The Training Center For Sales & Business Development News

“Dave Kurlan’s guest on this week’s program is Sales Development Expert, Bob Waks.  And what’s special about Waks is that he also has a background in marketing.”

Need Sandler Training on the go?  There’s an app for that.

Sandler Training, the world’s leading provider of sales, management and

leadership training, has announced the release of its iPhone app, which offers users access to a plethora of helpful content—including tips, tools, charts, feedback functions and other features—from its heralded sales-training program.

“We recognize that salespeople today are using their iPhones as they navigate their schedules of meetings, sales calls and other business activities,” says Dave Mattson, CEO and a partner of Sandler Training. “Our iPhone app gives these users 24/7, fingertip access to tools that allow them to accelerate their learning process and support their sales success.” Those who have received training in Sandler methodologies or would like to get a taste of Sandler methodologies will find this convenient resource particularly useful, he explains.

This is just another way,” says Mattson, “that Sandler makes sure our clients receive the
reinforcement they need.”

Austin, Texas-based business-technology firm Live Oak 360 built the app. Notably, Andy
Meadows, CEO and founder of Live Oak, who has previously received Sandler Training,
participated in—and championed—the app’s development.

“Since our beginnings in the early 1970s, Sandler Training has been on the cutting edge of technology and thought, so this app is a natural next step for us to make,” says Mattson. Regular updates are planned to keep the Sandler Training iPhone app ever-more current and relevant.

The Sandler Training iPhone app can be purchased through Apple’s iPhone-based app store and through iTunes. Two versions are available, including a free demo that allows for use of the Sandler glossary, among other features. The comprehensive, full app is priced to sell at $4.99.

“In offering users valuable, useful training materials on the go, no other company can compete with Sandler’s new iPhone app,” says Mattson.

A free “LITE” version gives users a sampling of what the application can do, including a reduced version of the Sandler glossary.

Sandler Lite – Free (opens in iTunes)

The “Full” version is a comprehensive application loaded with Sandler reinforcement tools. This version retails for a price of $4.99.

Sandler Full Version – $4.99 (opens in iTunes)

What an exciting season it has been for Sandler Training sponsored golfers. On Sunday, John Rollins and Woody Austin finished competing in the prestigious BMW Championship, one of professional golf’s most elite events. This marked the end of their campaign, but such a big season deserved a big end. So far this year, Rollins has earned $2,229,408 and Austin has earned $1,137,331. Rollins enjoyed a T1 finish in the Legends Reno-Tahoe Open, and Austin enjoyed a T6 finish in the Crowne Plaza Invitational at Colonial.

Now these PGA golfers will be taking a few weeks off to prepare for their upcoming fall tournaments. They will return for events this October. Stay tuned!

For the first time ever, CEOs and business leaders will have unprecedented access to one of the world’s foremost sales, leadership and management trainers. Bestselling author and Sandler Training CEO Dave Mattson will host a live broadcast entitled, “Can Your Sales Force Pass the Stress Test? How to Ramp up Sales for Recovery,” on June 11 from 2 p.m. to 3 p.m., EDT, through Sandler’s online broadcast center. To register visit www.sandlerstresstest.com. This hands-on business workshop is free and open to business leaders, CEOs, managers and sales professionals that want to increase sales. Attendees will be able to interact with Mattson as he discusses how companies can assess whether they would pass a stress test. He will also discuss how to determine if sales are sustainable, sales forecasting during uncertain times, rising above a no, keeping your vision and tapping into resources, hidden opportunities and channels to fill the sales pipeline.

“Sandler Training is a resource for businesses on the road to economic recovery,” says Mattson. “In this broadcast, we will address the sales issues that AZkeep leaders up at night and talk about what companies can do to ramp up their sales during this crucial time.”

David Mattson is the CEO and a partner at Sandler Training, as well as the bestselling author of 2009’s The Sandler Rules. Since 1986 he has been a trainer and business consultant for 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. Clients often describe his enthusiasm, problem solving and creative curriculum design as the particular strengths Mattson brings to training programs.

Learn how to turn our business news into new business for you! During the seminar, you’ll become resourceful at unearthing key information, prepared to achieve your sales goals, successful in recognizing sales leads, proactive in pursuing warm leads and informed on what networking events are geared to your business.  Friday, May 15, from 11:00 am – 11:45 am–call 610.940.0600 to register.

