Sandler Blog

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

The TACTIC: Deal with “buyer’s remorse” while you’re still in front of your prospect.

By Sandler Training / November 12, 2019

Nick was having a real string of successful closes. The experienced salespeople were jealous. But then Nick started having a problem.

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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: What would you like me to do now?

By Sandler Training / October 28, 2019

It was now 4:30 on Friday afternoon, and it was the last day of the month. Tim had been trying to close the sale for the past two hours.

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The TACTIC: Only give a presentation to confirm an order.

By Sandler Training / October 25, 2019

Unless you establish a contract up-front, the prospect has no reason to buy from you, regardless of your price, your quality or any other reason. And if the prospect does buy anyway, you were just lucky.

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The TACTIC: Give pain solutions, not educational solutions.

By Sandler Training / October 18, 2019

Pain solutions sell — educational solutions create headaches.

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The TACTIC: What you know can hurt you, so dummy up!

By Sandler Training / October 11, 2019

The most successful salesperson is an educated dummy. Being a dummy does not mean you immediately forget everything you know about the products and services that you sell.

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The TACTIC: No mutual mystification!

By Sandler Training / September 12, 2019

If you think you know what someone said, you don’t know until you ask him.

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The TACTIC: Have prospects close themselves.

By Sandler Training / September 5, 2019

Prospects want to buy; otherwise they would not be talking to you.

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The TACTIC: Statements are NOT questions. Don’t answer them.

By Sandler Training / August 26, 2019

Statements do not require answers. If you want to know why a statement was made, ask the prospect a question.

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The TACTIC: There’s no such thing as a salesperson handling stalls and objections.

By Sandler Training / August 14, 2019

Eliminating objections is less time-consuming than overcoming objections. Eliminating them gives you more selling time.

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