With the regular season now over, point standings rank Rollins (82nd) and Austin (34th) eligible to contend for the FedEx Cup. These rankings secure them each a spot in the Playoffs opening tournament, The Barclays, to be held this weekend at the Ridgewood Country Club in Paramus, New Jersey.

A field of 144 players qualified for this elimination tournament, the first of four which will decide the fate of the FedEx Cup.

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Wednesday, August 27

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The Wyndham returns to the Sedgefield Country Club in southwest Greensboro after a 31-year absence. Sedgefield is where PGA legends Sam Snead and Ben Hogan first competed seven decades ago, according to PGA.Com.

This past weekend, Sandler Training star Woody Austin participated in the 90th PGA Championship in Michigan.

Rollins shot nine birdies on his way to a second round 66 (six under par). During the third round, he made a 6-foot eagle putt on the par-5 fourth, the Associated Press reported.

Rollins’ rocking play earned him 1,100 points in the FedEx Cup standings, with a projected ranking in the top 85, according to PGATOUR.com.

Sandler Training teammate Omar Uresti shot a first round 68, four under par, on his way to a solid performance at Legends Reno-Tahoe. Uresti sunk a first round hole-in-one on the Par 3 16th hole, and fired two eagles in the tournament, PGA.com reported.

Meanwhile, Sandler Training teammate Woody Austin competed over the weekend at the World Golf Championships-Bridgestone Invitational. Austin moves on to this weekend’s 90th PGA Championship at the Oakland Hills Country Club in Bloomfield Township, Michigan.

Brian’s surgery was a success and he is expected to make a full recovery. He will begin rehabbing the shoulder in August and his doctor should clear him to start hitting balls in the middle of September. He expects to be back at 100% and looks forward to playing a full schedule in 2009.

We recently saw Brian at the Buick in Detroit and he spoke very fondly of his relationship with Sandler Training. He mentioned how nice it was that Sandler Training folks come up to him at the tournaments and offer words of encouragement. He said it gets very lonely on the TOUR and seeing the people from the Sandler Sales Training team makes it easier.

He tied for the 22nd spot scoring a 72 in the first round and continued to pick up the pace with a 68 in both the 2nd and final rounds. Uresti ended the match with a final score of 277.

Uresti is preparing to keep up his game this weekend for the Legends Reno-Tahoe Open in Reno, Nevada.

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.

“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.

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