Sandler Blog

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

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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The TACTIC: Laziness and idiocy don’t work

By Sandler Training / October 19, 2017

Without well-defined goals, salespeople will fall to being lazy and indulging in idiocy. There are no exceptions.

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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.

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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.

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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.

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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.

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