The Training Center For Sales & Business Development News

Five Minutes With VITO(sm) is the definitive guide for salespeople who want to start selling where they belong – at the top. Authors David Mattson and Anthony Parinello combine 80 year of sales know-how, 1,200 hours of audio and video programs, 5,000 pages of training materials, and direct experience in training over 15 million salespeople into one concise book. The book is scheduled for release August 15 and will be available through The Training Center.

The A-to-Z of the Sandler Selling System® with VITO, Putting VITO’s “headset” on…
• Attitudes and latitudes
• The Sandler Submarine
• The 30-second Commercial for VITO
• Gatekeepers & VITO’s Private Assistant
• The perfect VITO telephone approach
• Mapping the perfect VITO in-person meeting
• The art of the Up-Front Contract
• The No Pressure Approach with VITO
And Much, Much More!

“It is critical that salespeople compress their sales cycle by going directly to the organization’s VITO, which stands for Very Important Top Officer,” says David Mattson, co-author and CEO of Sandler Training. “This book not only details how to get to VITO, but what to do when you get there.” In addition, Mattson offers important strategies to recession proof your sales efforts:

Feel Their Pain. “Let’s face it, clients are in pain,” says Mattson, “If there is no pain, there is no sale.” Now is the time to thoroughly understand and feel your client’s pain, and adapt accordingly. Pain is a jigsaw puzzle that has three distinct elements; problems, reasons and impact. By putting the pieces together with your client you are able to recognize what’s happening. If you can’t solve your client’s pain, your competition will.

The Fear Factor. Understand the psychology behind a recession’s fear factor and openly discuss it with your sales team. Engage a team approach of how to meet company goals. Share your vision of what measures need to be taken to ensure success, and ask them to be part of the solution by finding hidden opportunity, up-selling and identifying cost saving measures within the organization. Encourage a positive mindset that looks beyond public perceptions to the opportunities change affords.

Remain Flexible. With rising fuel costs many companies have shifted to a condensed work week. Be willing to meet clients at their location and recognize the changing nature of the standard work week by making yourself accessible and available where and when they are.

Coach and Train. The worst time to cut back on sales or training is in a recession. Focus and highlight every area of success and discuss what was done to create it and exploit it. Highlight sales wins, reference goals and site historical examples of how the company or a salesperson has gone above and beyond.

Mobilize your Sales Force. “All eyes need to be focused on the prize,” says Mattson. That means bringing every department that supports what sales does into the mix. Ratchet your sales focus up a notch. Now is the time to quantify what you can do for clients because everyone is looking for ways to either save money or make more money.

MEET DAVID MATTSON
David Mattson is the CEO and a partner at Sandler Training. Since 1986 he has been a trainer and business consultant in management, sales interpersonal communication, corporate team building and strategic planning throughout the U.S. and Europe. His domestic and international clients include top-name organizations in many different industries.

MEET TONY PARINELLO
In 1995, Tony Parinello started a revolution. He created his own brand of sales training called Selling to VITO™, the Very Important Top Officer. Today, the majority of Fortune 100 and over 2.5 million salespeople create bigger deals in less time using his programs. He personally coaches sales and marketing professionals and entrepreneurs all over the world: from distributors in Asia to manufacturers on the islands of Malta to service organizations in Australia. He is a Wall Street Journal best-selling author and creator of Selling Across America, the first radio broadcast dedicated to salespeople and the art of selling. He is the Marketing and Sales Expert on Entrepreneur.com, a site that is visited by more than 2 million unique visitors each and every month.

Tony has written six powerful, practical and tactical books on the topic of selling: Getting to VITO, Stop Cold Calling Forever, Getting the Second Appointment, Think and Sell Like a CEO, The Complete Idiot’s Guide to Dynamic Selling, and his massively popular Selling to VITO™, the Very Important Top Officer which has sold over 900,000 copies. Tony has delivered more than 2,500 speeches and seminars on the topic of sales worldwide.

Fighting high winds and plunging temperatures, Sandler Training Golf Team stars Woody Austin and John Rollins competed last weekend at the British Open at the Royal Birkdale in Southport, England. It was rated the toughest course of the first 27 weeks of play by PGATour.com.

