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 DaveRead "The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them" https://www.amazon.com/gp/product/B0033WSW7KRead Dave’s other books https://www.amazon.com/David-Mattson/e/B007Q35Z7CConnect with Dave on LinkedIn https://www.linkedin.com/in/dave-mattson-99538612Learn more about Dave https://www.sandler.com/dave-mattsonFollow Sandler TrainingRead the Sandler blog https://www.sandler.com/blogListen to the Sandler podcast https://www.sandler.com/podcastsFollow Sandler Training on Facebook https://www.facebook.com/sandlertrainingFollow Sandler Training on Twitter https://twitter.com/SandlerTrainingFollow Sandler Training on YouTube https://www.youtube.com/user/SandlerWorldwideTimestamps1:05 Dave’s stop leadership tip, congruency3:40 Dave’s mission to elevate the brand, expand content, and build strong offices4:50 the most important thing Dave spends time on, connecting dots6:15 why people make decisions emotionally and how to use this to pinpoint pain points9:00 how to start your sales call10:00 “never spill your candy in the lobby”11:30 the “upfront contract” to set the stage for your sales call18:00 how Allison applies the “upfront contract” in her coaching calls19:00 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 it23:30 “never answer an unasked question”25:30 when to stop selling27:30 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 Alexa33:20 cold calls or cold emails (pros and cons)34:40 referral trees36:20 connect your personal goals to your corporate goals38:20 how to connect with a local Sandler Training rep Think First