Sandler Blog

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

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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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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