Sandler Blog

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

The TACTIC: Traffic cops keep it moving – you should, too

By Sandler Training / March 27, 2020

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.

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The TACTIC: The bottom line of professional selling is going to the bank

By Sandler Training / February 27, 2020

There 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.

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The TACTIC: Prospects who talk buy

By Sandler Training / February 20, 2020

When 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.

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The TACTIC: Never ask for a sale – make the prospect give it up

By Sandler Training / February 11, 2020

Prospects have been making salespeople give up increased commissions and sales for years… are you going to continue to help them?

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The TACTIC: Now that it’s over…

By Sandler Training / January 28, 2020

The TACTIC: Now that it’s over… Most people really want what they have been told they can’t have — especially qualified prospects.

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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: 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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