Sandler Blog

Stay up to date with valuable insights and advice from our expert trainers.

There’s No Summer Slumber. People Will Still Spend Their Money

By Sandler Training / July 29, 2010

We are right in the middle of summer, and I love the summer. And in the midst of this nice warm weather, it may be strange to say that I also love the winter-but I do. That’s when the business world almost uniformly decides to go into a slumber because they believe buying slows down.…

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Video: Sandler’s Point of Difference

By Sandler Training / July 27, 2010

Sandler CEO Dave Mattson discusses why Sandler isn’t just your typical sales training seminar. Sandler is more than just a couple of sales tips; it’s a proven system based on continual reinforcement and incremental learning that results in a permanent behavior change.  

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Ouch! That Stings: How Salespeople Got a Bad Rep

By Sandler Training / July 26, 2010

I’ve spent a lot of time considering why the occupation of selling has been given such a low approval rating over the past 40 years. It wasn’t always that way. Here’s a story that got me thinking about this again. A cowboy named Bud was overseeing his herd in a remote mountainous pasture in California…

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Ban Your Proposals and Close More of Your Sales

By Bill Bartlett / July 21, 2010

I propose a ban on proposals! I find them to be an enormous waste of time as no one has ever in the history of sales purchased anything solely based on the proposal. We unwittingly taught all prospects that they simply have to ask and we will provide them with all the information they need…

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Low Self-Esteem: 100% Fatal for Salespeople

By Sandler Training / July 19, 2010

Q: What’s the one thing a salesperson must avoid if they are to be successful? A: I study salespeople for a living. The majority of them don’t lose because of product inferiority, pricing excesses or poor sales technique. They lose because of low self-esteem! We all start out with perfect self-esteem. Ever met any three-year-olds…

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How Do You Respond to Your Client’s Budget Objections

By Sandler Training / July 15, 2010

Many salespeople bail out long before they get thrown out. Do you ever wonder why so many salespeople leave a sales opportunity too early? Salespeople often enter a sales discussion worried about the inevitable money step. What will I say? What will I do? What if they don’t like the price we are charging? What…

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The Fourth Wall of Business

By Sandler Training / July 12, 2010

In the theater, the “fourth wall” is the wall between the actors and the audience. Behind this wall, the world of the actors is exactly as the audience imagines it. The good guys and the bad guysall fit within the story being told. If the fourth wall is “broken” the audience is directly acknowledged-the spell…

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Having a Poor Memory Is Essential to Sales Success

By Sandler Training / July 9, 2010

How’s your memory? Do you fall into the category as described the old adage, “I’d forget my head if it wasn’t connected to my body”? Are you constantly setting traps for yourself to be on time for meetings or where your car keys are placed or what’s supposed to be happening on your schedule from…

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Going from a Typical Salesperson to a Trusted Advisor in Three Easy Loops

By Sandler Training / July 6, 2010

Recently I was working with a company’s executive team in reviewing the progress we had made together in solving a longstanding, difficult problem that had stunted their growth for years and slowed their momentum. It was rewarding to see their excitement as we reviewed the results of our efforts together. It was a good team…

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Email Is Not a Sales Strategy

By Sandler Training / July 1, 2010

I don’t like emails! Thought I’d get that out on the front end so there’s no mystery as to where I am heading. Now you’re wondering what in the world has happened. What did he do wrong? What caused such a negative reaction to something as simple, routine and harmless as email? Well, actually it’s…

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