How to Succeed Podcast

Latest Episodes:

How to Succeed at Negotiating from the Inside Out Jul 06, 2020

Show notes

Mike Montague interviews Clint Babcock on his new book and How to Succeed at Negotiating from the Inside Out. Get the new Sandler book at https://shop.sandler.com/category/books or Amazon for the Kindle version! In this episode:

Best attitude, behavior, and technique on How to Succeed at Negotiating from the Inside Out
What type of negotiating is best in the digital space?
What kind of negotiator are you?
How to not give too much away during a negotiation
Do not make a concession – especially not margins - right away
Use the negotiation matrix and pie negotiations
The three steps of negotiating
When to use BATNA
Clint's favorite Sandler Rule for negotiating from the inside out
Who the book is for

Get the new Sandler book at: https://shop.sandler.com/category/books or Amazon for the Kindle version!

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

How to Succeed at Sandler Rule #26 - People Buy Inspite of the Hard Sell Not Because of It Jul 03, 2020

Show notes

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.

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.

The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.

It is also available in Spanish here: Reglas Sandler

Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/

How to Succeed at Vision-Based Execution Jun 29, 2020

Show notes

Mike Montague interviews Pete Oliver on How to Succeed at Vision-Based Execution. In this episode:

Best attitude, behavior, and technique to Succeed at Vision-Based Execution
Have a clear plan for your future
The three parts of your brain
The goal is your what and the vision is your why
Vision boards help bring clarity
Commit to your goal
Your vision board isn't just about your future, it's also about the journey
Tell others about your goals for accountability and support

How to Succeed at Sandler Rule #25 - When You Want to Know the Future Bring It to the Present Jun 26, 2020

Show notes

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.

It is also available in Spanish here: Reglas Sandler

Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/

How to Succeed When the Sales Goes Sideways Jun 22, 2020

Show notes

Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways. In this episode:

Throw your current proposal out the window
Don't let the "sunk cost fallacy" get in your way
Be emotionally unattached from the outcome
You can't lose anything you don't have
Empathize with your prospect
Go back and reset
You need a new upfront contract
The rule of three-plus
How to play hot potato
It's just data

How to Succeed at Sandler Rule #24 - Product Knowledge Used at the Wrong Time Can Be Intimidating Jun 19, 2020

Show notes

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.

It is also available in Spanish here: Reglas Sandler

Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/

How to Succeed at Using Body Language in the Sales Process Jun 15, 2020

Show notes

Mike Montague interviews Doug Cohen on How to Succeed at Using Body Language in the Sales Process. In this episode:

Best attitude, behavior, and technique on How to Succeed at Using Body Language in the Sales Process
We communicate in three ways: body language, tonality, and words
Body language can even come across through the phone
Pay even more attention to your body language for first impressions
Something as simple as smiling and nodding can make a big difference
Don't hide your hands or your face (sunglasses, hat, hair) while talking with a prospect
Why and how to do the Superman/Wonder Woman pose before a big meeting
Deep breathing and positive affirmations
Why you should be aware of your prospect's feet
Doug's favorite Sandler rule for body language

How to Succeed at Sandler Rule #23 - The Best Way to Get Rid of a Bomb Is to Diffuse It Before It Blows Up Jun 12, 2020

Show notes

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.

It is also available in Spanish here: Reglas Sandler

Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/

How to Succeed at Finding a New Job Jun 08, 2020

Show notes

Mike Montague interviews George McGehrin on How to Succeed at Finding a New Job. George is the president of the McGehrin Group, an executive headhunter and recruiting firm. Find them online at: https://www.mcgehringroup.com/ Connect with George at: https://www.linkedin.com/in/gmcgehrin/ In this episode:

Best attitude, behavior, and technique on How to Succeed at Finding a New Job.
In this COVID-19 unemployment rate, attitude is more important than ever
You are probably making what you think you're worth
If you aren't getting the salary or position you want at your current company, are you staying there too long?
Those who prepare the most get the most offers
Do you prepare 15-20 hours for a high-level interview?
Know the problems the organization is trying to solve
The unbelievably low rate of getting a position by applying online
Network and keep track of your math to get your new position
How little time you have to convince someone to interview you
Customize your resume to their pain points
How George defines success now
Activity breeds activity

How to Succeed at Sandler Rule #22 - Only Give a Presentation for the Kill Jun 05, 2020

Show notes

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.

It is also available in Spanish here: Reglas Sandler

Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/

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