Antonio Garrido

Antonio Garrido is the co-founder of Absolute Sales Development, Inc., an authorized Sandler Training center, and author of Asking Questions The Sandler Way. Antonio uses proven Sandler techniques and methodologies to help his clients win more sales, in less time, while creating a common sales language and dynamic prospecting culture.

100 Great “Sandler Questions” … and When to Ask Them

By Antonio Garrido / April 7, 2022

Here is a list of 100 classic “Sandler Questions” to fully understand what the buyer needs and be able to close the gap between where they are and where they want to be.

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15 Powerful Questions Salespeople Can Ask “Before We Get Started”

By Antonio Garrido / March 17, 2022

Here are some of the key questions we coach salespeople to be prepared to ask in the initial phases of a conversation with a prospect.

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Who is the Best Coach in the World?

By Antonio Garrido / July 20, 2020

[Thought Leaders] Ask a bunch of top executives who they believe is the best coach in the world, and they will likely reel off the names of ‘the usual suspects’ – you know, the ones that pay millions a year to their SEO-agency in order to occupy that cherished top spot on any of the…

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The 5 Overarching Management Principles

By Antonio Garrido / June 16, 2020

[] Managers and leaders, take a look at your job description.  Now take a look at the job description from your previous role…and the one before that. How vastly different are they? In fact, take a look at the ‘Roles and Responsibilities’, or ‘Job Description’ documents for any senior manager or business leader and they…

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The 21st Century Ride-Along

By Antonio Garrido / May 20, 2020

[Everyday MBA] Antonio Garrido discusses his book “The 21st Century Ride Along” and how sales leaders can develop their teams in real-time sales calls. What’s a sales team to do right now in the mist of Covid-19? What are best practices for sales teams suddenly thrust into a virtual team environment? In a newly-virtual world, are…

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The 21st Century Ride-along

By Antonio Garrido / April 17, 2020

[Blue Heron Journal] When you take on a tough job – a presentation, or a sales call – you never know.  But author  Garrido believes that what prepares us first and best is direct feedback.  Practice, practice, practice.  Or as I tell my clients, “Get on the bus.”  Garrido reminds us of the invaluable live…

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In a Newly-Virtual World, Are Ride Alongs Still Important

By Antonio Garrido / April 10, 2020

[Strategy Driven] All managers and leaders recognize that one of their most critical tasks is to develop the skills and competencies of their people. They agree, too, that one of the very best ways to properly understand the level of skill and competency of their workforce is to observe them in real-time, real life, operational…

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Salespeople: Dig Deeper … With Reversing

By Antonio Garrido / February 2, 2018

When prospects ask you a question (or use wishy-washy words, or try to mislead you, or use smokescreen tactics), wouldn’t it be nice if you knew for sure what their true intention was? David Sandler developed a tool to help the salesperson accomplish exactly this. It’s called reversing. Begin by noticing that, very often, prospects…

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Sales Interrogation, or Sales Interview?

By Antonio Garrido / August 17, 2017

If you’ve ever been unfortunate enough to have been taken in for questioning by the smartly dressed gentlemen and ladies of the FBI, you will likely have been exposed to a variety of sophisticated questioning strategies. NOTE: I have never been exposed to these strategies firsthand, of course, since I was nowhere near the docks…

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‘Hope’ Is Not A High Growth Strategy

By Antonio Garrido / August 3, 2017

Most salespeople up and down the land have a fairly blunt and unsophisticated sales strategy. Their strategy is not very clever. It’s not based on any clear empirical proof of success—heck, it doesn’t even work that well. It is, however, familiar. It looks something like this: Find someone, anyone, who might be ever so slightly…

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