David Mattson: Sandler Methodology as a Lifestyle

About David H. Mattson: Dave Mattson is the CEO and President of Sandler Training, a global training organization with more than three decades of experience in providing training to companies of all sizes throughout the world. His key areas of focus are sales leadership, strategy, and client satisfaction. Since joining Sandler in 1988, Mr. Mattson has guided the firm to its position as a global provider of sales and management training with over 250 operating units in 25 countries. Under his leadership, the company has also been recognized four times in the Top 20 Sales Training Companies by TrainingIndustry.com, and nine times by Entrepreneur magazine’s “Franchise 500” as the number-one sales training company in the United States. He is a best-selling author, sales, and management thought leader, keynote speaker, and leader for sales training seminars around the world. Check out the latest episode of our Conversational Selling podcast to learn more about Dave.<br /><br /> In this episode, Nancy and Dave discuss the following:Why Sandler is so successful.Script and its function is Sandler world.Applying Sandler tips and tricks in personal interactions.How one can quickly size up his/her prospect's communication style.The connection between DISC and Sandler Methodology.Sandler methodology in a college curriculum.Sandler Rules for Salespeople and for Sales Leaders. Key Takeaways: <br /><br /> Sandler Methodology is a conversational sales model that allows you to insert your own personality, your knowledge of your own client base, and what you're selling.The success triangle is behavior, technique, and attitude.Salespeople get paid to change the way they communicate. Buyers do not get paid to change the way they buy.The buyers just want to know if you understand their issue. They want to feel comfortable and trust that you do understand and have a solution.The top pros get rejected 80% of the time. So, it's the norm."Good salespeople are like doctors. The doctor comes in and they're super smart, but they say “Nancy, why'd you come in today? Tell me a little bit about the problem that you're experiencing”. They ask questions, right? The value of a salesperson is determined by the information you gather not dispense. If you think about that. Because of that, if I use the doctor analogy if I were to go in, the other doctor doesn't do that. They say “Nancy, thanks for coming in today. Hey, before you say a word, let me show you, my diplomas. Let me tell you about the universe that I went through. And I am at the top of my class. Let me show you the tools that I use when I operate”. And I do this data dump and you're like, who cares? Let me tell you about me because people want to tell you about their problems, right? And I think that's the difference and its maturity that happens that way." – DAVE "So, we have rules for salespeople, and we have rules for sales leaders. And again, I go back to, you can read a 400-page book on selling. Or what we've done is we've said, look, again, Sandler teaches the way to think, not necessarily what to say. So, if you have things like, there are quick rules, like don't spill your candy in the lobby, all that simply means is go in and seek to understand. So, they're catchy phrases, so you'll remember them, but they apply to so many different scenarios in a selling situation versus a script that fits into one particular area. " – DAVE “First of all, no one wants to be rejected. If we even go back to, you know, and I'll age myself here. We had school dances, you know, did I want somebody to hold up a sign and say Dave, please come ask me to dance? Yeah, because I was afraid to go over