Sandler Blog

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

The TACTIC: People do not buy features and benefits, they buy ways to avoid or overcome pain.

By Sandler Training / October 1, 2019

People in pain resent people who cannot take the pain away. You sell pain relief.

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The TACTIC: No money – no sale.

By Sandler Training / September 26, 2019

Tim could not believe his luck. While cold calling from the office, he lucked into a prospect that wanted to see him that afternoon. Tomorrow was too late — it had to be this afternoon, and if Tim had the right stuff, the order would be placed.

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The TACTIC: The “Send me some literature” brush-off.

By Sandler Training / September 18, 2019

“Send me some literature” is the same thing as “I already gave at the office.”

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The TACTIC: Understand the process of failure and let it work

By Sandler Training / August 22, 2019

If you have failed, and then learned why you failed, you are 99% closer to increased success.

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The TACTIC: Answer every question with a question, but soften it first.

By Sandler Training / August 22, 2019

You cannot read minds. Unless you reverse the question, you have absolutely no idea why it is being asked. Knowing why the question was asked will ultimately help you sell more efficiently.

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The TACTIC: When setting appointments, always get invited in. No Begging!

By Sandler Training / August 2, 2019

Beggars do make some money. Non-beggars make more money. Which would you rather be?

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The TACTIC: Don’t spill your candy in the lobby.

By Sandler Training / July 23, 2019

Every salesperson knows that “send me some literature” is a brush-off. Yet most salespeople send the literature anyway. Why? If the prospect doesn’t have the time for you, he will NOT have time for your literature.

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The TACTIC: Prospects should never be rescued.

By Sandler Training / July 17, 2019

Remember, prospects who buy will always rescue themselves without any help from you. Your job is to make sales. You were not hired to be a lifeguard.

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The TACTIC: Know what you changed

By Sandler Training / July 3, 2019

If the change you made doesn’t work out, sit down and make sure that you really changed what you thought you did. Almost always you will find that what was changed isn’t what you intended.

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10 Ways You Can Use LinkedIn to Prospect More Effectively

By Sandler Training / June 17, 2019

LinkedIn offers salespeople a vast, virtual, social space where they can open opportunities and broaden their prospecting reach

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