SELLING Principles with Dave Mattson
Play • 40 min

Dave Mattson oversees the corporate strategy for Sandler Training’s global operations including sales, marketing, consulting, alliances and support. He recently adapted the classic sales book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

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Timestamps

  • 1:05 Dave’s stop leadership tip, congruency
  • 3:40 Dave’s mission to elevate the brand, expand content, and build strong offices
  • 4:50 the most important thing Dave spends time on, connecting dots
  • 6:15 why people make decisions emotionally and how to use this to pinpoint pain points
  • 9:00 how to start your sales call
  • 10:00 “never spill your candy in the lobby”
  • 11:30 the “upfront contract” to set the stage for your sales call
  • 18:00 how Allison applies the “upfront contract” in her coaching calls
  • 19:00 how to talk through pain points by looking for trigger words like “frustrated,” “concerned,” or “upset,” encouraging prospects to share examples, asking how long a paint point has been an issue, and asking what clients have tried to fix it
  • 23:30 “never answer an unasked question”
  • 25:30 when to stop selling
  • 27:30 tools for selling: the autodialer Connect & Sell, the app Crystal (which shows people’s behavioral profile), Gong (voice intelligence that records everything with AI), and Alexa
  • 33:20 cold calls or cold emails (pros and cons)
  • 34:40 referral trees
  • 36:20 connect your personal goals to your corporate goals
  • 38:20 how to connect with a local Sandler Training rep
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