Sandler Blog

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

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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The TACTIC: People do not buy features and benefits, they buy ways to avoid or overcome pain.

By Sandler Training / October 1, 2019

People in pain resent people who cannot take the pain away. You sell pain relief.

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The TACTIC: No money – no sale.

By Sandler Training / September 26, 2019

Tim could not believe his luck. While cold calling from the office, he lucked into a prospect that wanted to see him that afternoon. Tomorrow was too late — it had to be this afternoon, and if Tim had the right stuff, the order would be placed.

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