Sandler Blog

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

The TACTIC: Off the record.

By Sandler Training / January 17, 2020

Giving the prospect a way to see the future often helps the prospect buy today.

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The TACTIC: Wave the magic wand.

By Sandler Training / January 16, 2020

A magic wand gives the prospect a safe way of telling you what you need to do to make the sale.

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The TACTIC: Permit the prospects to sell themselves.

By Sandler Training / January 8, 2020

The prospect sells herself and you are there to make it happen.

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The TACTIC: Don’t paint seagulls in your prospect’s picture.

By Sandler Training / December 17, 2019

Bob, a floor salesperson who really believes in pushing the sale along, had spent enough time to learn exactly how the prospect was going to use the product.

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The TACTIC: Don’t poke the corpse.

By Sandler Training / December 17, 2019

The sooner you recognize the sale is not going to happen, the sooner you can move on to one that will.

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The TACTIC: Get up to leave, then make the sale.

By Sandler Training / November 19, 2019

Nick was having trouble trying to close the prospect. Still never having attended any company sales training courses, he hit upon a solution to the problem.

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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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