Conversational Selling Brian Jackson: Sandler and DISC as a Foundation of Sales World
About Brian Jackson:Brian Jackson is the Owner of The Sandler Sales Coaching Program and a sales coach of the Sandler Methodology since 2006. His passion is helping seasoned, professional salespeople reach their greatest potential - both personally and professionally – by watching them win. Before owning Sandler Training, Brian invested over 20 years in healthcare equipment & SAAS sales, having served the most recent 12 years in various leadership roles. He enjoys coaching Owners, Executives, and all customer-facing, "selling" people within the Technology/SAAS vertical. Also, Brian has spoken on a wide variety of business and personal development topics and is available to speak at corporate events, trade shows, etc. Check out the latest episode of our Conversational Selling podcast to learn more about Brian.
In this episode, Nancy and Brian discuss the following:
- A nerd at heart: the sales nature of Brian Jackson.
- The art of persuasion is all about selling, and the selling is all about communication.
- Brian's way of getting into Sandler's world.
- What differentiates Sandler from other sales methodologies?
- Features and benefits versus consultative selling.
- DISC and Sandler go hand in hand.
- Useful tricks to learn from DISC.
Key Takeaways:
- Not many people grow up saying, "I want to be in sales," but I'm one of those.
- I always knew that in the back of my mind, being a Sandler trainer was something I could do and enjoy, so here I am.
- Take advantage of the technology out there to prepare for your conversations.
- If you're a salesperson, you do not need to feel so much pressure to be the one to convince, persuade, and manipulate others magically.
- Sandler takes your career to another level.
" Be the contrarian salesperson. Get out of your way. Stop trying to sell, persuade, and manipulate people. Stop trying to script out what you're going to say. Instead, guide people on a path of self-discovery instead of trying to convince them. Go for the no. Guide them to self-discovery. Let them argue with you why they have the problems you solve and why they should be committed to fixing them. My favorite saying in the rule is, "People do not argue with their own data." To finish answering your question, I believe the art and the science of selling are to guide people on that path of self-discovery because they don't argue with their own data. And if you can do that, then you don't have the objections in the first place." – BRIAN.
"Sandler is important in personal communication because you want other people to feel that they're heard, understood, and prioritized. Like you said, selling is not about you. It's about the other person. So, there's no question that people like me who have bought into the standard franchise model or participants see improvements in our relationships just as much as we see improvements in our selling efforts because it's a different way that we treat people in our communication because of understanding Sandler. " – BRIAN.
"When I'm teaching DISC, I explain to people that once you know DISC, you can't go through your life the same way ever again. I'll be in the grocery store checkout aisle and overhear a conversation. I'll know somebody's DISC style. You know, when I meet somebody, I can subconsciously register their eye color, hair color, ethnicity, background, and distance. And you treat people how they would want to be treated. You're going to ask why it is so important. You're going to keep your conversation short and tight, to the point, focus on, you know, you're going to dab naturally. And that's just critical to selling." – BRIAN.
Connect with Brian Jackson:
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