Mike Montague interviews David Mattson, President and CEO of Sandler and author of How to Sell to the Modern Buyer. Dave talks about the new Sandler book and how modern sellers can align with the current reality of selling in a hybrid world. Get the Sandler book, How to Sell to the Modern Buyer), in the Sandler Shop), Amazon), or Kindle).
- The best attitude, behavior, and technique on how to sell to the modern buyer
- The new book has 52 rules to help you sell to the modern buyer
- Be helpful, not subservient
- It’s ok to disqualify people for some things while qualifying them for others
- Sometimes you need to clean out your funnel
- Engage, don’t hide
- You have the power, not the technology
- 52 rules - one to focus on each week
- When what you’re doing is successful, don’t stop doing it
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