How to Succeed Podcast

Boost Your Conversions by Understanding Your Client's Style with Chris Drouin of Sandler!

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How to Create an Army of Internal Champions for Your Product with Aaron Prickel of Sandler.

Creating an internal champion for your product is one of the best things you can do to increase sales and market share. In this video, you will learn how to create an army of internal champions for your product.

Timestamps & Key Topics

0:00:02 How to Succeed at Selling Through Internal Champions

0:01:56 Working with Internal Champions: The Ideal Attitudes

0:03:29 The Importance of Internal Champions and How to Handle Them

0:04:56 The Importance of Internal Champions in the Sales Process

0:09:38 The Power of Internal Champions in Enterprise Sales

0:12:55 The Benefits and Importance of Having a Champion in Sales

0:14:16 The Power of Conviction in Business and Sales

Key Takeaway

• It is important to believe that you can help the client and to develop their attitude and mindset so that they are willing to fight for your product or service.

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#sales #sandler #internalchampions #product #selling #sell

Secrets to Boosting Sales and Minimizing Risk for Your Customers with David Trapani of Sandler

As a salesperson, it is important to be aware of the risks that buyers face when purchasing a property. In this video, we discuss some of the best practices you can implement in order to reduce the risk for your buyers.

Timestamps & Key Topics

0:00:03 Reducing risk for the buyer

0:02:16 The ideal attitude for salespeople in a sales call

0:03:55 Key things to do and when

0:08:58 The benefits of an upfront contract

0:10:26 The benefits of a predictable selling process

0:16:39 Reducing risk in the sales process

0:18:21The power of questions in sales

0:20:00 The perfect day

0:21:38 The power of predictability: how to succeed at reducing risk for the buyer

Key Takeaways

• The goal of reducing risk is to make the buyer feel more comfortable with the salesperson and the process. By thinking about the buyer's fears and concerns, the salesperson can take steps to reduce the buyer's risk.
• It is important to be more upfront about the sales process, provide more information about the product, or be more flexible in the negotiation process.

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#sales #reducingrisks #risk #salesrisk #buyer #salesprocess

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.

Key Topic:

0:00:03 How to Succeed at Gaining Access to Power

0:02:18 The Power of Self-Awareness in Sales

0:07:01 The Power of Pre-Call Planning in Business Development

0:08:49 Pre-Call Planning for a Successful Meeting

0:10:37 Pre-Call Planning Formula for Successful Sales Calls

0:12:08 The Power of Preparation in Business Development

0:16:21 The Power of an Entrepreneurial Mindset in Sales

0:18:21 The Power of Pre-Planning: How to Make the Right Connections and Achieve Success

Memorable Quotes:

"The first sale really is to the appointment."

"People buy for their reasons, not our reasons."

"We are paid to be professional communicators, and we are not our own audience."

"When our mindset changes in our attitude of mind, body, spirit, and those things are staying healthy, then it's going to drive those proper behaviors that we need to be doing."

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#sandler #sandlerworldwid #closingdeals #closingtips #salesclosing #sales

In this episode of the How to Succeed Podcast, Emily Yepes discusses some common mistakes salespeople make when prospecting for new customers. She explains that a lot of the fear and anxiety around prospecting stems from negative beliefs salespeople have about the process. She also outlines some simple fixes for these mistakes, such as having the right attitude and focusing on the right activities.

Resources:

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Key Topics in this Episode:

• How to Succeed at Avoiding Common Prospecting Mistakes
• Sales Myths and Misconceptions
• The Ideal Attitude for Prospecting
• The Benefits of Consistent Prospecting
• The Power of Prospecting Cadence
• The Power of a Concentrated Cadence in Prospecting
• Sales Techniques for the Modern Age
• The Benefits of Making More Phone Calls in Sales
• Sales Prospecting: Avoiding Common Mistakes
• The Top 3 Email Marketing Mistakes to Avoid
• The Importance of a Solid Digital Presence in Sales
• The Perfect Day for Emily Yepes
• The Power of Journaling with Standler Trainer, Mike Kunkle
• Sales and Marketing Alignment with HubSpot

Memorable Quotes:

• "Closing is not usually the issue."
• "Prospecting is often one of those painful topics where we start working with a new customer."
• "I think a lot of people struggle with that."
• "The other one you mentioned was it was on the working out analogy."
• "If you're celebrating your clients, you're telling their stories, you're telling the stories of your prospective clients as well. And that just seems to work a lot better and stand out in that crowd of noise."
• "A perfect day for me would be getting to work with my daughter, getting dressed on time, and eating her breakfast."

#sandler #sandlertraining #sandlerworldwide #sales #selling #prospecting #commonmistakes #prospect

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Happy Selling!

Reading Other People in Sales: How to Influence, Persuade, and Close Deals

Sales are all about relationships. To be successful, you need to be able to build trust and rapport with your potential customers. And one of the best ways to do that is by reading other people.

When you're in a sales situation, reading about other people can help you understand their needs and desires. It can also help you influence and persuade them to buy what you're selling. And finally, it can help you close the deal and get the sale.

Greg Orth is a long-time Sandler trainer from Lancaster, Pennsylvania and he will help us understand why reading other people can help you close more deals!

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Happy Selling!

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. Get the Sandler book, How to Sell to the Modern Buyer, in the Sandler Shop, Amazon, or Kindle.

• The best attitude, behavior, and technique on how to sell to the modern buyer
• The new book has 52 rules to help you sell to the modern buyer
• Be helpful, not subservient
• It's ok to disqualify people for some things while qualifying them for others
• Sometimes you need to clean out your funnel
• Engage, don't hide
• You have the power, not the technology
• 52 rules - one to focus on each week
• When what you're doing is successful, don't stop doing it

The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!

Tim Goering, Sandler trainer and expert in drama and trigger conversations, talks about how to recognize your own DISC behavioral styles and your personality triggers.

The DISC model divides people into four main behavioral styles. Individuals are identified as either People-oriented or Task-oriented. They are further distinguished as Reserved or Active. The resulting behavioral styles are called:

• D-style (Dominance)
• I-style (Influence)
• S-style (Steadiness)
• C-style (Correctness)

If you would like more information on DISC, reach out to a local Sandler Trainer or our Enterprise team for multi-location organizations.

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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.

If you would like to learn more about DISC, please contact a local Sandler trainer or our Enterprise team for multi-location organizations.

The DISC model divides people into four main behavioral styles. Individuals are identified as either People-oriented or Task-oriented. They are further distinguished as Reserved or Active. The resulting behavioral styles are called:

• D-style (Dominance)
• I-style (Influence)
• S-style (Steadiness)
• C-style (Correctness)

SUBSCRIBE: https://podfollow.com/howtosucceed

Don't forget to subscribe and leave us a comment!

Join us in our virtual summit: www.sandler.com/summit

Learn how to use DISC behavioral styles in your sales strategy to maximize your results.

The DISC model divides people into four main behavioral styles. Individuals are identified as either People-oriented or Task-oriented. They are further distinguished as Reserved or Active. The resulting behavioral styles are called:

• D-style (Dominance)
• I-style (Influence)
• S-style (Steadiness)
• C-style (Correctness)

Contact a local Sandler trainer to get your own DISC profile today!

SUBSCRIBE: https://podfollow.com/howtosucceed

Don't forget to subscribe and leave us a comment!

Join us in our virtual summit: www.sandler.com/summit