How to Succeed Podcast

• Who is Fishman's new book for?
• Attitudes to have and avoid in the retail space
• Where you might get stuck
• How a salesperson can make all the difference in the retail space
• Be wary of becoming an unpaid consultant
• How to kill a sale in 8 seconds
• Know your customer's style
• Interrupting vs Inviting
• The Questioning Palette: What questions should we have ready for selling in a retail setting?
• What advice would Rob give his 20-year-old self?
• Rob's favorite Sandler rule
• Rob's best attitude, technique, and behavior to succeed in an online world
• Information on Rob's book

Get Rob's book here: https://shop.sandler.com/books/retail-success-online-world

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.

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

• What's the challenge of starting out in sales?
• The mindset you need starting out
• You don't always have to get that "yes"
• Some goals, plans, and actions to find success in sales
• How to start a cold call
• The "no pressure" cold call
• Putting in the repetitions and practice leads to results
• What is success?
• One attitude, behavior, and technique you should have to succeed at starting out in sales

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.

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

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 at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

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.

Get the Sandler Rules for Sales Leaders book or companion video course for sales managers at: https://shop.sandler.com/

• What the Sandler Research Center does
• The essential components for overachieving sales performance
• Over 60% of sales people are not hitting their numbers
• 37% of sales people are not following the company's process
• Survey II: The Client Experience
• Identifying Critical Moments
• Benchmarking for Client Satisfaction
• The importance of engaging the team
• Symbiotic Value
• Closing comments and how to get the results

• Who will take care of my business when I retire?
• Most business owners don't have a succession plan – do you?
• How to change the attitude of "my business isn't worth anything if I'm not running it"
• Have you bought yourself a job, or did you build a business?
• Why you need to embrace failure
• Do your children want to take over? Are they capable?
• How to determine if your business is ready to run without you
• Why you should evaluate your business on MORE than the financials
• It's never too late to create a plan of succession – here's how
• One attitude, behavior, and technique you should have to succeed at succession

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.

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

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 at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

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.

Get the Sandler Rules for Sales Leaders book or companion video course for sales managers at: https://shop.sandler.com/

Brian Sullivan, VP of Sandler Enterprise Selling,  and Markku Kauppinen discuss: Major Account Buying Teams-Know the Behaviors.

In this episode:

• DISC basics and why it matters
• Differences in selling to buyers in small and medium sized businesses vs large, enterprise accounts
• How emotion gets in the way for the buying AND selling teams
• Danger of assuming someone's behavioral profile based on the function of their job
• How to use the profiles of your team to position them for success
• How understanding motivators and demotivators can help us
• What actions you should take and avoid taking with certain profiles
• The importance of preparation
• Summary of how DISC can help you with communication, your team, and your selling

The Selling the Sandler Way Podcast is brought to you by Sandler Training, the worldwide leader in sales, management, and customer service training. For more information, visit www.sandler.com.

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Bonus Episode: Don't miss the new online course: Building a Bulletproof Business available at Sandler.com/bulletproof

• Everyone has blind spots and it can be hard to admit the ones we have
• You can have an organizational, departmental and individual blind spot
• How to fix learned helplessness and create self-sufficiency
• Some details on the Building a Bulletproof Business online course
• The reason we all need a coach
• The 13 blind spots we may have
• How to create a playbook for your team and why you need one even if you people have years of experience
• The mantra Dave Mattson lives by in seeking out his blind spots

Get the book: https://shop.sandler.com/books/road-excellence

Enroll in the online course: https://shop.sandler.com/online-courses/building-bulletproof-business-online-course

• What is mental preparation and why is it important in our work?
• How we should prepare for our most challenging moments and actually crave them
• Figure out the WHY behind what you're doing to sustain you through those tough moments
• How to mentally prepare by working on your technique - even right before you perform
• Where most people have trouble on this
• Why a system/process is so important
• Is all the hard work worth it to win a gold medal?
• What do you do after you've reached your highest goal?

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.

Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell

Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

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 at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

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.

Get the Sandler Rules for Sales Leaders book or companion video course for sales managers at: https://shop.sandler.com/