How to Succeed Podcast Sandler

In this insightful episode with Berkeley Harris, we unpack the power of Sandler Rules for sales success. We delve into prospecting and qualifying ideal clients, stressing the use of leading indicators to target the right audience. They then explore how to understand the prospect's decision-making process for a tailored approach. Building rapport and differentiating yourself from competitors is also discussed, with actionable strategies provided. Ultimately, the episode emphasizes prioritizing client success and using Sandler Rules to achieve this goal, with real-world examples shared by the experts to illustrate these principles.
Join us as Mike & Berkeley discuss Sandler Rules & client-focused selling. Learn to identify perfect clients, understand their buying journeys, build trust, stand out from the crowd, and solve their problems like a pro. Master the art of the sale and skyrocket your success! 
 
Timestamps: 
3:32 Sandler sales rules and techniques for modern buyers.
11:00 Sales techniques and attitudes for success.
15:28 Sales techniques, including active listening and asking open-ended questions.
19:35 Qualifying clients and selling to people with problems.
25:01 Sandler rule implementation for sales success.
 
Key Takeaways 
Understand the buyer's problems to offer relevant solutions.
Back claims with data and leverage testimonials for credibility.
Analyze past results to build a successful prospecting plan.
Let prospects talk and use specific questions to gather information.
Sell to those with solvable problems who are willing to invest. Ideal clients decide faster.
 
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In this strategy-packed episode, sales guru Jason, a Sandler Selling expert, joins with Mike to tackle the ever-present challenge of building a high-performing sales engine for your startup.  We'll delve deep into Jason's insights on hiring the right salespeople, those with the grit and sales savvy to propel your startup forward.  But it's not just about who you hire – we'll explore the art of crafting winning sales processes, with actionable steps to guide your team towards consistent success.
Join us to crack the code on building a high-performing sales team! Learn how to leverage sales enablement programs to create a team that operates with laser focus and delivers measurable results.  Say goodbye to the chaos of inconsistent sales performance!  This episode equips you with the tools and strategies to scale your startup's sales like a champion.  Join us and unlock the secrets to building a sales machine that drives real results!
 
Timestamps: 
0:03 Startup success factors, including hiring, sales processes, and training.
6:40 Sales process and framework for startups.
13:20 Sales training, coaching, and assessments for scaling sales teams.
19:00 Sales strategies for startups with a Sandler trainer.



Key Takeaways: 
Hire salespeople with a proven track record and underdog mentality.
Build a standardized sales process with effective questioning techniques.
Implement a structured training program with ongoing coaching.
Prioritize high-quality salespeople over quick hires.
Uncover true customer needs through insightful questioning.
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In this insightful episode with Brian, we dive deep into the world of sales psychology, focusing on the ever-present challenge of reactance. We will explore why recognizing and managing it is crucial for successful sales conversations. This discussion emphasizes the importance of maintaining a neutral and abundant mindset throughout the interaction. We equip you with valuable techniques to navigate reactance, including using negative questions, open-ended questions, and the powerful "start-stop-reverse" method.
Moreover, the conversation shifts to the significance of upfront contracts in building trust and lowering reactance. We explain how transparency at the outset sets the stage for meaningful discussions.
Join us with sales expert Brian Jackson, who will shed light on how upfront contracts establish a foundation for honest and productive dialogue. He also explores how salespeople can leverage techniques like disarming honesty and pattern interrupts to build trust and close deals more effectively. Get ready to gain valuable insights into the psychology of selling and discover practical strategies to overcome reactance and achieve sales success!
 
Timestamps
0:02 Reactance, a natural human response to threatened freedom.
3:34 Sales techniques to avoid triggering reactance in potential buyers.
9:48 Avoiding reactance in sales calls by building trust and acknowledging possible outcomes.
16:38 Sales techniques to avoid triggering reactance in potential customers.
23:05 Sales techniques to avoid triggering reactance in customers.
 
