George Carlin did a bit once about words that included the phrase, “it’s the context that makes them good or bad.” The bit *hasn’t* aged well, but his words are prescient when it comes to techniques learned in training.
Training Industry, one of the most trusted and respected sources of information on the business of learning, recently selected Sandler Training as one of the top 20 sales training companies. This selection marks the eleventh consecutive year that Sandler Training has been so honored.
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.
Summer Solomonsen is Head of Cornerstone Studios at Cornerstone OnDemand, Sandler's Microlearning partner. Cornerstone and Sandler have partnered to deliver the world-famous Sandler Selling System in a proven Microlearning format.
Linc Miller, Sandler trainer, shows you how to succeed at the connection with prospects through the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world for bonding and rapport in sales.
Justin Stephens, Sandler trainer, shows you how to succeed at following up with prospects with the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world for following up.
Jim Ayraud, Sandler trainer and co-creator of www.SalesAccountability.com, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at maximizing your time invested. Get the best practices collected from around the world.
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.
Antonio Garrido, Sandler trainer and author of Asking Questions the Sandler Way, joins us to talk about the attitude, behaviors, and techniques of building better habits. Learn how to find and replace negative habits with better ones that lead to more success and better productivity. Get the best practices collected from around the world.
David Mattson, President and CEO of Sandler Training, talks about how to introduce a manager or another team member to your prospect. Learn the best practices collected from over a thousand Sandler employees around the world.
Al Simon, Sandler trainer, joins us to talk about the attitude, behaviors, and techniques of sales interactions. Learn the advantages and best practices of having a system for salespeople to follow and knowing your own sales gates. Learn how to lead and control the sales interaction and teach your buyer how to make the right decision.
Ken Seawell, Sandler trainer from Detroit, joins us to talk about the attitude, behaviors, and techniques and what binds them together. Learn the best practices of successful salespeople and entrepreneurs from around the world.
Jon Denn, Vistage Chair from Boston and author of Drumbeat Business Productivity, joins us to talk about the attitude, behaviors, and techniques of being more productive. Learn how to avoid distractions, be disciplined, and get more done. Learn how to great a steady drumbeat of productivity.
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.
David Mattson, Sandler's President and CEO, shares his thoughts about gauging the prospect's motivation and interest. Learn the attitudes, behaviors, and techniques of top performers, who can uncover and qualify the prospect's reasons for doing business.
As we enter Q4, sales professionals in all industries are likely pondering the same question: Am I on track? If the answer, based on the best available hard numbers and the most objective real-world assessment, is “no,” then it’s likely that another question is looming in the shadows behind the first one: How do I get back on track?
The ears have to hear what the mouth is going to say. I believe roleplay is one of the most important things that you could do as a sales leader. Why? It makes you strong, but it also creates muscle memory for your team. Here's what happens when we don't role play. We tell people what to change in their sales process.
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.
Last week, Sandler Training hosted the world’s top leadership, management, and sales professionals at a summit in Orlando Florida. More than 1,200 people joined Sandler in the sun to learn about sales and leadership, share best practices, and further our knowledge of how to succeed. The conference was incredible. From the opening video eliciting goosebumps to the #SandlerSummit trending nationally on Twitter with over 3.5 Million views, the room was electric. I have come away with so many notes and action items, but I have highlighted the top 3 lessons learned from last week.
Think you have got the perfect sales team? No matter how successful your group, every team has room for improvement. Whether your team falls flat in a specific area or they lack motivation, putting the time into improving faults helps create a more cohesive, successful sales force. Work together and follow these 5 simple rules to build a strong, effective, and eventually more profitable sales team.
Although teamwork is frequently the most efficient way to complete a big project, many managers struggle to lead a cohesive team. Managing individual employees along with the broader group dynamic brings confusion to team projects, causing the work and your team management capabilities to suffer. Tackle teamwork problems before they come up with these 25 tips for becoming a more effective team manager.
My Mom was a funny lady and during my youth, she was constantly throwing riddles at me.
Some of herriddles came in pairs and the pairs typically had a point.
One such pair of riddles has been a huge lesson forme as I have gone through life. Here they are.
Riddle 1: What did Tarzan say when he saw the elephantscoming down the road? "Here come the elephants." Riddle 2: What did the elephants say when theysaw Tarzan coming down the road? Nothing, elephants don't talk
Sales isn't for the faint of heart. You don't just encounter negativity on a fairly frequent basis. In many cases, it is your job to sniff it out and address it immediately. Sandler Rule #3: "No Mutual Mystification," deals with an issue that often plagues sales professionals – "happy ears."
Why? Why do we get up every day and go to work?
Because we have bills to pay: Really? Listen to the news-not paying your bills is now as much a status symbol as a Gold Card in the 1980's.
Because that's what is expected: Really? In most companies, the last time you saw your job description was the day you interviewed-and you don't know what is really expected, do you?
Because employees depend on us: Really? Management texts say a great manager implements systems that will operate well when management is not there.
Really it's because Mom or Dad said so
Wednesday mornings are tough enough without our most annoying client calling in with the usual simple problem that he is over-reacting to. We sigh and answer the phone - all while making the facial gestures of a person eating oysters for the first time in their life.
WHY does that client seem to be determined to drive you insane?
It's your fault ...
Every morning the manager from the operations department stops in to tell you how your team messed up his operations this weekend. She is soooo abrasive. You answer in abrupt sentences and quite rudely push her out the door
What do all of the world's greatest athletes, politicians and business leaders have in common? They didn't get to be the best on their own. They all had guidance from coaches and mentors, and that guidance is what brought out their endless potential in their field.
That's a headline straight out of sales training boot camp, but it's true.
There is a question most people want answered when they go to a sales training program or read one of the many sales how-to books; that question sounds like this, "Is there really one secret weapon or magic formula to make me better and increase my sales?" Wouldn't it be wonderful to find one ... so would winning the lottery, but not many do it
Over the last eight years I have done hundreds of one-on-one performance coaching sessions with salespeople, and the single most frequent question I hear is, "How do I get better?" It's a meaningful question and almost always asked with a genuineness that signifies the person speaking really wants help.
I usually respond to that question with a question of my own that goes like this, "Do you really want to know?" You see, at these moments I'm always reminded of a statement by Dr. Lee Thayer, "Most people prefer the problem they have to a solution they don't like."e