Sandler Blog

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

The TACTIC: I have always done it this way

By Sandler Training / March 15, 2018

If you keep doing it the same way, is it because you are making more and more money, or is it because that’s the way you’ve always done it?

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The TACTIC: Where’s the finish line?

By Sandler Training / March 15, 2018

If you don’t know what the goal is, then anything you do is as good as anything else, regardless of how aimless and useless it might be. For how else to judge your actions?

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The TACTIC: Are your saying…?

By Sandler Training / March 15, 2018

To really understand what someone means, not what you hope he means, ask for clarification.

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The TACTIC: Meet with an agenda

By Sandler Training / March 15, 2018

Meetings that are held with no written agenda start late, last forever, and accomplish only the wasting of everyone’s time.

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The TACTIC: Don’t be a hero in a group. Ever

By Sandler Training / March 8, 2018

Is your job to sell or rescue? Which one makes you money?

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The TACTIC: Put the phone down

By Sandler Training / March 8, 2018

Just because it rings doesn’t mean you have to answer it. Just because you answer it doesn’t mean you have to keep talking.

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The TACTIC: Do nothing you can delegate.

By Sandler Training / February 19, 2018

Delegation of a task is not dumping the task. Understand the difference before delegating.

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The TACTIC: Why did you circle YES?

By Sandler Training / February 19, 2018

Force the prospect to start working with you by his circling YES.

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The TACTIC: Meet them standing up

By Sandler Training / February 19, 2018

Be a stand-up person and get things done.

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The TACTIC: You start.

By Sandler Training / February 19, 2018

You start. That’s about as complicated as it gets. Instead of you starting, the prospect starts. Or, if you already have a customer with whom you are meeting or calling, tell her to start.

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