How to Succeed Podcast

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 

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 staying healthy, then it's going to drive those proper behaviors that we need to be doing." 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 #sandler #sandlerworldwid #closingdeals #closingtips #salesclosing #sales

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 Email Marketing Mistakes to Avoid The Importance of a Solid Digital Presence in Sales The Perfect Day for Emily Yepes The Power of Journaling with Standler Trainer, Mike Kunkle Sales and Marketing Alignment with HubSpot   Memorable Quotes:   "Closing is not usually the issue." "Prospecting is often one of those painful topics where we start working with a new customer." "I think a lot of people struggle with that." "The other one you mentioned was it was on the working out analogy." "If you're celebrating your clients, you're telling their stories, you're telling the stories of your prospective clients as well. And that just seems to work a lot better and stand out in that crowd of noise." "A perfect day for me would be getting to work with my daughter, getting dressed on time, and eating her breakfast." #sandler #sandlertraining #sandlerworldwide #sales #selling #prospecting #commonmistakes #prospect SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Happy Selling!