Sandler Blog

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

Why Sandler Salespeople Find Pain

By Sandler Training / October 30, 2020

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…

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Sales Professionals: What is on the Horizon for 2021?

By Dave Mattson / October 30, 2020

Given 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…

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When Is No Decision A Decision?

By Sandler Training / May 19, 2020

Let’s be brutally honest. “I need to think it over” is really a coded message from the prospect. When you take the time to decode it, here’s what you’re really hearing: “No.”

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The TACTIC: Never go into a box

By Sandler Training / December 17, 2019

Going into a box is a waste of time for both the salesperson and the prospect.

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The TACTIC: Don’t poke the corpse.

By Sandler Training / December 17, 2019

The sooner you recognize the sale is not going to happen, the sooner you can move on to one that will.

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The TACTIC: No mind reading.

By Sandler Training / December 11, 2019

You can’t know what a prospect means unless you ask him what he means.

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The TACTIC: You don’t have to like cold calls, you only have to make them.

By Sandler Training / December 4, 2019

Prospecting is a daily activity like breathing—If you don’t breathe, you die.

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The TACTIC: When a prospect is negative, strip line hard!

By Sandler Training / November 19, 2019

Negative prospects have been created by salespeople who don’t know how to handle prospect pain.

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The TACTIC: Your client is my prospect.

By Sandler Training / October 28, 2019

Customers 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.

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The TACTIC: Don’t commiserate

By Sandler Training / October 11, 2019

You are there to manage your own behavior and help your salespeople manage their behavior. Commiseration only leads to misery.

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