Sandler Blog
Stay up to date with valuable insights and advice from our expert trainers.
f you are not focused on keeping the customers you have and gaining more, then you will never succeed in sales to the level you thought possible.
Read MoreGetting warm referrals from cold calls is as simple to do as asking for them — “If you were me, whom would you call?”
Read MoreAbout six months ago, Tim had done some research on firms in his sales territory and decided that The Hubble Group was a prime prospect. In the course of the research, he had obtained a publicly available corporate report which contained the names of all the company officers from the CEO down to the line managers.
Read MoreIf 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 MoreThere 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 MoreWhen 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 MoreProspects have been making salespeople give up increased commissions and sales for years… are you going to continue to help them?
Read MoreLulls in conversations are not bad, and there is no reason for you to fill them in.
Read MoreThe TACTIC: Now that it’s over… Most people really want what they have been told they can’t have — especially qualified prospects.
Read MoreGiving the prospect a way to see the future often helps the prospect buy today.
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