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 Contract 0:17:44 The Benefits of a Sales Process 0:24:54 The Benefits of Training in the Sales Process Key Takeaway The ideal sales process is when we have a good understanding of the objectives that our clients are trying to hit.  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  

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 Don't forget to subscribe and leave us a comment! Get your TICKET to join our 2023 summit: https://events.sandler.com/summit2023   ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr

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 relationship to what you really would have spent for what I was selling. FOR every ignored voicemail, text, DM, and email…which taught me how to bring value and earn your attention. FOR every conversation I had with my family where I had to defend the business of selling which eventually even convinced me that selling was a worthwhile, legitimate profession…in spite of what you were telling me and anyone who would listen.   …AND a final thank you, for putting up with my ineptness, my fears, my worries, my self-doubt, my introversion, and all the other self-limitations I placed upon myself, which only by practicing on you, could I have learned to overcome to become the professional I am today. 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

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 properly introduce yourself and your company in a way that drives engaging sales conversations. Learn Sandler’s four steps to a powerful, buyer-focused, 30-second value proposition and craft yours alongside our experts. This lesson is designed for salespeople and their leaders who are struggling to fill the top of the funnel and close enough business from their inbound leads. Register for the free HubSpot Academy course at: https://www.sandler.com/startingconversations  

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://podfollow.com/howtosucceed Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023  #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.  Don't forget to subscribe and leave us a comment! SUBSCRIBE: https://podfollow.com/howtosucceed Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023  #sales #reducingrisks #risk #salesrisk #buyer #salesprocess