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.
Connect with Dave
- Read "The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them" https://www.amazon.com/gp/product/B0033WSW7K
- Read Dave’s other books https://www.amazon.com/David-Mattson/e/B007Q35Z7C
- Connect with Dave on LinkedIn https://www.linkedin.com/in/dave-mattson-99538612
- Learn more about Dave https://www.sandler.com/dave-mattson
Follow Sandler Training
- Read the Sandler blog https://www.sandler.com/blog
- Listen to the Sandler podcast https://www.sandler.com/podcasts
- Follow Sandler Training on Facebook https://www.facebook.com/sandlertraining
- Follow Sandler Training on Twitter https://twitter.com/SandlerTraining
- Follow Sandler Training on YouTube https://www.youtube.com/user/SandlerWorldwide
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
