Qualification

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

Everyone wants to know what business closed today. Or this week. Or this quarter. But is that really all we should be asking?

Given the upheavals and uncertainty of 2020, many leaders and salespeople have been asking us what we see on the horizon as the next year approaches. What skills and adaptations will be necessary not just to survive, but to thrive in 2021?

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

Learn how to measure and properly quantify your prospecting efforts with Sean Coyle, one of Sandler's top prospecting experts. Sean makes thousands of outbound dials each week with the help of ConnectandSell and he knows how to make each one count. Listen in as he discusses prospecting best practices with Dave Mattson, President and CEO of Sandler Training.

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.

This blog will illustrate several techniques to nurture those prospects in your funnel and how to effectively turn them into clients. The ability to do this is what separates good salespeople from just good networkers. Below are four keys to developing a successful nurture funnel and how to convert your prospects into clients. 

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. For more information on Sandler Training, visit sandler.com. Now, it's time to learn how to succeed by Selling The Sandler Way with your host, Dave Mattson.

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. 

When prospecting, What's in it for them? What are the pains you solve, what are the outcomes you provide, and why should someone buy from you?  

One of the biggest sales mistakes is jumping into presentation mode way to early. The prospect should know that they’ll be buying from you long before you present your final pitch or proposal.