Sandler Blog

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

Why Sandler Salespeople Find Pain

By Sandler Training / October 30, 2020

As a sales trainer, I get a lot of pushback about the word “pain.” Many of my clients reason that there are many other motives to explain why people buy. There have been multiple instances where they were offended by the very word “pain” and its negative connotation and then asked if we can call…

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When Is No Decision A Decision?

By Sandler Training / May 19, 2020

Let’s be brutally honest. “I need to think it over” is really a coded message from the prospect. When you take the time to decode it, here’s what you’re really hearing: “No.”

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How to Succeed with the Sales Software of the Future

By Sandler Training / April 20, 2020

Mike Montague interviews David Brown on How to Succeed with the Sales Software of the Future.

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The TACTIC: When a prospect is negative, strip line hard!

By Sandler Training / November 19, 2019

Negative prospects have been created by salespeople who don’t know how to handle prospect pain.

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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: 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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