Sandler Blog
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As a sales trainer, I get a lot of pushback about the word “pain.” Many of my clients reason that there are many other motives to explain why people buy. There have been multiple instances where they were offended by the very word “pain” and its negative connotation and then asked if we can call…
Read MoreGiven the upheavals and uncertainty of 2020, many leaders and salespeople have been asking us what we see on the horizon as the next year approaches. What skills and adaptations will be necessary not just to survive, but to thrive in 2021? After meeting with tens of thousands of sales professionals this year, we would…
Read MoreThe sooner you recognize the sale is not going to happen, the sooner you can move on to one that will.
Read MoreNegative prospects have been created by salespeople who don’t know how to handle prospect pain.
Read MoreCustomers 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.
Read MoreYou are there to manage your own behavior and help your salespeople manage their behavior. Commiseration only leads to misery.
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