Aquarius Supply, Inc.
Fitness Together
Focus Pointe Global
FRSTeam
Gateway Underwriters Agency
Keystone Concierge
Kyne Plumbing
LABREPCO
Mass Mutual
MSC
My CRM Director
North Shore Mechanical Contractors
Shearspire
The Tilden Group
Tony Kyne Plumbing
Trisonics
Wachovia Wealth Management
Willis Honda

The goal of creating top sales performance in the current economy appears to be the reason behind The Sandler Rules hitting the Wall Street Journal’s bestseller list and landing at the number one position on Amazon’s list of sales books, the week before the book’s official release date.

CEOs, analysts, and investors know that growth in sales revenue is the single greatest predictor of a company’s survival in this economy, and the key indicator of its potential for market leadership. The current downturn represents a great opportunity for those companies that know how to take advantage of market conditions, by supporting their sales forces rather than cutting back. For example, during the last two recessions, IBM sales were the strongest when compared to any other time frame.

By learning the right selling strategies and the most compelling ways to communicate, sales representatives can post better numbers, by selling more to current customers and opening new accounts. Even new products can be launched with great success during “difficult” economic times. Kraft Foods introduced Miracle Whip in 1933, when grocers should have been averse to adding something new to their shelves.

What successful companies have learned is this: when salespeople know the rules, they get results. You may be asking, “Where’s the rules?” You’ll find them in The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. David H. Sandler studied the most productive sales stars in virtually every industry and compared their behaviors, thoughts and feelings to those who struggled in the same companies. The rules are the result.

“Countless times I’ve run into Sandler clients, who unsolicited, recite a Sandler Rule and recount with unbridled excitement a story about how it made a significant, positive impact on their careers. My hope is that this book will have a similar, transformative effect on you and your business,” says author and Sandler Training CEO David Mattson.

BUY THE SANDLER RULES AND RECEIVE A FREE PRESIDENT’S CLUB SALES WORKSHOP | $24.95 | Call 610.940.0600 to order.

In an effort to reduce costs, many companies must do the inevitable — reduce headcount. So, what next? After cuts have been made, managers may feel ill-equipped to deal with the aftermath. Business leaders are turning to leadership training programs like those offered by Sandler Training for guidance to help equip managers with a new skill set to handle, move on and meet company objectives. In fact, Sandler Training(R) partners across the globe say that specialized leadership training could hit double-digit growth over the next year as companies struggle to manage after the layoffs. As another sign of the economic times, Sandler has seen an overwhelming response to its new book, The Sandler Rules: 49 Timeless Selling Principals and How to Apply Them, which has already sold out during its pre-release on Amazon.com, ranking #1 in the Sales Category, #2 in the Sales and Marketing Category, and #3 in the Business and Investing Category. The book sold a record breaking 17,000 copies in a single day.

“Layoffs bring a unique set of problems which require specific management skills. Leaders need to be armed with real life strategies and tactics to deal with the huge challenges ahead,” says Dave Mattson, CEO of Sandler Training. “In addition, the response to the new book speaks volumes that companies are hungry for information that will ignite their sales as never before,” Mattson also says. Mattson offers these tips for managing after the layoffs:

Over Communicate. A communication plan is essential. It is important to communicate immediately to the remaining employees the essentials of what actions the company has taken using straight communication and establish where the company is going. Employees need to be able to ask questions in a safe environment so that issues can be put on the table and people can move on. A leader’s goal should be to reduce anxiety, let people flush out emotions and establish trust. A company’s message must be consistent and reinforced over time. This comes with communicating clearly with tonality that not only makes sense to employees, but sets the mood for the months to come.

Involve People in the Process. Include your teams in dialogue about your process. Talk about the reality of what factors you can and can not control to involve teams in the process so that people can help co-create tactical implementation in the process. Leaders should help employees detail how their individual goals translate into company goals. This does a couple of things. It give employees ownership, a sense of control, and power to be part of the solution; and motivation to get to the next step, and go that extra mile. Put tactical elements in 90-day window increments so that adjustments can easily be made and it is easier to track. This also stages goals into shorter bursts so that teams can see the results of their actions in an ongoing way to keep the momentum going or so that changes can be made.

