Sandler Blog

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

When Is No Decision A Decision?

By Sandler Training / May 19, 2020

Let’s be brutally honest. “I need to think it over” is really a coded message from the prospect. When you take the time to decode it, here’s what you’re really hearing: “No.”

Read More

The Hunt for New Clients Survey From the Sandler Research Center [PODCAST]

By Sandler Training / May 6, 2020

Brian Sullivan Interviews Jonathan Farrington to bring you more information on The Hunt for New Clients.

Read More

The TACTIC: Never go into a box

By Sandler Training / December 17, 2019

Going into a box is a waste of time for both the salesperson and the prospect.

Read More

The TACTIC: No mind reading.

By Sandler Training / December 11, 2019

You can’t know what a prospect means unless you ask him what he means.

Read More

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.

Read More

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.

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: 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

The TACTIC: Are you saying…?

By Sandler Training / March 13, 2019

To really understand what someone means, not what you hope he means, ask for clarification.

Read More

The TACTIC: There are no bad prospects—only bad salespeople

By Sandler Training / February 14, 2019

How you view your prospects determines precisely how much money you will make.

Read More