Sandler Blog

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Point the thumb, before you point the finger- Taking responsibility for your sales performance

Point the thumb, before you point the finger: Taking responsibility for your sales performance

By Patrick Caroll / March 31, 2014

I had a position coach during my freshman year in college that made the comment, “Point the thumb, before you point the finger,” and it has stuck with me ever since. Our football team was in a transition period, new coaches, new players, new strategies and we stunk pretty badly. One week, we sat down…

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What it means to be a top sales training company

By Dave Mattson / March 12, 2014

People make buying decisions emotionally and justify those decisions intellectually – Sandler Principle 6 There isn’t a day that goes by that I’m not reminded of this Principle and how it applies to our business at Sandler Training. Since 1967, we have been a part of the success path for thousands of businesses. Each year…

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The Power of Mindset

The Power of Mindset

By Dave Mattson / September 24, 2013

Your mindset has more to do with your success than almost any other single element. There are plenty of salespeople who possess extensive product knowledge, have numerous influential business contacts, are well-spoken and have appealing personalities, yet their sale performances are average…sometimes, only marginally acceptable. Then, there are salespeople who have just enough product knowledge…

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What motivates you to be the best salesperson?

What motivates you to be the best salesperson?

By Sandler Training / July 1, 2013

I often get asked by prospects and clients to give them the secret ingredient that will help them get motivated or how to motivate their sales teams. I hear comments like, “Most of us know what we need to do, why don’t we just do it?” I chuckle when I hear this because we all…

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Maintaining Sales Motivation- Why Do You Work?

Maintaining Sales Motivation: Why Do You Work?

By Sandler Training / November 10, 2010

Why? Why do we get up every day and go to work? Because we have bills to pay: Really? Listen to the news-not paying your bills is now as much a status symbol as a Gold Card in the 1980’s. Because that’s what is expected: Really? In most companies, the last time you saw your…

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