Sandler Blog

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

The TACTIC: Never manage your numbers; manage your behavior (Part 2)

By Sandler Training / December 19, 2017

Knowing what you are doing is the first step in changing what you are going to do in the future.

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The TACTIC: Hard work isn’t digging a ditch

By Sandler Training / December 19, 2017

If you don’t know where to start and where you are going to end, then all the work you do is pointless. Pointless work is always hard work.

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The TACTIC: No pound of flesh.

By Sandler Training / December 13, 2017

Taking a pound of flesh with you when the sale doesn’t go through might be self-satisfying, but it is definitely destructive to your sales career.

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The TACTIC: Pop into their future.

By Sandler Training / December 6, 2017

“I appreciate what you are saying,” responded Steve. He then continued saying to both Charles and Ingrid, co-owners of the insurance agency, “But I have a problem with what I’m hearing… it may be just my problem… could I ask you about it?”

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The TACTIC: Save time, skip the planning

By Sandler Training / December 6, 2017

There are always a couple of quick sales ready for the picking. Do you want to pick the quick ones or reap the entire crop?

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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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