Re-examine the Process. Take inventory. Workforce reductions mean that employees may have new responsibilities. Does the company still have the right people doing the right jobs for today’s climate? Are they trained for their current position effectively? Maybe they need additional training for their new and/or increased responsibility. Since you must maximize or make the most of every opportunity, leaders must find repeatable processes that work, a company playbook if you will. When every effort is made to improve the bottom line, companies can forget that what gets them to the bottom line are their people.

Have an External Contact Plan. Leaders should be involved directly with clients and customers. In a time when jobs are shifting, the worst thing a company can do is rely too heavily on letting their sales force manage all of the company’s relationships. When one sales contact exclusively manages these relationships, many times their relationship is with people at the company, not with the company itself. When and if those contacts change jobs or leave, your company is in danger of losing the relationship. Leaders should be involved at making check-in calls with key clients beyond those relationships. After major company changes, make sure to use this contact plan to communicate with key clients, vendors and suppliers.

About Dave Mattson

David Mattson is the CEO of 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.

About the Book

The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them is a must-have book for sales representatives, sales managers, CEOs and anyone who is a touch-point for prospects and customers. This book is an eye-opener for individuals who are unsure how to proceed in the current economic environment and want the perfect guidebook with specific instructions about what works in tough times.

About Sandler Training

Sandler Training is the leading provider of sales and management training with 225 licensed trainers throughout the U.S. and internationally. The company provides a full range of sales and management training programs, with powerful coordination and customization benefits throughout its extensive franchise network. Among its many achievements, Sandler has been awarded the #1 ranking for training programs by Entrepreneur Magazine eight times since 1994, including the past three years (2006, 2007 and 2008).

BUY THE SANDLER RULES AND RECEIVE A FREE PRESIDENT’S CLUB SALES WORKSHOP | $24.95 | Call 610.940.0600 to order.

The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them doles out tough love to sales associates, sales managers, CEOs and anyone who has outside or inside sales contact with prospects and customers.

“Our founder, David H. Sandler applied a science of behavior known as Transactional Analysis, to dissect why some sales associates struggle to make even one sale, while others in the same sales jobs sell easily, predictably and profitably in a very tough economy,” reports David Mattson, author and CEO of Sandler Training. “The good news for anyone struggling in sales jobs or sales managers supporting them is this: you don’t have to like or even feel comfortable doing the behaviors that successful sales associates do. You simply have to know the rules that govern the success of inside sales or outside sales, and do them. Mr. Sandler proved that the right behavior creates revenue. Of course, your attitude changes when you see success, and that reinforces the right behavior in sales jobs.”

Here are some examples of The Sandler Rules’ take-it-to-the-bank principles for outside sales associates, inside sales staff, sales managers and anyone with a sales job.

Rule 37: All Prospects Lie All the Time

Perhaps “all” overstates the case, but prospects often avoid telling the truth because they’re concerned about what an overeager sales representative will do with their information. “That’s why when we shop in a retail store we often say, ‘we’re just browsing,’ when we’re approached by a sales associate,” says Mattson. “If you assume your prospects are going to lie to protect themselves, you’ll change your behavior from hard selling to first building rapport and trust. After that foundation is built, your prospect tells you what the budget really is, and who is actually making the decision.” In sales jobs you build rapport in surprising ways, including acting like a dummy, covered in Rule 17.

Rule 11: Money Does Grow On Trees

If you heard your parents say, “Money doesn’t grow on trees,” you might not understand how to cultivate relationships. Plant seeds for getting referrals with your current clients, so they happily introduce you to their networks, both inside and outside their companies. Prospects that branch off your “referral tree” have a significantly higher and faster close rate than prospects you cold-call. This is something even sales managers forget to reinforce, and anyone in a sales job, whether you have inside sales or outside sales contacts, can do with every sale.

“From our comprehensive library of proven selling tools, I’ve selected 49 rules with examples, quizzes and exercises to correctly align the behavior and attitudes of anyone who has contact with prospects and buyers, so they can succeed in this economy,” reports Mattson. “Until now, this material was available exclusively to Sandler Training clients.”

The Amazon ranking charts on Tuesday, March 03, 2009:

• #1 in Sales Books
• #2 in Hot New Releases
• #3 in Business Books
• #16 Worldwide out of 3 million books

To buy the book, go to Amazon.com.

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