Prospecting & Qualifying

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

What’s the least comfortable you’ve ever been during a discussion with a prospect?

We've all been on sales calls where things have gotten a little awkward. It is probably not difficult at all for you to recall a time when the prospect you were talking to was acting uninterested…or maybe even a little bit hostile. How did you respond? How would you respond if you found yourself in such a situation again?

When a discussion started going south and seemed unlikely to improve, maybe your first inclination was to thank the prospect for his or her time, shake hands, and end the meeting. Here's some advice. Don't.

Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways.

Think about the last time a complete stranger called you on the telephone or walked into your place of business and started selling their product or service.

How did that make you feel?

Have you ever gone out shopping for something and run into a salesperson who was a little too eager to show you exactly what you were looking for?

We’re going to tell you how to get there by sharing what’s working for the most successful companies and why based on the results of Sandler Research Center’s Report: The Hunt for New Clients.

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

Brian Sullivan Interviews Jonathan Farrington to bring you more information on The Hunt for New Clients.