Sandler Blog

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

Sandler Names Dave Hiatt Director of Franchise Development

By Sandler Training / May 26, 2020

Sandler names Dave Hiatt Director of Franchise Development. Sandler Also Named to FranServe, Inc.’s Fran-Tastic List.

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Sandler Named to “Top 20” List for 11th Straight Year

By Sandler Training / May 26, 2020

Training Industry, one of the most trusted and respected sources of information on the business of learning, recently selected Sandler Training as one of the top 20 sales training companies.

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When Is No Decision A Decision?

By Sandler Training / May 19, 2020

Let’s be brutally honest. “I need to think it over” is really a coded message from the prospect. When you take the time to decode it, here’s what you’re really hearing: “No.”

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How to Succeed at Productivity as a Business Owner

By Sandler Training / May 12, 2020

Mike Montague interviews Nancy Gaines on How to Succeed at Productivity as a Business Owner.

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The TACTIC: Traffic cops keep it moving – you should, too

By Sandler Training / March 27, 2020

f you are not focused on keeping the customers you have and gaining more, then you will never succeed in sales to the level you thought possible.

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The TACTIC: Warm referrals from cold calls

By Sandler Training / March 19, 2020

Getting warm referrals from cold calls is as simple to do as asking for them — “If you were me, whom would you call?”

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The TACTIC: When selling, go for the top

By Sandler Training / March 12, 2020

About six months ago, Tim had done some research on firms in his sales territory and decided that The Hubble Group was a prime prospect. In the course of the research, he had obtained a publicly available corporate report which contained the names of all the company officers from the CEO down to the line managers.

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The TACTIC: When selling, go for the top

By Sandler Training / March 4, 2020

If your boss tells you to pay attention to what this salesperson is selling, you probably will. If someone two levels down tells you to pay attention to what this salesperson is selling, you’ll probably get around to it eventually. If you are the salesperson in question, which situation is better for you?

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The TACTIC: The bottom line of professional selling is going to the bank

By Sandler Training / February 27, 2020

There is nothing wrong with putting bigger and bigger commission checks in your bank account unless you’ve decided that your job is to meet quota.

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The TACTIC: Prospects who talk buy

By Sandler Training / February 20, 2020

When a prospect, or a customer, asks you a question about the product that goes beyond the basics, don’t answer the question. Instead, take the question and reverse it.

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