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Simon, Inc. | Metro Atlanta

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Simon Says. . . excuses are simply the total refusal to accept any responsibility for current performance
Published 11/14/17

But, that’s exactly what many salespeople attempt to do when they engage with a new prospect. Typically, it plays out in one of two ways. Either the salesperson attempts to force his solution on the prospect (after nothing more than a cursory analysis of the situation), or he allows the prospect to dictate the solution (again, without a proper analysis of the situation).

Dianna Booher is the author of 47 books, including Communicate Like A Leader, and founder of Booher Research. 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.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Later this month, myself and Marketing Director, Lindsey Demetris, are hosting a free webinar detailing how to drive revenues through social selling. We plan on teaching our viewers how to target efficiently, connect appropriately, and build engagement.

It is a common scenario: the sales professional has a phone conversation or an email exchange with a potential prospect, sets up an appointment to present their solution. But when they show up, they find that the prospect has to gather information and recommend a course of action to someone else to make the decision – and that person is not the one to whom the sales professional presented. Is there anything the sales professional can do about that? Consider George . . .

November 1, 2017
Volume 17, Issue 11

The new year is right around the corner and it’s filled with new opportunities and challenges. As we head into 2018, make sure that you’re as prepared as possible to lead your team to success. To be an effective manager, it’s important to fully understand your team dynamic. Below are five keys to doing just that.

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.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Today’s sales professionals find themselves facing unprecedented, and often uncomfortable, change. More and more salespeople have larger territories than they used to have,  and are responsible for selling a wider range of products and services than they’ve ever sold. They've got a lot to do, and they usually have less time in which to do it than they had last year.