The Training Center For Sales & Business Development News

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)

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.

Follow Sandler Training on Twitter for daily Sandler Rules & Insights.

The Free Sales Hiring Mistake Calculator Tool calculates the total cost of all of your sales hiring mistakes, including those who no longer call your company home, as well as the under achievers that do.

Free Sales Hiring Mistake Calculator Tool

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And how cool would it be if you could use it over and over and you didn’t have to pay for it?

That’s what I thought.

Click to use our Free new Salesforce Grader Tool from our partner, Objective Management Group, Inc.

VITO is the Very Important Top Officer, the person with the ultimate veto power. VITOs control every decision that’s made in every enterprise in your sales territory. If you want to sell and live large, you must get to VITO…and launch the proven Sandler Selling System that will turn VITO into one of your valued customers forever. Learn more about the book in the audio interview above with authors Tony Parinello & Dave Mattson.

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.

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

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