On this week’s episode of Conversational Selling, we’re joined by Dave Trapani, the CEO of AGT and Associates, an authorized Sandler Training center. Dave has over 25 years of sales, marketing, and management experience, and helps business owners and leaders gain an edge to move their business development efforts to the next level. He firmly believes that many sales challenges can be fixed by attitude, behavior, and technique, and as a longtime client of Dave’s, I can say firsthand that it works. 

“I think the real game-changer is that we do things 180 degrees differently than all other salespeople out there. So most salespeople think we should be headed in a certain direction, or taking certain actions to move a deal forward, but at Sandler, most of the techniques and approaches that we use are actually counterintuitive to what that person thinks they should be doing,” says Dave.

We chat about the Sandler methodology and what makes it unique, as well as: