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Selling Technology the Sandler Way

Finding Technical Solutions That Win Long-Term Business Relationships

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About this listen

Rich Chiarello offers sales teams tasked with selling technical solutions a proven program for success, based on the Sandler Selling System. He shows salespeople how to identify the most pressing business problem that their tool, application, or platform solves - and how to create a joint project plan that delivers value for both buyer and seller.

©2015 Sandler Systems, Inc. (P)2018 Gildan Media Forecasting & Strategic Planning Management & Leadership Marketing & Sales Sales & Selling Business Marketing Management Project Management Leadership Technology Business
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I know of Sandler and have been selling tech for years but found this listen quite interesting. Whilst there are a few obvious things discussed there are some newer things and it's always nice to get some fresh persepctive. I particularly like the bit "If you never called another prospect in your pipeline how many would pick up the phone to call you? The deal has to work both ways, the prospect must want it as badly as you, if not you will always be chasing" it was not in those words but I guess that is what he mean't.

As a result I have changed something recently around the types of questions i am asking a prospect. I am trying to find out how badly they want the deal.

Eitherway, a good listen and not too long.

Great listen

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