Sandler Blog

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

The TACTIC: Haven’t got time to explain it

By Sandler Training / January 11, 2018

Always make time to explain. You never know just how important that one explanation might turn out to be.

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The TACTIC: Keep thinking. It will go away

By Sandler Training / January 3, 2018

If you make the decision, you control your life. If someone else makes the decision, he controls your life. Make a decision.

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The TACTIC: Good decisions are ones made

By Sandler Training / December 19, 2017

The only way to find out if a decision is good or bad is to make it and deal with the results.

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The TACTIC: Never manage your numbers; manage your behavior (Part 1)

By Sandler Training / December 19, 2017

Since your sales volume is based on how you behave, manage your behavior instead of wasting time trying to manage anyone else’s behavior.

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The TACTIC: Never manage your numbers; manage your behavior (Part 2)

By Sandler Training / December 19, 2017

Knowing what you are doing is the first step in changing what you are going to do in the future.

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The TACTIC: Hard work isn’t digging a ditch

By Sandler Training / December 19, 2017

If you don’t know where to start and where you are going to end, then all the work you do is pointless. Pointless work is always hard work.

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The TACTIC: No pound of flesh.

By Sandler Training / December 13, 2017

Taking a pound of flesh with you when the sale doesn’t go through might be self-satisfying, but it is definitely destructive to your sales career.

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The TACTIC: Pop into their future.

By Sandler Training / December 6, 2017

“I appreciate what you are saying,” responded Steve. He then continued saying to both Charles and Ingrid, co-owners of the insurance agency, “But I have a problem with what I’m hearing… it may be just my problem… could I ask you about it?”

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The TACTIC: Save time, skip the planning

By Sandler Training / December 6, 2017

There are always a couple of quick sales ready for the picking. Do you want to pick the quick ones or reap the entire crop?

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The TACTIC: Create the buying environment.

By Sandler Training / November 28, 2017

Sharon quickly got the impression that Ray wasn’t all that excited about her description of what he and his wife could do and see in Aruba. “Ray,” she needed to find out how he felt for sure, “I need to ask you a question that might make you uncomfortable.

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