Sandler Blog

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

A Cure for the Summer Sales Blues

By Hamish Knox / August 3, 2012

When the calendar turns to July and August, most people struggle to prospect because they believe that all of their prospects are on vacation. Often summer is a great time to reach decision makers. They are in the office while their staff is away. As, David Sandler said, “you can’t manage anything you can’t control,”…

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Games Prospects Play

By Hamish Knox / July 27, 2012

Prospects like to play games with salespeople. The purpose of games prospects play is to make a salesperson feel not-OK. When a salesperson feels not-OK in front of a prospect, they are more likely to give up their time and information in the hope that their prospect will make them feel OK again. Some of…

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Increase Your Communication Effectiveness 93%

By Hamish Knox / June 20, 2012

When you get an email from a prospect with one of the following requests, what do you do? Send me a quote for.. Provide us with more information about.. We’d like a proposal.. Forward us a brochure on.. If you thought, “reply by email,” you just put your prospect firmly in control of the sales…

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Change Your Recruiting From D’Oh to Yahoo!

By Hamish Knox / June 5, 2012

Even if you’re not hiring for the CEO role at a high profile tech company, bad recruiting can negatively affect morale, productivity and customer relationships. Typically, bad recruiting comes down to no real recruiting process, which can be as easy as answering these four questions: Do we even need to recruit? – it’s easy to…

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Stop Helping Your Prospects Lower Your Prices

By Hamish Knox / May 15, 2012

Before you choose to answer your prospect’s “how much” question, consider if you are unintentionally helping your prospect lower your prices. While a common trick of the amateur salesperson is offering increasing discounts to win business, I haven’t met a professional salesperson who uses this tactic. Unfortunately, the professional salesperson can still be guilty of…

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Hope, Fear, and Selling

By Hamish Knox / April 30, 2012

The bottom line of selling is going to the bank; however, prospects are more likely to offer hope instead of an order when meeting a salesperson. “Hope is the only thing stronger than fear,”—President Snow, the Hunger Games. “A little hope is effective; a lot of hope is dangerous.” Because hope is stronger than fear,…

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Better is in the Eye of the Beholder

By Hamish Knox / April 9, 2012

The two words that are guaranteed to trip up most sales people are “better” and “value.” The latter we’ll talk about in another post. Typically the “better” trap is set by a prospect at the beginning of a meeting. After introductions and polite conversation your prospect says, “so tell me how you are better than…

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Posturing Language

By Sandler Training / March 6, 2012

Over time, every successful salesperson comes to the conclusion that having the proper selling posture during the sales interview is critical. Many sales people are still struggling to understand this concept. When we talk about posture, we are talking about the attitude reflected in the communication of the salesperson. We know that the message we…

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Death Trap by Happy Ears

By Sandler Training / March 5, 2012

A common death trap salespeople fall into is having “happy ears,” meaning, they tend to hear what they want to hear. In actuality, what they (salespeople) heard does not reflect the real intent of what the prospect said. Sales Tips The cure to “happy ears” is to be skeptical, yet nurturing. Your prospect says: “I…

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Refine Your Sales Process With a Sales Template

By Sandler Training / February 10, 2012

A sales template is defined as the step by step set of interactions you want your prospect to go through because it will give you a clear competitive advantage or otherwise increase the chances of you winning the business. An efficient sale system enables you to consistently achieve a desired outcome or set of outcomes…

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