Sandler by Mathis Events

Most sales training focuses only on one element – technique. This leads to short-term change if anything at all. This session is an opportunity to pause, reflect on your career, and discover how long-term success is dependent on the inextricable connection between attitude, behavior and technique.

The buyer’s journey is rapidly transforming into one that is digital and increasingly independent. Armed with information, the educated buyer seeks out sales consultants who enable and empower them to make their buying decisions.

Imagine a world where you could quickly create rapport with prospects without resorting to small talk about the weather or their favorite sports team. This no-fluff session can get you there. It focuses on the essentials for communicating effectively and building mutual trust with buyers.

Cold-calling is just one prong of an omnichannel prospecting approach, but it’s an important one. If the idea of cold-calling prospects makes you sweat, you’re far from alone. The pressure to make a good first impression with a potential client is enough to make anyone nervous. But it doesn’t have to be that way.

Most people have experienced meetings that go off point, get derailed, or are overall ineffective. An Up-Front Contract is a tool that helps sales professionals set expectations upfront and establish control over their meetings.

Loss aversion is a powerful motivator. Customers’ buying decisions are driven by an instinct to avoid loss, solve problems, and alleviate pain. By identifying what hurts, you appeal to your buyer’s intrinsic motivation to change—and to invest in your solution.

From loaded questions to disguised objections, buyers’ questions can feel risky to answer. Discover how to maintain momentum throughout the sales interaction while navigating stalls and objections with tact. Instead of leading with your own expertise, you’ll learn how to use curiosity to cultivate trust.

Nothing provokes anxiety in a salesperson like talking about pricing. What if the buyer doesn’t have a budget for an investment? What if their budget is too low? What if they don’t want to talk about it? Investment conversations don’t have to be uncomfortable and there is much more to an investment decision to buy a new product or service than just the budget.

Buyers‘ decision-making processes are growing increasingly complex with an increasing number of decision-makers involved in every sale. It has never been more difficult—or more important— for a salesperson to gain access to key decision-makers and understand how their buyers make decisions.

In sales, whether a deal closes is decided by the many qualifying events that occur well before closing. Closing the deal is the end game in sales, your presentation doesn’t have to feel like a high-stakes event that makes or breaks it.