Sales Process

1. Don’t act like a salesperson – Put aside your own needs so you can focus on the prospect and their needs.
2. Don’t answer questions – Not until you know the “why” behind the question.
3. Don’t tell - Listen with curiosity, empathy, and an honest willingness to get to know the other person.
4. Don’t assume – Validate by asking a qualifying question.

If you manage a sales organization or are in sales yourself, you don’t need me to tell you it’s the hardest job in any company. It’s the only job where, if the customer decides not to buy you don’t get paid, you miss your revenue goals or maybe you don’t get to keep that job. Couple that with all the uncertainty that goes along with growing a profitable business. Not knowing who will say yes and who will say no. With that in mind, if you can embrace two concepts, along with implementing a strong selling strategy, sales will get a whole lot easier.

You have the right to fail. No need for excuses for attempts and failures, you have the right to them. Go for it! Some you win, some you fail. Success = Failure + Persistence.

The intensity of this time of year can make selling for a living feel a bit like the playoff season! Here’s three proven strategies you and your team can use to close more sales opportunities, set the right end-of-the-year game plan, and make the final “inning” of your team’s fiscal year pay off.

Not too long ago, most people believed in-person meetings were how important business was conducted regarding business-to-business sales. Face-to-face was the name of the game. And then what happened?

Are you looking to close big deals? In this podcast, we share the untold truth about closing big deals. You'll learn how to overcome objections, get more referrals, and increase your closes! It's Wade Rown, Sandler trainer from Chattanooga, Tennessee.

Mike Montague interviews David Mattson, President and CEO of Sandler and author of How to Sell to the Modern Buyer. Dave talks about the new Sandler book and how modern sellers can align with the current reality of selling in a hybrid world.

Andrew Wall is a long-time Sandler trainer from Toronto, Canada talking about how to adjust your communication style for sales and leadership success. This is an advanced lesson about DISC behavioral style for the sales profession.

Joe Ippolito joins to talk about the Upfront Contract.

Cal Thomas joined us to reveal the secrets of controlling sales conversations with questions.