Sandler Blog

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

The TACTIC: Work the referral factory.

By Sandler Training / February 2, 2018

Telling someone “thank you” is not only civilized, it just might make you some more money.

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The TACTIC: Move on with them.

By Sandler Training / January 25, 2018

Do you want to start all over again every five to seven years?

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The TACTIC: Listen to me, please!

By Sandler Training / January 11, 2018

It’s not often that I purchase a replacement chain saw. In fact, the last time I bought one was 15 years ago. Back then, when I had a back that worked properly, I fancied myself the lean, mean lumberjack.

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The TACTIC: No pound of flesh.

By Sandler Training / December 13, 2017

Taking a pound of flesh with you when the sale doesn’t go through might be self-satisfying, but it is definitely destructive to your sales career.

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The TACTIC: Pop into their future.

By Sandler Training / December 6, 2017

“I appreciate what you are saying,” responded Steve. He then continued saying to both Charles and Ingrid, co-owners of the insurance agency, “But I have a problem with what I’m hearing… it may be just my problem… could I ask you about it?”

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The TACTIC: Create the buying environment.

By Sandler Training / November 28, 2017

Sharon quickly got the impression that Ray wasn’t all that excited about her description of what he and his wife could do and see in Aruba. “Ray,” she needed to find out how he felt for sure, “I need to ask you a question that might make you uncomfortable.

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The TACTIC: Dispose of disaster.

By Sandler Training / November 2, 2017

Is it really a disaster, or is it a brush-off? Only the prospect knows unless you ask.

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The TACTIC: Why did you ever consider us?

By Sandler Training / October 11, 2017

Who should make the decision to end it? The prospect or the salesperson? If you let the prospect make it, you bailed out, and worst of all, you know that. If you make the decision to end it, you leave without any doubts in your mind. That’s a much healthier mental attitude to go away with.

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The TACTIC: Use pesticide.

By Sandler Training / October 11, 2017

Prospects don’t like receiving cold calls any more than salesperson like making them. Prospects also have a standard “get rid of this salespeople” script. Unfortunately, most salespeople are so well trained by prospects that they fall right into following the prospect’s script.

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The TACTIC: Feel the prospect’s emotion.

By Sandler Training / September 28, 2017

Some people may need to feel that buying from you feels right. Make sure that you let them.

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