Sandler Blog

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

The TACTIC: Never ask for a sale – make the prospect give it up

By Sandler Training / February 11, 2020

Prospects have been making salespeople give up increased commissions and sales for years… are you going to continue to help them?

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The TACTIC: A prospect who is listening is no prospect at all

By Sandler Training / February 5, 2020

Lulls in conversations are not bad, and there is no reason for you to fill them in.

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The TACTIC: Now that it’s over…

By Sandler Training / January 28, 2020

The TACTIC: Now that it’s over… Most people really want what they have been told they can’t have — especially qualified prospects.

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The TACTIC: Off the record.

By Sandler Training / January 17, 2020

Giving the prospect a way to see the future often helps the prospect buy today.

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The TACTIC: Wave the magic wand.

By Sandler Training / January 16, 2020

A magic wand gives the prospect a safe way of telling you what you need to do to make the sale.

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The TACTIC: Permit the prospects to sell themselves.

By Sandler Training / January 8, 2020

The prospect sells herself and you are there to make it happen.

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The TACTIC: Don’t paint seagulls in your prospect’s picture.

By Sandler Training / December 17, 2019

Bob, a floor salesperson who really believes in pushing the sale along, had spent enough time to learn exactly how the prospect was going to use the product.

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The TACTIC: Never go into a box

By Sandler Training / December 17, 2019

Going into a box is a waste of time for both the salesperson and the prospect.

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The TACTIC: Don’t poke the corpse.

By Sandler Training / December 17, 2019

The sooner you recognize the sale is not going to happen, the sooner you can move on to one that will.

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The TACTIC: No mind reading.

By Sandler Training / December 11, 2019

You can’t know what a prospect means unless you ask him what he means.

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