Sandler Blog

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

The TACTIC: You don’t know me, do you want to?

By Sandler Training / April 27, 2018

If you sound like the run-of-the-mill salesperson, you’ll be treated like the run-of-the-mill salesperson. Is this what you want?

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The TACTIC: I’ll just be gone for a minute…

By Sandler Training / April 27, 2018

Meetings are held to communicate and resolve issues vital to those attending. Why should anyone leave?

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The TACTIC: I forgot my calendar

By Sandler Training / April 19, 2018

If someone doesn’t have his calendar at the conclusion of the meeting, then you have just been told your meeting was a waste of time.

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The TACTIC: Let your prospects do 70% of the talking.

By Sandler Training / April 18, 2018

If you decide to continue with a prospect, you are managing your time. If the prospect decides what to do, who is managing your time then?

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The TACTIC: He’s a really good client

By Sandler Training / April 11, 2018

Know what your role is in a business relationship and stick to it.

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The TACTIC: Just a half hour of your time

By Sandler Training / April 11, 2018

Badgering a prospect for an appointment only reinforces in the prospect’s mind that you are just another one of those “pain-in-the-butt” salespeople.

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The TACTIC: It’s not the good old days anymore.

By Sandler Training / April 11, 2018

How you prospect depends on your customer’s “time to buy again” cycle. Know it. Work with it. Be successful. Ignore it, fail.

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The TACTIC: Never ask why. Always ask what.

By Sandler Training / April 6, 2018

What you find out is more important than why you found it out.

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The TACTIC: Always. Never. Everyone.

By Sandler Training / March 29, 2018

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

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The TACTIC: I can always call the other office

By Sandler Training / March 29, 2018

A salesperson without a thought-out filing system is a salesperson that will consistently be below the halfway point on the sales chart.

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