Sandler Blog

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

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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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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