Skip to main content
The Ruby Group | Akron and Columbus, OH
 

This website uses cookies to offer you a better browsing experience.
You can learn more by clicking here.

Conversational Selling

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Tim, a new sales hire, was having trouble setting appointments. Miguel, his sales manager, wanted to know why. After just a little one-on-one role-play, one of Tim’s challenges became clear. During his discussions with potential business partners, Tim was focusing almost exclusively on the features of what his company offered.