How To Succeed Podcast

David Fischer, Sandler trainer, talks about understanding the buying process to sell more effectively. The sales process has changed significantly in recent years. Prospects are now much more informed about their options and the buying process than they used to be, so salespeople must adapt their approach accordingly.  In this video, you will learn more about the buying process to understand your clients better and sell more effectively. Get the Sandler book, How to Sell to the Modern Buyer, in the Sandler Shop, Amazon, or Kindle. Timestamps: 0:00:02 How to Succeed in Matching Your Sales Process with the Modern Buyer Journey 0:02:48 The Ideal Attitudes for Salespeople in the Modern Era 0:04:14 The Role of the Salesperson in the Modern Buyer Journey 0:07:08 The Importance of Sales Templating 0:10:00 The Benefits of a Sales Process 0:12:18 The Importance of Aligning Your Sales Process with Your Customer's Buying Process 0:14:29 The Importance of a Good Sales Process 0:16:26 The Benefits of a Macro Upfront Cont

Steve Montague, Sandler coach from Kansas City, returns to talk about recession-proofing your team and culture. The biggest thing that great leaders do during tough times maintains a positive attitude and focus on growth. They also practice radical transparency with their team and invest in their people, even when resources are tight. In this video, we will discuss how businesses can cut costs without harming their growth Timestamp 0:02:06 Leadership in Difficult Times 0:03:37 The Impact of a Leader's Mindset on Business Success 0:08:16 The Benefits of Marketing and Sales Investments  0:09:47 The Importance of Focusing on Profitable Deals in a Downtime 0:11:27 Recession-Proofing Your Business and Company Culture 0:16:54 The Success Principles    Memorable Quotes “Sometimes dropping a bad client can be the best thing for you to free up time and resources or to move on to more profitable deals, especially in prospecting” ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Do

An Essay from our founder, David H. Sandler: Thank You, Prospects FOR every turndown, which made me stronger even though at the time I thought it was the end of my career. FOR every backout which left me disappointed and discouraged…and a special apology for all the 4-letter words that went through my mind at the time. FOR not showing up for a Monday morning appointment that had been confirmed, and one which I was worried about all weekend…you taught me how to relax and enjoy my family…seven days a week. FOR every “I want to think it over”… until I became angry enough to learn how to deal with a stall which had no substance except in my own mind. FOR every other stall and objection I have never been able to find in any sales training manual…which made me a better salesperson by forcing me to use my creativity in order to find a response. FOR teaching me that money is a conceptual thing and not a technical thing, and that you only had as much money as I was strong enough to ask for…even though it had no relati

Learn how to optimize your Sandler sales process by leveraging technology with Sandler author and sales tech futurist, Jody Williamson. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023 

Register for the free HubSpot Academy course at: https://www.sandler.com/startingconversations   Kyle Jepson and Mike Montague, instructors in this new course, talk about why salespeople fail to connect in prospecting calls and how you can bring more relevance and credibility to your sales conversations. You only get one chance to make a first impression with your buyer. This critical moment can capture their interest, establish equal business stature in the relationship, and set the stage for a mutually-beneficial sales process. Or, it can kill your sale before it ever has a chance to develop. In fact, 60% of people find generic sales pitches irritating. Most salespeople are overly enthusiastic and use resume-style hyperbole when trying to get a buyer’s attention. However, Sandler has discovered what savvy salespeople already know. To be successful, you must make the conversation about the buyer’s needs, not your credentials, and differentiate yourself from competitors. In this lesson, you’ll learn how to p

How to close more deals by understanding the buyer's journey with Sandler trainer and author, David Davies! Get the Sandler book, How to Sell to the Modern Buyer, in the Sandler Shop, Amazon, or Kindle. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023 

Hamish Knox, the award-winning Sandler trainer, talks about how to structure and implement effective sales compensation plans! SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023 

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.  Don't forget to subscribe and leave us a comment! SUBSCRIBE: https://podfoll

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 upfron

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 sta

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: Don’t miss a chance to register for Sandler Summit 2023! Every year gets bigger and better. Will you be a part of it this year? Get your tickets now: https://events.sandler.com/summit2023  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 Ema

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! SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! 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 new book at: https://shop.sandler.com/category/books    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.  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

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

Upfront contracts are used in Sandler training to describe mutual agreements between buyers and sellers about what will happen next. They are verbal agreements about anything from the agenda for the meeting to the next steps in the buyer's journey. How and when to use Upfront Contracts is crucial. Let’s find out in this episode as Joe Ippolito joined us to talk about this topic so watch until the end of this video.  00:00-00:34 Intro 00:39-03:33 What is an Upfront Contact and when to use it?  04:22-08:35 Common misconceptions about Upfront Contract  08:37-12:11  Behavior for setting an Upfront Contract 12:13-18:20 Techniques for setting an Upfront Contract 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

Are you looking for tips on how to raise your sales? Look no further! This video will provide you with actionable advice that you can use to increase your sales and grow your business.  “How does life adversity help you build strength and how do resets help you come back stronger than you ever were before.” -Clint Unrau, Sandler Trainer from Winnipeg, Canada He joined us today to talk about raising your sales and Why having the right attitude boosts your sales pipeline? Tune in as we go over these topics:  00:00-00:42 Intro 00:44-03:09 How to raise your sales? 03:18-04:14 Ideal attitude and common misconceptions  04:15-07:00 Languishing burnout  07:01-13:58 Behavior, attitude, and techniques 14:21-17:28 Skills needed to learn in raising your sales 21:18- 23:36 Q&A with Clin Unrau  Join our virtual summit: www.sandler.com/summit 

By understanding the buyer's journey, businesses can create marketing strategies that are tailored to each stage of the process. By providing helpful information at each stage, businesses can build trust with their potential customers and ultimately drive sales. Jeremy Thomson will help us understand the buyer’s journey through these topics: 00:00-00:40 Intro  00:50-02:47 What is the buyer’s journey all about? 02:55-07:00 Common misconceptions about sales and marketing 07:07-09:50 Marketing to buyer’s journey 09:52-11:57 Learning how to treat buyers differently throughout sales and marketing funnels  11:58-17:22  Marketing qualified leads vs. Sales qualified leads  17:28-22:16 Tips and tricks for understanding the buyer’s journey  22:18-23:35 Best advice from Jeremy about the buyer’s journey 23:43-28:54 Q&A with Jeremy Thomson Find him at: https://www.linkedin.com/in/jeremywthomson/  SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Join us in our virtual sum