Sandler Blog

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

The TACTIC: Always. Never. Everyone

By Sandler Training / March 26, 2019

Absolutes tend to have more exceptions than Swiss cheese has holes. Don’t accept them.

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The TACTIC: Listen to me, please!

By Sandler Training / January 8, 2019

Put yourself in the prospect’s place to really know how well your salesperson communicates.

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The TACTIC: Respect the prospect’s world

By Sandler Training / October 31, 2018

You don’t have to live in the prospect’s world to do business; you just need to let the prospect know that you respect his world.

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The TACTIC: Hear the prospect’s music

By Sandler Training / September 11, 2018

Some prospects hear their world, and if you don’t make music to their ears, not only will they turn the volume down, they’ll even shut you off.

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The TACTIC: Define prospecting – then do it!

By Sandler Training / August 16, 2018

Most of us are absolutely convinced that everything we say is crystal clear and that no one could ever misunderstand a single world—now did you read that as “word” or “world?”

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The TACTIC: Learning to listen

By Sandler Training / July 27, 2018

Learning to listen to what others are saying is the first step in managing their behavior.

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The TACTIC: Hear the prospect’s music

By Sandler Training / July 12, 2018

Some prospects hear their world, and if you don’t make music to their ears, not only will they turn the volume down, they’ll even shut you off.

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The TACTIC: Is there a problem? Did we fix it?

By Sandler Training / June 27, 2018

If you don’t solve both customer repair problems, the actual and emotional, there are tons of other salespeople ready to do the job and take your commission.

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The TACTIC: See the prospect’s picture.

By Sandler Training / June 27, 2018

Some prospects process their world in visual images and if you want them to buy from you, you had best get into focus and be part of the big picture.

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The TACTIC: Don’t lead them into a swamp.

By Sandler Training / June 12, 2018

Don’t involve your customer in your problems and your company’s problems. Your customer has enough of his own problems.

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