Sandler Blog

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

Living Your Best Life

By Steve Montague / May 30, 2013

At Sandler Training, we develop professionals in sales, management and customer service. Professionals have a commitment to be the best they can be. They do things a little differently than the average performers. What do the most successful professionals in any industry have in common? They study. They invest in themselves. They practice. They have…

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Selling the Legal Profession

By Steve Howell / May 16, 2013

Are lawyers also salespeople? If you asked one of them directly, they’d likely scrunch up their face as if they’d just heard an awful verdict from the bench. But the truth is in this day and age the legal profession is as competitive as any other (if not more so) for new business. Why do…

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Banking Success: Transactions and Interactions

By Don Jones / May 7, 2013

Quick poll: When was the last time you stepped foot in your bank? From drive-through bank windows to more recent banking amenities like online banking and mobile apps, banks have practically been encouraging customers to stay away for years. Along with the conveniences for the customers, banks benefitted from less overhead and an increased focus…

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Sandler’s reinforcement is like rebar: a powerful strengthener

By Brian Hart / April 23, 2013

Always going. Yes, I am. My thoughts spin as fast as my tires when I’m driving to my Sandler Training center every morning. Of course, often these thoughts are on Sandler as I mentally prepare for my Foundations or President’s Club sessions. Well, the other morning as I drove through a construction zone on the…

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A Better Way to Role Play

By Hamish Knox / April 22, 2013

Most salespeople hate role play even though it is one of the best tools to help them grow. Unfortunately, traditional role plays set up a salesperson to feel bad about themselves instead of learn. We strongly suggest that managers be the salesperson when role playing, especially when working with new reps, for two reasons. First,…

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Identity vs. Role

By Chip Doyle / March 13, 2013

Sandler Training has many novel approaches to selling. But back in 2000 when I started my sales training business, there was one topic in particular that I wasn’t expecting in a sales training curriculum. There was an entire section dedicated to insuring that salespeople’s self-identity was separate and distinct from their sales role. I figured…

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You can’t earn when you’re in “knowing” mode

By Hamish Knox / March 11, 2013

Salespeople could significantly increase their earnings if they stopped saying and believing “I know why.” The reality is that their “knowledge” is a guess created from vague statements from prospects (“we really like your presentation”) and clients (“your service is top-notch”) that salespeople leave unexplored because they don’t want to be “pushy”, “rock the boat”…

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Why your onboarding is contributing to your turnover

By Hamish Knox / February 26, 2013

It’s estimated that the cost of recruiting, interviewing, hiring and onboarding a new salesperson costs a company between $75,000 and $300,000 per rep. Unfortunately for most companies, their onboarding program contributes directly to those new reps leaving. Let’s pretend we’re watching a newly hired rep; we’ll call him Greg. Greg was highly successful with his last company…

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The key to success in sales: an agenda

By Sandler Training / February 25, 2013

Your meeting date and time has been established.  You’re confident your product or service is superior to your competitors.  Your goal for the meeting is to convince the prospect. You’ve planned to be there for 45 minutes. The prospect checks their calendar and realizes a few minutes before that, they’ve scheduled a meeting with some salesperson and they’re…

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Building Better Business Developers in Professional Services

By Hamish Knox / February 11, 2013

The most common complaint we hear from the heads of professional services firms (lawyers, accountants, engineers, marketing or PR agencies) is that their people are technically brilliant, but have a serious aversion to business development. Totally understandable considering the training the majority of professionals receive relates directly to delivering services they provide (e.g. how to…

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