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Prospecting & Qualifying

How to Succeed When You Have More Business Than Your Can Handle

Matt Pletzer, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at dealing with too much business. It's a good problem to have, but it can prevent you from selling more and growing. Get the best practices collected from around the world.

Listen Time: 25 Minutes

How to Succeed at Advanced Bonding and Rapport

Gerry Weinberg, a Sandler trainer from Detriot, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in connecting with your clients through advanced bonding and rapport tactics. Get the best practices collected from around the world.

Listen Time: 28 Minutes

Four Ways to Prospect More Effectively During the Holidays

The end of the year is upon us! And contrary to popular belief, this is not necessarily a “dead” time in terms of business development and relationship-building for salespeople. Here are four simple strategies you can use right away to ramp up your prospecting performance during the holiday season.

Read Time: 4 Minutes

How to Succeed at Teaching Your Prospects How to Buy from You

Al Simon, Sandler trainer, joins us to talk about the attitude, behaviors, and techniques of sales interactions. Learn the advantages and best practices of having a system for salespeople to follow and knowing your own sales gates. Learn how to lead and control the sales interaction and teach your buyer how to make the right decision.

Q&A: Sandler and Grovo's Partnership for Success

Sandler Training recently chose online learning leader Grovo as its exclusive partner to develop and deliver Microlearning modules based on Sandler's renowned sales, management, and leadership training. Sandler will also be offering access to Grovo’s award-winning content library to Sandler clients via the Sandler Online portal.

Selling into Large Organizations

Brian Sullivan, VP of Enterprise Selling, and Mike Montague, VP of Online Learning discuss the challenges of selling into large organizations and how to overcome them in this Facebook Live session.

How to Succeed at Gauging the Prospects Interest

David Mattson, Sandler's President and CEO, shares his thoughts about gauging the prospect's motivation and interest. Learn the attitudes, behaviors, and techniques of top performers, who can uncover and qualify the prospect's reasons for doing business.

Prospecting Best Practices with Sean Coyle

Learn the best practices for prospecting with Mike Montague and Sean Coyle.

Using LinkedIn to Generate More Business in the Summer

Summertime can be a difficult time for salespeople. Vacations, seasonal businesses, and other distractions can make it more challenging to get in touch with decision-makers. LinkedIn is a smart way to be more productive during these months. Of course, every great business deal requires a conversation. Using LinkedIn, you can make sure you have more of those conversations, have them with the right people, and have the best conversation possible.

What's your strategy for building trust with prospective clients?

All things being equal, people tend to buy from people they like and trust.  All things being unequal, the same principal applies.