Skip to main content
McDonell Consulting Group, LLC | Baltimore & Bel Air, MD

Blog

Welcome to a special program presented by Sandler Training. Today's show is designed to deal with the hardest situation that you as a salesperson are experiencing, or you as a leader, or some of the most common issues that you're facing day to day. It's really the stuff that gives you stress. What we're going to talk about today are some tactics and strategies to help you progress either your sale from one step to the next, or your organization, your company. We've got two different types of groups listening today. We've got leaders/managers, and we also have some sales professionals. We're going to go back and forth throughout the day. Regardless, if you've got to progress your organization or progress your sale, I think being stuck—as an example, in the sales process—is not a healthy place to be.

Picture this; you’re a 22-year-old business school graduate looking for your first job. You know you want to go into sales and have managed to secure an interview with a company high on your “places I want to work” list.  So what do you do next? Below we have identified 6 tips and tricks to help you crush your sales interview as a millennial entering the workforce.  

Rule #6: Create self-sufficiency. Don't fix but explore. You know as sales leaders, how many times in a given week do people come in and say, "I've got a big call tomorrow. What would you do, Dave?" Intuitively, I know what to do, and every ounce of my being wants to say, "Do this, this, this and this." But the problem with that is that they didn't connect the dots. 

“Just put me in coach, I’ll create miracles.”  That enthusiasm is great and can indeed have a strong impact on a sales team, but there are some common mistakes the new sales manager make:

Lindsay Harle- Kadatz, Sandler client and author of "Depression Constipation," joins us for a special conversation about mental health in sales and entrepreneurship. Lindsay talks about how journaling and small actions helped her to get unblocked and moving again.

We are proud to introduce a new Sandler podcast, Selling the Sandler Way with host Dave Mattson, the  President and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler Selling System. Listen to episode one in which Dave discusses the psychology behind the sale with Sandler Trainer, Pat Heidrich.

You and your team worked hard to land a new account and the prospect went with someone else. What now? If you’re at a loss for what to do next, below are five actionable items that you can implement with your team.

Rule #5: Eliminate miscommunication. What was said? What was heard? Check before you respond. You know, every person has three recorders that were taping since they were born. We have a Parent, an Adult and a Child. Three roles that we still have today if you think about it. But these tape recorders were starting and stopping at different times. And it affects how you interact with your team and how your team interacts with their sales force, even today.

There are three tools that are particularly effective and easy to use in making people feel good about themselves: stroke, struggle, and validate. You can use one, two, or all three of these tools in interactions with patients—it depends on the situation.

Welcome to the "How to Succeed Podcast." The show that shows you how to get to the top and stay there. This is "How to Succeed at Preventing Objections."  The show is brought to you by Sandler Training. The worldwide leader in sales, management and customer service training. For more information on Sandler Training, including free wi-papers, webinars and more, visit Sandler.com and look under the resources tab.  I'm your host Mike Montague and my guest this week is Joe Ippolito He is a Sandler trainer from Boston. And we're gonna talk to him about how to succeed at preventing objections. Joe, welcome to the show. Tell me a little bit about objections and why you picked this for a topic and who should be paying attention today?