Sandler Blog

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

The TACTIC: Why did you circle YES?

By Sandler Training / February 19, 2018

Force the prospect to start working with you by his circling YES.

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The TACTIC: Listen to me, please!

By Sandler Training / January 11, 2018

It’s not often that I purchase a replacement chain saw. In fact, the last time I bought one was 15 years ago. Back then, when I had a back that worked properly, I fancied myself the lean, mean lumberjack.

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The TACTIC: Pop into their future.

By Sandler Training / December 6, 2017

“I appreciate what you are saying,” responded Steve. He then continued saying to both Charles and Ingrid, co-owners of the insurance agency, “But I have a problem with what I’m hearing… it may be just my problem… could I ask you about it?”

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The TACTIC: Create the buying environment.

By Sandler Training / November 28, 2017

Sharon quickly got the impression that Ray wasn’t all that excited about her description of what he and his wife could do and see in Aruba. “Ray,” she needed to find out how he felt for sure, “I need to ask you a question that might make you uncomfortable.

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The TACTIC: Know how to take the money.

By Sandler Training / November 16, 2017

“Hank,” asked Joanne, the office manager, “Did you get the message that Gabrielle Something-or-Other was headed down here around two this afternoon?”

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The TACTIC: Who pulls the trigger?

By Sandler Training / October 17, 2017

Never assume you know who OKs the check being written; it could well be the person at the meeting who sat there like a bump on the log.

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The TACTIC: Take the price out!

By Sandler Training / September 28, 2017

Every person who buys anything from you has already decided, before they have even met you, what it will cost. Find out if they are being realistic.

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The TACTIC: YOU pass the baton.

By Sandler Training / September 28, 2017

Either you are in the race as a runner who passes the baton or you are a spectator. If you are in the stands watching, is there any possible way you can be on the winning team? Medals are not handed out to spectators.

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