SELLING Principles with Dave Mattson

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