Sandler Blog
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Absolutes tend to have more exceptions than Swiss cheese has holes. Don’t accept them.
Read MorePut yourself in the prospect’s place to really know how well your salesperson communicates.
Read MoreYou don’t have to live in the prospect’s world to do business; you just need to let the prospect know that you respect his world.
Read MoreSome prospects hear their world, and if you don’t make music to their ears, not only will they turn the volume down, they’ll even shut you off.
Read MoreMost of us are absolutely convinced that everything we say is crystal clear and that no one could ever misunderstand a single world—now did you read that as “word” or “world?”
Read MoreLearning to listen to what others are saying is the first step in managing their behavior.
Read MoreSome prospects hear their world, and if you don’t make music to their ears, not only will they turn the volume down, they’ll even shut you off.
Read MoreIf you don’t solve both customer repair problems, the actual and emotional, there are tons of other salespeople ready to do the job and take your commission.
Read MoreSome prospects process their world in visual images and if you want them to buy from you, you had best get into focus and be part of the big picture.
Read MoreDon’t involve your customer in your problems and your company’s problems. Your customer has enough of his own problems.
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