Sandler Blog

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

The TACTIC: Help me out, I’m lost.

By Sandler Training / June 6, 2018

If you sound OK, and need help, almost everyone will help you.

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The TACTIC: We did that… once.

By Sandler Training / May 16, 2018

Rarely does anything work out the first time, especially when you are dealing with yourself. However, the only thing you can change is yourself.

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The TACTIC: Let your prospects do 70% of the talking.

By Sandler Training / April 18, 2018

If you decide to continue with a prospect, you are managing your time. If the prospect decides what to do, who is managing your time then?

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The TACTIC: It’s not the good old days anymore.

By Sandler Training / April 11, 2018

How you prospect depends on your customer’s “time to buy again” cycle. Know it. Work with it. Be successful. Ignore it, fail.

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The TACTIC: You start.

By Sandler Training / February 19, 2018

You start. That’s about as complicated as it gets. Instead of you starting, the prospect starts. Or, if you already have a customer with whom you are meeting or calling, tell her to start.

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The TACTIC: My memory is like an elephant’s

By Sandler Training / February 2, 2018

The amount of sales and prospect information you entrust to your memory each week will match the decrease in the income you generate each week.

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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: 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: 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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