenever you build your sales strategy around your needs-and not the prospect's we're in the "hard sell".

To be a great salesperson, you need to have more than charm and a positive attitude. Today's sales environment requires you to utilize advanced tools in your sales process. We dug deep into our sales tool belt to provide you with some of the most advanced and highly rated programs and apps. Try out a few of these tools if you are looking to become a stronger, more competitive salesperson in your industry.

People generally don’t like being told what to do. Children don’t like being told over and over again to clean their rooms, employees don’t like to be told over and over again that the Monday report is due Monday at 8am, and prospects don’t like to be told what they should buy and from whom. So how are you supposed to “sell” your products if you can’t “sell” anybody anything? .....

How many times have you left a sales call thinking one thing was going to happen only to find your prospect had something else in mind? Or maybe you thought you heard the prospect say he was faxing a signed contract, but it never shows up. As a group, salespeople have a common flaw: We only hear things we want to hear. We have happy ears, and we don’t know how to just come right out and ask the prospect for clearly identifiable and mutually agreed upon next steps. Remember to ask your prospect to “sum up” what he believes the next steps are, so both of you are on the same page..

LinkedIn and Sandler Training just launched a new project. An eBook that will change how you sell. We just received the new ebook prepared jointly by LinkedIn and Sandler called: LinkedIn the Sandler Way: 25 Secrets that Show Salespeople How to Leverage the World’s Largest Professional Network.

Sandler Training by Mercury Professional Development is proud to be a new Platinum Sponsor of the Arizona Technology Council. Mercury Professional Development has aligned with the Arizona Technology Council to add a unique focus to Sandler’s broader perspective: optimizing sales impact for technology companies and technology professionals..

Sandler Rule #21- Sell Today, Educate Tomorrow So, why is that person interested in buying your stuff? You step onto a car lot, ready to buy a new car. You want something 1) luxurious, 2) safe 3) and red. The engineer-turned-salesperson is excited about the technological advances of the new engine of a car that is 1) tiny 2) thrifty and 3) blue. You hear about the high-compression engine, direct ignition and synchronizers. He talks so much…you drive away…in your old car. Are you so ready to educate your prospect about your great product features that you lose the sale? Imagine the examples for your business.

Do your prospects have decision deficit disorder? Do you hear “think-it-over” more often than you hear “yes” or “no”? This often results from one of two causes, either:

Some will say selling is selling. Indeed, most professional selling techniques and processes are transferrable across industries. However being aware of the unique characteristics of the technology industry and the common personality traits of technology buyers can help you be a more effective salesperson.

The explosion of social media has created lots of new opportunities for your company when it comes to sales prospecting. Utilizing the tools available to you can expand your business and be a source of continuous lead generation. Or it can cause a very embarrassing publicity nightmare. Here are five rules you should follow to cash in on social media opportunities and become a successful sales professional:

Think back on your sales appointments over the past two weeks. How often did you use each of the following: "is there anything…" "could you…" "would you…" "can I" "I'll follow up on… does that work for you?" Each of those questions creates an automatic reflexive (Pavlovian) response in our prospects. The response to the first four is typically "no" and to the last one is "sure (but I won't answer)"

You're meeting with a prospect. You've asked all the appropriate questions to uncover the prospect's problem, concerns, desires, goals, and expectations. After fully analyzing the situation, you announce with no hesitation whatsoever, "No problem. I have exactly what you need." Does the prospect gasp a sigh of relief, utter under his breath, "Thank goodness," and pull a purchase order from the drawer? Perhaps in Grimm's version of the story, but not in the real world. Why

A sales template is defined as the step by step set of interactions you want your prospect to go through because it will give you a clear competitive advantage or otherwise increase the chances of you winning the business. An efficient sale system enables you to consistently achieve a desired outcome or set of outcomes without wasting time, energy, money etc. The most effective sales templates are basic enough to accommodate for change (focused on each stage of the sales meeting).

Have you ever killed a sale by bringing up an irrelevant feature to your prospect? Something you, or probably your marketing department, thought you prospect should know about before they signed up? At Sandler, this is known as "painting seagulls in your prospect's picture." Unfortunately, your seagull can quickly turn into an albatross. Traditionally trained salespeople who sit through hours of product training before being let out in front of prospects can't wait to share all their product knowledge when they get in front of anyone, qualified prospect or not

Practice makes perfect. Just like pro golfers, sales experts can't expect to improve without putting in rounds. Listen as Sandler CEO Dave Mattson explains the similarities between Sandler trainers and pro golfers.

Sandler Training's Karl Scheible explains Sandler Rule #46: "There Is No Such Thing as a Good Try." At best, "try" indicates intention, but not commitment. If the outcome of an action is important, don't "try." Commit to it.

Sandler CEO Dave Mattson discusses why Sandler isn't just your typical sales training seminar. Sandler is more than just a couple of sales tips; it's a proven system based on continual reinforcement and incremental learning that results in a permanent behavior change. To see how there's no "quick fix" to sales, leadership and management training, visit sandler.com