Sandler Blog

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

Video: Sandler Rule #25: When You Want to Know the Future, Bring It Back to the Present

By Sandler Training / September 8, 2010

“Can you get me an estimate?” “Why don’t you write up a proposal for me?” “Well, just get me an outline of your plans for us and we’ll get back to you.” Do these sound familiar? Possibly a “free consulting” nightmare that sales professionals see way too often? Well, we’ve got some bad news for…

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Video: Sandler Rule #21: Sell Today, Educate Tomorrow

By Sandler Training / September 3, 2010

As Sandler Training’s Karl Scheible explains above, it may be in the salesperson’s best interest to stop talking from time to time. As odd as that sounds, especially when you consider that the stereotypical salesperson is never a stranger to conversation, it’s definitely the case that your verbal enthusiasm for selling your product may keep…

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Sales Training and Golf: A Lesson in Repetition

By Sandler Training / August 31, 2010

So what does a professional golfer-someone who gets paid to play the game every day-really get out of coaches and practice sessions? Trophies. As Dave Mattson outlines in the video above, golf greats like Jack Nicklaus and Arnold Palmer made winning second-nature. Sure, there was something to be said for natural ability, but any all-star…

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Sales Training for the Prospecting Marathon

By Sandler Training / August 30, 2010

What does a marathon runner know about making prospecting calls? Probably very little. Maybe nothing! However, the strategy the marathon runner uses to prepare for a race can help you become a better prospector. No runner started out as a marathon runner. They trained over time to build their strength and endurance to go the…

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Salespeople Who Decide Are Salespeople Who Survive

By Sandler Training / August 26, 2010

The late, great Arthur Ashe, for whom the Stadium Court at Flushing Meadows Tennis Complex in New York City is named, was not only a great pioneer in the sport, but was also known for his intellect and ability to teach in both words and examples. I attended a tennis clinic one time where he…

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Video: Sandler Rule #26: People Buy in Spite of the Hard Sell, Not Because of It

By Sandler Training / August 25, 2010

Countless people go through sales training seminars every year only to emerge with slick tricks, a few doses of confidence and a belief that they’ll be able to bully any prospect they meet into signing on the dotted line. While this may do just fine for the quick, lucky payday, it is not a system…

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Video: Sandler Rule #38: The Problem the Prospect Brings You Is Never the Real Problem

By Sandler Training / August 23, 2010

Wouldn’t it be wonderful for a prospect to accurately and honestly lay out all of their issues for you in your first meeting? This means no more seemingly-perfect deals to disappear, no more “perfect matches” to end with unreciprocated phone calls, and best of all, no more “What went wrong?” The first part of any…

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Sales Training: A Do-It-Yourself Guide

By Sandler Training / August 18, 2010

Over the last eight years I have done hundreds of one-on-one performance coaching sessions with salespeople, and the single most frequent question I hear is, “How do I get better?” It’s a meaningful question and almost always asked with a genuineness that signifies the person speaking really wants help. I usually respond to that question…

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Video: Sandler Rule #31: Close the Sale or Close the File

By Sandler Training / August 17, 2010

Through any sales training seminar you may have attended or any job training you’ve experienced, people seem to put a lot of energy into teaching you how to avoid or resist one word: “No.”The fear of rejection alone is enough to drive the timid and easily-bruised away from sales altogether. So what happens when you…

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Video: Sandler Rule #35: If Your Competition Is Doing It, Stop Doing It Right Away

By Sandler Training / August 12, 2010

If you simply differentiate yourself as saying you’re “the best” sales professional out there, then you can look forward to clients and prospects who will wander around to see if one of the millions of other “bests” out there are cheaper. This rule is simple. See what your competition does, and then make sure that…

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