Skip to main content
Trainwest Management and Consulting, Inc. | Vancouver, BC

Blog

Dave Mattson, President and CEO of Sandler Training, talks to Tom Niesen about selling the Sandler way and the four different hats that sales leaders have to wear. Learn why each is crucial to your team's success.

This article discusses concepts and strategies from our No Guts, No Gain assertiveness program. This self-study program was designed from David Sandler’s teachings on goal-setting, getting tough, and avoiding game and powerplays.

Customer relationships are the lifeblood of any sellers’ career. The ability to attract clients, build rapport, and start sales conversations ultimately determines the level of success that a salesperson will enjoy. You can be an extreme specialist who knows all the tricks of the trade, but without supplementing your knowledge with interpersonal communication skills, you’ll fail to connect with your clients or prospects on a deeper level. Building rapport is essential to turn yourself from a transactional seller into a trusted partner. Below I’ve outlined four ways to strengthen your bond with clients.

Matthew Newberger joins us to talk about our recently revised No Guts No Gain program and how to deal with the games and powerplays people make. Whether it is for negotiation, co-worker relationships, or in your personal life, it is important to be able to identify, deal with, and remove yourself from the games people play.

Dave Mattson, President and CEO of Sandler Training, interviews John Rosso, a Sandler Trainer, about how to transition from the Pain step to the Budget step using the investment triangle. This is a special episode of the Selling the Sandler Way series.

In this special audio blog, Mike Montague, our VP of Online Learning and Development, talks about how we structured five different types of online learning into Sandler Online. You will learn how each type is different and how they can help you get to the next level.

Every salesperson dreams of getting good leads. But what are you supposed to do when you get one?

The beauty of a sales career is that you’re able to get out what you put in. With relatively uncapped earning potential, the harder you work, the more successful you will be. The drawback to this element is that you’re never “off the clock” when you’re working in sales. It can be difficult to maintain an appropriate work-life balance, especially early on in your career, when you’re working to improve your practice.

Dave Mattson, President and CEO of Sandler Training and 6-time author, returns to the show to talk about his new book, The Road to Excellence, 6 Strategies for Building a Bulletproof Business! You will learn the attitudes, behaviors, and techniques of the top performing organizations, and how you can apply these principles to continuously improve your company.

This selling the Sandler way episode is all about using stories in your sales process. Dave Mattson, President and CEO of Sandler Training, interviews Sean Coyle, one of our corporate trainers and prospecting experts about how to use third-party stories to engage your prospects emotionally in the sale.