Sandler Blog

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

The TACTIC: Be on goal time, not clock time.

By Sandler Training / November 17, 2017

Either way, you are going to spend the time. The only question is how. Which one makes you money?

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The TACTIC: Know how to take the money.

By Sandler Training / November 16, 2017

“Hank,” asked Joanne, the office manager, “Did you get the message that Gabrielle Something-or-Other was headed down here around two this afternoon?”

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The TACTIC: Winners have the same amount of time as non-winners

By Sandler Training / November 16, 2017

Salespeople earning a million dollars a year have the same number of hours in the day as those who have just spent their first-ever day as salespeople. Not an hour more, not an hour less.

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The TACTIC: Midnight oil doesn’t exist

By Sandler Training / November 11, 2017

Burning the midnight oil produces no light and no heat. Why do it?

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The TACTIC: Chase the “big” ones?

By Sandler Training / November 7, 2017

Every million-dollar account started as a nickel-and-dime account. Every last one.

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The TACTIC: Get rapport, today

By Sandler Training / November 2, 2017

Establishing rapport with a prospect is the essential first step in any sales situation.

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The TACTIC: Dispose of disaster.

By Sandler Training / November 2, 2017

Is it really a disaster, or is it a brush-off? Only the prospect knows unless you ask.

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The TACTIC: Get a ticket on their train.

By Sandler Training / October 25, 2017

Just because you sold your client something yesterday, doesn’t mean he’ll know you’re still around today. Let him know you are.

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The TACTIC: Failure works

By Sandler Training / October 25, 2017

If you have failed, and then learned why you failed, you are 99 percent closer to increased success.

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The TACTIC: Laziness and idiocy don’t work

By Sandler Training / October 19, 2017

Without well-defined goals, salespeople will fall to being lazy and indulging in idiocy. There are no exceptions.

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