Sandler Blog

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The TACTIC: Buyers buy from themselves (Part 1).

By Sandler Training / September 28, 2017

Buyers will buy from people like themselves, so why not make them feel comfortable?

The TACTIC: Feel the prospect’s emotion.

By Sandler Training / September 28, 2017

Some people may need to feel that buying from you feels right. Make sure that you let them.

The TACTIC: Does the prospect have the need?

By Sandler Training / September 28, 2017

There are prospects out there right now, who need to buy what you sell. Sell them!

The TACTIC: Be a sponge.

By Sandler Training / September 15, 2017

By you asking questions, based on what the prospect says, you assist the prospect out of uncertainty and insecurity. He rescues himself. As a result, he feels you aren’t pushy, overbearing, or only interested in his money. You become a sponge to his concerns.

The TACTIC: Drive a stick shift

By Sandler Training / September 15, 2017

Learning to see yourself as something besides a collection of words is very hard work. The payoff is the closing percentage that goes way up. You decide.