Sandler Blog

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

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

By Sandler Training / October 25, 2019

Unless you establish a contract up-front, the prospect has no reason to buy from you, regardless of your price, your quality or any other reason. And if the prospect does buy anyway, you were just lucky.

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The TACTIC: Give pain solutions, not educational solutions.

By Sandler Training / October 18, 2019

Pain solutions sell — educational solutions create headaches.

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The TACTIC: What you know can hurt you, so dummy up!

By Sandler Training / October 11, 2019

The most successful salesperson is an educated dummy. Being a dummy does not mean you immediately forget everything you know about the products and services that you sell.

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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.

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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.

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The TACTIC: Have prospects close themselves.

By Sandler Training / September 5, 2019

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

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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.

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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.

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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.

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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.

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