Sandler Blog

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

The TACTIC: Don’t rescue them.

By Sandler Training / October 3, 2018

Salespeople who are floundering don’t need to be rescued. They need to recognize when they are floundering and know it’s time to learn new behavior.

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The TACTIC: Define prospecting – then do it!

By Sandler Training / August 8, 2018

Everyone knows exactly what prospecting means, right? Everyone will have the same answer, right?

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The TACTIC: Managers don’t make sales!

By Sandler Training / July 12, 2018

Never make sales to make even more.

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The TACTIC: Define prospecting – then do it!

By Sandler Training / June 7, 2018

Everyone knows exactly what prospecting means, right? Everyone will have the same answer, right?

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The TACTIC: Help me out, I’m lost.

By Sandler Training / June 6, 2018

If you sound OK, and need help, almost everyone will help you.

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The TACTIC: We did that… once.

By Sandler Training / May 16, 2018

Rarely does anything work out the first time, especially when you are dealing with yourself. However, the only thing you can change is yourself.

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The TACTIC: Act, don’t react.

By Sandler Training / May 2, 2018

Actors act on purpose to get a reaction from the audience. Shouldn’t you do the same?

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The TACTIC: It’s not the good old days anymore.

By Sandler Training / April 11, 2018

How you prospect depends on your customer’s “time to buy again” cycle. Know it. Work with it. Be successful. Ignore it, fail.

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The TACTIC: You start.

By Sandler Training / February 19, 2018

You start. That’s about as complicated as it gets. Instead of you starting, the prospect starts. Or, if you already have a customer with whom you are meeting or calling, tell her to start.

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The TACTIC: My memory is like an elephant’s

By Sandler Training / February 2, 2018

The amount of sales and prospect information you entrust to your memory each week will match the decrease in the income you generate each week.

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