Key Takeaways 
Recognize customer resistance as a natural response to feeling pressured.
Use open-ended questions and specific techniques to guide conversations without triggering resistance.
Establish trust upfront with clear expectations through contracts.
Disarm resistance with honesty and acknowledge potential concerns.
Learn techniques to navigate emotional pushback during sales calls.
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In this week's insightful episode with John, we discuss the topic of de-escalating conflict. We discuss the importance of managing the emotional climate in conversations, creating microclimates to prevent escalation, and preparing for difficult conversations. We emphasized the importance of creating a positive emotional climate, active listening, and approaching conversations with empathy and understanding. John highlighted the significance of empathy and effective communication in addressing customer concerns, while Mike and John discussed effective communication strategies for de-escalating conflict. 
Join us as we delve into the significance of leveraging champions in intricate sales scenarios. Discover how champions go beyond mere support, investing their political capital for your cause. Explore the art of nurturing profound connections with champions through meaningful, personal gestures. Uncover the secrets to building lasting relationships that transcend the ordinary. 
Timestamp 
00:10 Leveraging internal champions for complex sales, avoiding common mistakes, and identifying potential champions.
08:32 RFP process, champions, and sales process with a focus on enterprise sales and triangulating the truth.
13:29 Leveraging champions in sales meetings for effective communication and decision-making.
18:17 Building relationships and finding solutions with a champion in a competitive RFP situation.
21:56 Sales techniques for large deals, including handling detractors.
 
Key Takeaways 
Leveraging champions is essential in complex sales deals with multiple stakeholders.
A champion is someone who not only supports you but also invests their political capital on your behalf.
Techniques like pre-proposal meetings and passing the baton of power can help leverage champions effectively.
Triangulating the truth by meeting with different stakeholders and understanding their personal motivations is crucial.
Building deep-rooted relationships and doing things that are significant, personal, and unexpected can strengthen the bond with champions.
 
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In this week's episode with Carol Bowser, we discuss the topic of de-escalating conflict. We discuss the importance of managing the emotional climate in conversations, creating microclimates to prevent escalation, and preparing for difficult conversations. We emphasized the importance of creating a positive emotional climate, active listening, and approaching conversations with empathy and understanding. Carol highlighted the significance of empathy and effective communication in addressing customer concerns and  effective communication strategies for de-escalating conflict. 
Join us in this conversation where Carol emphasizes the importance of understanding the narrative and context, managing emotions, and setting clear expectations in conflict resolution. Learn how to de-escalate conflict and succeed in difficult conversations. These expert tips will transform your communication skills!
Timestamp 
0:11 De-escalating conflicts and managing difficult conversations.
6:09 How to handle customer complaints in sales conversations.
12:01 How to approach conflicts and negotiations by understanding the other party's goals and reframing questions to find mutually beneficial solutions.
19:38 Escalation and de-escalation of conflicts, with a focus on communication and preparation.
23:01 De-escalating conflicts through active listening and empathy.
31:29 Conflict management strategies with Carol Bowser.

 
Key Takeaways 
Conflict can be de-escalated by reframing complaints as requests and understanding the underlying needs and goals of the other party.
Creating a collaborative and problem-solving mindset can help find workable solutions and build long-term relationships.
Using the word "yet" instead of "but" can balance both sides of the conversation and prevent escalation.
Acknowledging valid points and reflecting on the significance of the information shared can help de-escalate emotional intensity.
Remaining calm, cool, and collected during conversations can create a safe space for open dialogue and problem-solving.
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In this week's episode with Rich Chiarello, we delve into the intricate dance of sales, spotlighting the fusion of emotional resonance and intellectual prowess in driving success. Rich Chiarello emphasized the importance of understanding the emotional and intellectual aspects of sales, while Rich Chiarello stressed the significance of sales training in business expansion. We also discussed strategies for maximizing ROI in business decisions, highlighting the need to prioritize the customer's needs and demonstrate a clear ROI to close deals. Rich Chiarello emphasized the importance of aligning sales behaviors with the customer's needs and pain points.
Join us in this insightful conversation Rich Chiarello shares insights on how to have ROI conversations with potential clients. Rich discusses the mindset shift from selling features to identifying big problems that can be solved. He provides practical tips on sequencing the sales process, positioning yourself as a valued consultant, and calculating ROI. Tune in to learn how to have meaningful ROI conversations that lead to successful sales outcomes.
 
Timestamp 
0:13 Selling technology and ROI conversations with Sandler trainer.
3:51 ROI conversations in sales, myths, and misconceptions.
7:53 Sales techniques, including identifying pain points and demonstrating value.
12:40 Sales techniques, ROI, and budgeting for software and sales training.
17:23 ROI calculations and cost savings strategies for businesses.
20:56 Sales training, personal pain, and success definition.
 
Key Takeaways 
The value proposition that a salesperson offers should be based on their knowledge of the sales process, not just the technology they are selling.
ROI conversations should start with identifying a big business problem that can be solved and determining if the return on investment is significant enough to justify the expense.
It is essential to understand the different budget buckets and how expenses and capital investments are treated to have meaningful ROI conversations.
Salespeople should focus on the personal pain of the prospect and find out what motivates them to solve the business problem.
Looking at the full five-year cost trade-off and the ongoing benefits of a solution can lead to a larger ROI and a more compelling investment case.
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