Sandler Blog

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

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.

Read More

The TACTIC: The “Send me some literature” brush-off.

By Sandler Training / September 18, 2019

“Send me some literature” is the same thing as “I already gave at the office.”

Read More

The TACTIC: No mutual mystification!

By Sandler Training / September 12, 2019

If you think you know what someone said, you don’t know until you ask him.

Read More

The TACTIC: Have prospects close themselves.

By Sandler Training / September 5, 2019

Prospects want to buy; otherwise they would not be talking to you.

Read More

The TACTIC: Statements are NOT questions. Don’t answer them.

By Sandler Training / August 26, 2019

Statements do not require answers. If you want to know why a statement was made, ask the prospect a question.

Read More

The TACTIC: Understand the process of failure and let it work

By Sandler Training / August 22, 2019

If you have failed, and then learned why you failed, you are 99% closer to increased success.

Read More

The TACTIC: Answer every question with a question, but soften it first.

By Sandler Training / August 22, 2019

You cannot read minds. Unless you reverse the question, you have absolutely no idea why it is being asked. Knowing why the question was asked will ultimately help you sell more efficiently.

Read More

The TACTIC: There’s no such thing as a salesperson handling stalls and objections.

By Sandler Training / August 14, 2019

Eliminating objections is less time-consuming than overcoming objections. Eliminating them gives you more selling time.

Read More

The TACTIC: Knowing when to TAKE IT AWAY.

By Sandler Training / August 2, 2019

Take it away ONLY if you are prepared to walk out the door. Once you take it away, wait for a response regardless of how long it takes.

Read More

The TACTIC: When setting appointments, always get invited in. No Begging!

By Sandler Training / August 2, 2019

Beggars do make some money. Non-beggars make more money. Which would you rather be?

Read More