Sandler Blog

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

The TACTIC: Don’t spill your candy in the lobby.

By Sandler Training / July 23, 2019

Every salesperson knows that “send me some literature” is a brush-off. Yet most salespeople send the literature anyway. Why? If the prospect doesn’t have the time for you, he will NOT have time for your literature.

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The TACTIC: Prospects should never be rescued.

By Sandler Training / July 17, 2019

Remember, prospects who buy will always rescue themselves without any help from you. Your job is to make sales. You were not hired to be a lifeguard.

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The TACTIC: Never answer an unasked question.

By Sandler Training / July 10, 2019

Don’t give the prospect reasons to raise objections by answering his or her unasked questions.

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The TACTIC: Know what you changed

By Sandler Training / July 3, 2019

If the change you made doesn’t work out, sit down and make sure that you really changed what you thought you did. Almost always you will find that what was changed isn’t what you intended.

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The TACTIC: How do you suggest we do that?

By Sandler Training / June 12, 2019

Fighting hostility does nothing to increase sales.

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The TACTIC: Will do it. Not could do it.

By Sandler Training / June 12, 2019

Substitute “I will do it” for “I could do it” and see yourself in a whole new light.

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

By Sandler Training / June 6, 2019

People in pain want relief; don’t get in their way of getting relief.

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The TACTIC: Every day should not be new.

By Sandler Training / May 21, 2019

One advantage of remembering the past is that you are not condemned to repeat it—unless it is to your benefit and you choose to.

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The TACTIC: We did that…once.

By Sandler Training / May 15, 2019

If babies treated learning to walk the way some companies treat “we did that once” situations, all of us would still be crawling around on our bellies.

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The TACTIC: Does this make sense to you?

By Sandler Training / May 9, 2019

To do better, you have to change how you work instead of just doing the same thing you currently do for longer periods of time.

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