Sandler Blog

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

The TACTIC: Never go into a box

By Sandler Training / December 17, 2019

Going into a box is a waste of time for both the salesperson and the prospect.

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The TACTIC: No mind reading.

By Sandler Training / December 11, 2019

You can’t know what a prospect means unless you ask him what he means.

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The TACTIC: You don’t have to like cold calls, you only have to make them.

By Sandler Training / December 4, 2019

Prospecting is a daily activity like breathing—If you don’t breathe, you die.

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The TACTIC: People do not buy features and benefits, they buy ways to avoid or overcome pain.

By Sandler Training / October 1, 2019

People in pain resent people who cannot take the pain away. You sell pain relief.

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The TACTIC: The “Send me some literature” brush-off.

By Sandler Training / September 18, 2019

“Send me some literature” is the same thing as “I already gave at the office.”

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The TACTIC: When setting appointments, always get invited in. No Begging!

By Sandler Training / August 2, 2019

Beggars do make some money. Non-beggars make more money. Which would you rather be?

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The TACTIC: New contact? It’s a new prospect.

By Sandler Training / January 23, 2019

A new prospect/contact may buy more than the previous contact. Find the new pain.

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The TACTIC: Adapt or go out of business.

By Sandler Training / January 19, 2019

Customers are yours for your lifetime if you can adapt to taking the long view.

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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: 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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