Sandler Blog

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

The TACTIC: Warm referrals from cold calls

By Sandler Training / March 19, 2020

Getting warm referrals from cold calls is as simple to do as asking for them — “If you were me, whom would you call?”

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The TACTIC: When selling, go for the top

By Sandler Training / March 12, 2020

About six months ago, Tim had done some research on firms in his sales territory and decided that The Hubble Group was a prime prospect. In the course of the research, he had obtained a publicly available corporate report which contained the names of all the company officers from the CEO down to the line managers.

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The TACTIC: When selling, go for the top

By Sandler Training / March 4, 2020

If your boss tells you to pay attention to what this salesperson is selling, you probably will. If someone two levels down tells you to pay attention to what this salesperson is selling, you’ll probably get around to it eventually. If you are the salesperson in question, which situation is better for you?

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The TACTIC: A prospect who is listening is no prospect at all

By Sandler Training / February 5, 2020

Lulls in conversations are not bad, and there is no reason for you to fill them in.

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

By Sandler Training / June 6, 2019

People in pain want relief; don’t get in their way of getting relief.

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The TACTIC: YOU pass the baton.

By Sandler Training / September 28, 2017

Either you are in the race as a runner who passes the baton or you are a spectator. If you are in the stands watching, is there any possible way you can be on the winning team? Medals are not handed out to spectators.

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