Sandler Blog

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

The TACTIC: You don’t have to like cold calls, you only have to make them.

By Sandler Training / December 4, 2019

Prospecting is a daily activity like breathing—If you don’t breathe, you die.

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The TACTIC: Get up to leave, then make the sale.

By Sandler Training / November 19, 2019

Nick was having trouble trying to close the prospect. Still never having attended any company sales training courses, he hit upon a solution to the problem.

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The TACTIC: When a prospect is negative, strip line hard!

By Sandler Training / November 19, 2019

Negative prospects have been created by salespeople who don’t know how to handle prospect pain.

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The TACTIC: Deal with “buyer’s remorse” while you’re still in front of your prospect.

By Sandler Training / November 12, 2019

Nick was having a real string of successful closes. The experienced salespeople were jealous. But then Nick started having a problem.

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The TACTIC: Your client is my prospect.

By Sandler Training / October 28, 2019

Customers do not pledge undying loyalty to you. Either you sell your customers every day or watch them walk away, because every day someone else is wooing them.

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The TACTIC: What would you like me to do now?

By Sandler Training / October 28, 2019

It was now 4:30 on Friday afternoon, and it was the last day of the month. Tim had been trying to close the sale for the past two hours.

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The TACTIC: Only give a presentation to confirm an order.

By Sandler Training / October 25, 2019

Unless you establish a contract up-front, the prospect has no reason to buy from you, regardless of your price, your quality or any other reason. And if the prospect does buy anyway, you were just lucky.

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The TACTIC: Give pain solutions, not educational solutions.

By Sandler Training / October 18, 2019

Pain solutions sell — educational solutions create headaches.

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The TACTIC: What you know can hurt you, so dummy up!

By Sandler Training / October 11, 2019

The most successful salesperson is an educated dummy. Being a dummy does not mean you immediately forget everything you know about the products and services that you sell.

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The TACTIC: Don’t commiserate

By Sandler Training / October 11, 2019

You are there to manage your own behavior and help your salespeople manage their behavior. Commiseration only leads to misery.

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