“Players were greeted with consistent winds that topped out around 40 mph during the third round,” the PGA’s Web site reported.

Nonetheless, Austin fought to a top 40 finish, which included a second round 72, just two over par, during a tournament when pars were in short supply. Rollins fought hard too, recording a tournament-high three birdies during the third round of play.

Austin began play in the same group as eventual winner Padraig Harrington, who was “laughing and sharing stories in between Austin’s shots,” according to The Canadian Press.

One place…many messages. The Sandler Broadcast Center brings the best of sales leadership, sales education and reinforcement together with the power and technology of the Internet. As a member you’ll receive:

• Weekly, one-hour, live broadcasts on every topic of sales and sales leadership from topic experts

• Unlimited access to all archives

• Unlimited access to all e-lessons that lock-in the knowledge and training

• Live Q&A to solve your toughest sales challenges

• Sandler Coaching to help you close the gap between “knowing and doing”

Click below for a ‘test-drive’ of the world’s first Sales Leadership and Sales Education Broadcast Center.

URL: http://www.salesbroadcasting.com

Username: sandler

Password: demo

“Rosen hooked up with Bob Waks, the Sandler licensee for the Philadelphia area, who quickly became his round-the-clock sales coach and confidant.”

This is an interview with Scott Rosen of The Rosen Group and his Philadelphia training experience with sales and sales training at The Training Center.

Read more: A Sales Force of One

After his successful performance the Buick Open, where he closely tied for 2nd, Woody Austin claimed his fourth top ten finish of the 2008 Tour at the John Deere Classic in Silvis, Illinois.

He started off well by scoring 66 in the first and third rounds, and 69 in the final round and then finished with 272.

Austin is one of six players who made an eagle at the par 4 14th hole during Sunday’s final round. His “game has been picking up”, according to PGATour.com’s Groups We’re Watching article and he is “always capable of putting on a good show.”

Be sure to follow the Sandler Training Golf Team next weekend as Austin hopes to keep up his performance at the British Open Championship in Lancashire, UK, where he will be joined by teammate John Rollins.

Sandler Training Golf Team star John Rollins fought through a stomach ailment over the weekend at the AT&T National near Washington, D.C. His gritty play included an opening round 68, two under par, which he shot despite the heat and the need to pump fluids to avoid dehydration.

Now Rollins is packing his bags for the British Open July 17-20 at the Royal Birkdale. John qualified for the historic Open by firing an eight under par after 36 holes at a qualifying event in Dearborn, Mich.

His British Open qualifying round followed a top 10 finish at the Buick Open, where fellow Sandler Golf Team star Woody Austin tied for second.

We’ve uncovered memories of our humble beginnings. A chance to ponder, “remember,” and to be grateful to our founder. He’s 37 years old in this photo, 1968. Click on the image to see it full-size and read the newsletter

Sandler Training Golf Team stars Woody Austin (tied for second) and John Rollins (tied for ninth) played tenaciously at the 50th Buick Open in Grand Blanc, Mich. Both players received widespread national media attention and plaudits for their outstanding play.

Woody’s Buick Open performance marked his third top-five finish this year. This moved him up the ladder from 18th to ninth in the standings for the U.S. Ryder Cup team, where he was called “the heart and soul for the Americans at last year’s Presidents Cup team,” according to PGATOUR.COM.

At the Buick, Woody fired a six under par 66 on the opening round and wowed the crowds in Michigan with an eagle and 16 birdies in the tournament. “I’m hitting the ball where I’m supposed to,” he told PGATOUR.COM. “I hit the first eight greens in a row and had birdie chances on five of them…”

John Rollins’ ninth place finish was his best yet in the 2008 PGA Tour. He shot an eight under par 64 on the second day and seven under par 65 in the final round. “I made a bomb there, really from nowhere to kind of get me started,” he said of his sixth hole birdie on the last day.

PGATOUR.COM noted that Rollins “has enjoyed his two best weeks of the year in terms of Driving Accuracy. Rollins hit a season-best 53 of 72 fairways (73.61 percent) at last week’s Travelers Championship. This week, Rollins topped that by hitting 58 of 72 (80.6 percent) en route to his best finish of the year.”