How to Succeed Podcast

Dave Mattson, President and CEO of Sandler, shares his best practices for honing your talk tracks. Learn how to write, practice, and deliver your talk tracks for each part of the sales call.

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

Jim Marshall, a long-time Sandler trainer from Florida, joins the podcast to talk about how first-time managers can be successful at coaching their direct reports. Learn the attitudes, behaviors, and techniques of great leaders, and learn how to incorporate them into your new management position.

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

Dave Mattson does another Selling the Sandler Way audio tip. This time he shares his thoughts and secrets to dealing with price concessions and other negotiation tactics from buyers during the sales process. Learn how to succeed at negotiating concessions to your proposal.

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

In this special retro-edition, we go back to the early 1990's with David H Sandler as he explains the antenna you need for the sales profession. David Sandler talks about how to keep your eyes, ears, and mind open to new sales opportunities. He even shares a quick line for how to start a sales conversation on the golf course!

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

Jeff Schaffner, Senior Business Developer at Acro Media Inc and host of the Exploring Ecommerce podcast joins Mike Montague to talk about how to succeed at ecommerce. Is digital disruption threatening your business model? Learn how to lean into and succeed in ecommerce with the creators of Sandler.com and our online shop.

Click here to listen to Mike Montague, VP of Online Learning at Sandler, on the Exploring Ecommerce podcast.

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

Don't forget to subscribe and leave us a 5-star review in iTunes!

Dave Mattson shares his thoughts on sales leadership and how to build a culture of continuous improvement through role play. This Selling the Sandler Way take is a great listen before your next sales meeting.

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

What if Sandler Training wasn't about sales, management or customer service? What if it wasn't even about communication skills or learning how to succeed? What would it be about?

Could it be about changing or even saving lives?

At Sandler, we talk a lot about finding and fixing pain. Sometimes pain is physical and real, and sometimes is emotional or even imagined. But what we know for sure is that PAIN is a very strong motivating force, and most people will do anything to relieve it.

That's why we learn questioning strategies like the Pain Funnel, a proven set of questions designed to help people realize and deal with their pain. Most of the time in sales, we uncover surface problems or business reasons, but sometimes it is personal and emotional. And that is when it is real pain.

We recommend you memorize the Pain Funnel questions because the right questions might save your life or someone else's… This is a true story from one of our clients.

"I got a text message yesterday from my children's mother saying she was going to end her life. I called her immediately, and she answered in tears stating that she had lost her children, lost her love, and was done with life.

My initial response without forethought was to fall back on my sales training, I asked "What do you mean, tell me more about that, please." She responded saying her life was over. I asked, "What you mean and how long has it been that you have been feeling this way?"

She told me that ever since she had left me and the children, she had been addicted to prescription narcotics and in an abusive relationship. By this time, I am in my vehicle racing to her home. I asked her, "Since this realization, what has she tried to do to get help or leave?"

She responded saying she had tried to stop using and tried to leave her lover many times. I told her clearly this has failed to work, and she agreed. I asked her what it has cost her?

She then told me that this has cost her, her family, children, and life… With a lump in my throat I asked her what she was feeling coming to this realization.

By this time, I had arrived at her house and was going to find her. I found a beaten woman who was in the process of ending her life. At this point, I pulled my wallet out and showed her a picture of my beautiful 6-year-old son and my amazing 13-year-old daughter… and asked her, "Are you going to give up on them? And are you done fighting?"

At that point she dropped what she had in her hands and allowed me to call for help. Less than 24 hours later, she is on a plane to Colorado to a treatment center for addiction and spiritual healing.

The skills you teach far surpass sales… You teach how to meet people where they are and to get the root of issues and pain. I thank you, I fully believe without the questioning skills you have instilled in me, I would not have had the clarity to get through to her and my children's mother may not be here."

We hope you never need them for this reason, but we will leave you with one question. How good are your questioning skills?

_____

The How to Succeed Podcast is a public and free podcast from Sandler, 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

Sharlene Douthit joins the podcast for the first time to talk about employee retention. Learn the attitudes, behaviors, and techniques of great leaders, and learn how to incorporate them into your culture to stop turnover and keep valuable employees.

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

Don't forget to subscribe and leave us a 5-star review in iTunes!

Sean Coyle, Sandler trainer, prospecting expert, and David H Sandler Award winner talks about how to lower defensive walls and build rapport quickly in a sales call. Learn the attitudes, behaviors, and techniques of master salespeople and prospectors who can quickly and easily build trust with their prospects.

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

Don't forget to subscribe and leave us a 5-star review in iTunes!

THE BIGGEST NAME IN SALES AND BIGGEST NAME IN MOTIVATION TEAM UP

Sandler Training And Ziglar Inc. To Share Strategic Resources

In this episode, you will learn about legacy from Tom Ziglar, CEO of Ziglar, Inc. and co-author of Born to Win with his father, Zig Ziglar. Tom shares his thoughts on the attitudes, behaviors, and techniques of building a legacy and life worth living. Tom also talks about the new Sandler/Ziglar strategic alliance.

Owings Mills, MD – Sandler Training and Ziglar Inc., two of the major players in the training world, have formed a strategic alliance to share resources.

As the leader of the global sales training market, Sandler Training has 250 offices worldwide, with professional trainers providing more than 450,000 hours per year of instruction in 23 languages.

Ziglar Inc. has been a leader in the motivational and business space for over 40 years. Zig Ziglar, the founder of Ziglar Inc., has influenced approximately a quarter of a billion individuals, and his son, Tom, carries on his legacy today.

The strategic alliance with Ziglar Inc. enables Sandler Training to offer additional courses, as well as enhancing already existing programs, to their clients. The Ziglar content focuses on attitude, which fits well with Sandler's proprietary BAT program (Behaviors, Attitudes, and Techniques). Likewise, Sandler Training will bring Ziglar Inc. more into the corporate arena by allowing the company to offer specific Sandler courses to Ziglar clientele.

Years of mutual respect and admiration for each other's successes has led to this alliance. "We realize and appreciate the impact Sandler's had on the corporate world," says Tom Ziglar. "So we want this alliance to help bring the Ziglar message into the corporate world."

A driving force for these companies to align began with the idea that millennials are often unsure of what career path they want to go down. Ziglar's motivational content mixed together with Sandler's sales training techniques ensures a millennial's success. "Our combined offerings create a powerful learning path for millennials as well as all levels and generations throughout an organization," says David Mattson, President and CEO of Sandler Training.

The proven and timeless principles of David H. Sandler and Zig Ziglar continue to drive success for companies and individuals, and both Sandler and Ziglar have demonstrated the ability to transfer those proven and timeless principles into today's ever-changing and evolving business landscape.

"I love that the biggest name in sales joins the biggest name in motivation," Ziglar emphasizes. "The corporate world needs what Ziglar has and Sandler is the world leader in helping corporations achieve their revenue goals, which enhances our offerings."

Sandler Training is known in the industry for its techniques and skills with sales training while Ziglar Inc. is recognized specifically for the attitude portion of effective leadership training. Mattson states, "if you can meld those two together, it's just a winning combination."