Sandler Blog

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

The TACTIC: Who pulls the trigger?

By Sandler Training / October 17, 2017

Never assume you know who OKs the check being written; it could well be the person at the meeting who sat there like a bump on the log.

The TACTIC: Buyers buy from themselves (Part 2).

By Sandler Training / October 11, 2017

Why not make it comfortable for your prospects to be with you? Enable them to have a really good conversation and thus you’ll be thought of as someone who really deserves the order.

The TACTIC: Why did you ever consider us?

By Sandler Training / October 11, 2017

Who should make the decision to end it? The prospect or the salesperson? If you let the prospect make it, you bailed out, and worst of all, you know that. If you make the decision to end it, you leave without any doubts in your mind. That’s a much healthier mental attitude to go away with.

The TACTIC: Use pesticide.

By Sandler Training / October 11, 2017

Prospects don’t like receiving cold calls any more than salesperson like making them. Prospects also have a standard “get rid of this salespeople” script. Unfortunately, most salespeople are so well trained by prospects that they fall right into following the prospect’s script.

The TACTIC: Take the price out!

By Sandler Training / September 28, 2017

Every person who buys anything from you has already decided, before they have even met you, what it will cost. Find out if they are being realistic.

The TACTIC: YOU pass the baton.

By Sandler Training / September 28, 2017

Either you are in the race as a runner who passes the baton or you are a spectator. If you are in the stands watching, is there any possible way you can be on the winning team? Medals are not handed out to spectators.