Sandler Blog

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

The TACTIC: When selling, go for the top

By Sandler Training / March 4, 2020

If your boss tells you to pay attention to what this salesperson is selling, you probably will. If someone two levels down tells you to pay attention to what this salesperson is selling, you’ll probably get around to it eventually. If you are the salesperson in question, which situation is better for you?

Read More

The TACTIC: The bottom line of professional selling is going to the bank

By Sandler Training / February 27, 2020

There is nothing wrong with putting bigger and bigger commission checks in your bank account unless you’ve decided that your job is to meet quota.

Read More

The TACTIC: Prospects who talk buy

By Sandler Training / February 20, 2020

When a prospect, or a customer, asks you a question about the product that goes beyond the basics, don’t answer the question. Instead, take the question and reverse it.

Read More

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?

Read More

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.

Read More

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.

Read More

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.

Read More

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.

Read More

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.

Read More

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.

Read More