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Danny Wood Enterprises, L.L.C. | Rutherford, NJ | 201-842-0055

Sales Tips & Insights

Sandler sales tips and insights

Explore Danny Wood's Video Library

201-842-0055 | dwood@sandler.com

The Hunt for New Revenue

Are you or your sales team driving revenue today the same way they did in 2019?

If sales have hit a decline, it’s time to adjust your lead generation and prospecting activities to align with today’s market conditions.

As we move from pandemic crisis to recovery mode, we need to assess and update our cookbooks for driving business.

We'll look at the KARE method of segmenting your clients and prospects to determine where to spend your time and energy.

I don't suppose ...

I don’t suppose you’re interested in how to position questions that eliminates pressure, makes the other person feel OK, and gets a better answer?

Increase Your Business by 20%

Danny shares a concept that can help you to almost double your business. It involves a equation where if we can improve in just a few small areas by 20%, we could almost double our business.

Avoid Anchoring

Stop helping your prospects to lower your prices.

Before you answer your prospect’s “How Much” question, consider if you are unintentionally helping the prospect to lower your price. The Anchor is a piece of information that the brain latches on to. Only discuss price after understanding your prospect’s problems and their financial impact.

Minimum Acceptable Performance

Start Your New Hires Off with a MAP

A clearly defined MAP (Minimum Acceptable Performance) should be included in your sales on-boarding process. It’s the behaviors that you expect your new hire to do every week to succeed. Remember the Sandler Rule: Never manage your numbers, manage your behavior.

ABATS

Always Be Advancing the Sale with Danny Wood

Sales reps have been known to stuff the pipeline with opportunities that have zero chance of closing Instead of ABC (Always Be Closing), change your method to ABATS. Define and publish your sales process where everyone on the sales team is consistent in the qualification process.

Trick Your Brain

Your brain can be an enemy or an ally in achieving your goals. Because of the way we talk about our goals, we often turn our brain against us. The words we use make a difference!

Sales Interrogatories

During your last few sales appointments, how many times did you ask questions that generated a Pavlovian response? The technique to prevent triggering a Pavlovian response was taught to you in grade school English. The proper name is "interrogatives," but most of us know it as the 5 Ws; who, what, when, where, why plus H (how). Listen as Danny shares an example.

Wheel of Life

Danny Wood discusses the “Wheel of Life” and the seven areas to help you determine priorities, set goals, establish where you where are at achieving them, and what you need to do.

The seven areas of the Wheel of Life

  • Financial
  • Career & Business
  • Family
  • Health & Fitness
  • Spiritual
  • Personal
  • Contribution

The Psychology Behind the Sale

Everyone has three ego states; the Parent, Adult, and Child. Listen as Danny explains Transactional Analysis and the difference in the three. The Parenting ego can be critical or nurturing. The Adult makes logical decisions and objective. The Child state can be rebellious, emotional, or fun loving.

Have your BAGELS every morning!

Start your day with BAGELS.

  • Behaviors
  • Affirmations
  • Goals & Gratitude
  • Evaluation
  • Lessons Learned
  • Successes

Extended Up-Front Sales Contract

Do you ever find that your sales cycle is getting longer, you don’t have control over the prospect meeting, or you’re hearing too many prospect excuses? Join Danny Wood as he walks you through the steps of the Sandler Up-Front Contract. These steps and questions establish a clear path to help determine the meeting outcome and create equal business stature. This may seem uncomfortable at first, but folks, they work! Good selling.

 

Prospecting Cookbook

In today’s Meet Me After Class Moment, Danny discusses the importance of having a prospecting cookbook and doing the behaviors to be successful. Do you know how many telephone prospecting calls you need to make each week? What about referral meetings, networking events, or resurrection calls?

Never manage your numbers; manage your behavior!

Pain Funnel

Sandler Sales Advice with Danny Wood

The Sandler Pain funnel takes your prospect through a series of questions that helps to identify and quantify their “pain.” This helps move you through the sales process and how to tailor your solutions to their “pain.”

Prospecting

Sandler Sales Advice with Danny Wood

Today, we’ll be talking about the no-pressure prospecting call. Let’s go through the five-steps and you can see how it can work for you in your world.
• Opening
• Upfront contract
• 30 Second Commercial
• Close
• Post Sell

The 30-Second Commercial

Sandler Sales Advice with Danny Wood

How do I sound different than my competitors? A well thought-out 30-second commercial can do the trick! View Danny Wood’s overview of a 30-second commercial, how to create, and how it works.

Why Work with Danny Wood & Sandler Training in Rutherford, New Jersey?

Sandler sales, management, & leadership training is built on continual training and reinforcement over time. Like training an athletic.

Listen as Danny describes four-core areas where Sandler Training can help clients overcome.

If you have a commitment to grow your business, give us a call to see if we’re a fit.

201-842-0055 | dwood@sandler.com

Sandler Rule #16: "Never Ask For The Order, Make The Prospect Give It Up"


If you have to ask for the order, it’s not a mutual decision.

Danny Wood, "The Lizard Story"

Danny Wood shares "The Lizard Story” and how it relates to how a business must continue to grow or it will die.

What Danny’s clients are saying

Listen to what clients have to say about Danny Wood and how Sandler Training has helped them.

Al Striano, Client

Al Striano discusses how Danny Wood effectively addressed the anatomy of sales development and the psychology of sales.

Greg Romanzo, Client

Danny is engaging, dynamic, and entertaining as he delivers an expression or antidote that gets you thinking about how to grow your business.

David Konikow, Client

Danny is the ultimate sales professional coach. He knows how to understand individuals and human nature, how people tick, and how to formulate a strategic to help them be their best.

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