Sandler Blog
Stay up to date with valuable insights and advice from our expert trainers.
Mike Montague interviews Carlos Garrido on How to Succeed at Asking for Referrals In this episode:
•Why do we struggle to ask for referrals?
•Attitudes to help you get business from referrals
We’ve all read the estimates on how much more expensive it is to find new clients than it is to nurture and retain existing ones. One of the most important ways to retain clients is to view an honest understanding of their interactions with your company. What are the different touch points and how well…
Read MoreAs sales professionals, we sometimes run the risk of over-focusing on the close. By that I mean we secure the first agreement to do business, but then lose track of how important it is to maintain a strong ongoing relationship with current customers – a relationship with honest, continuous two-way communication as its foundation. Here are five…
Read MoreThis articles gives you a quick overview of why customer feedback surveys matter, the top seven questions to ask, and survey best practices to get you started. Let’s state the obvious here: Your customer is your business and customer satisfaction is crucial to the success of your business. So how are you measuring customer satisfaction? If you’re like…
Read MoreSean Coyle, Sandler trainer, prospecting expert, and David H Sandler Award winner talks about how to lower defensive walls and build rapport quickly in a sales call. Learn the attitudes, behaviors, and techniques of master salespeople and prospectors who can quickly and easily build trust with their prospects. The How to Succeed Podcast is a…
Read MoreLearn how to engage and partner with gatekeepers to get to more decision-makers. Sean Coyle is Sandler’s prospecting expert and host of the online course. In this episode, Sean talks about the attitudes, behaviors, and techniques of top sellers and how they interact with gatekeepers and admins. Enroll yourself in Sandler’s new No-Pressure Prospecting course…
Read MoreCustomer relationships are the lifeblood of any sellers’ career. The ability to attract clients, build rapport, and start sales conversations ultimately determines the level of success that a salesperson will enjoy. You can be an extreme specialist who knows all the tricks of the trade, but without supplementing your knowledge with interpersonal communication skills, you’ll…
Read MoreOne of the most obvious reasons you should be building brick walls around your existing clients is to reduce the impact of aggressive competitor activity. While you are off flirting with seemingly more attractive and exciting new opportunities, your competitors will be targeting your “home base.” The motivation to keep your clients should be strong.…
Read MoreThe more opportunities you have to interact with your prospects, the better, and the end of the year is an opportune time to reach out and reconnect with your clients and prospects to get in front of them prior to the new year. Below, I have outlined the four main components for productive meetings and…
Read MoreBut, that’s exactly what many salespeople attempt to do when they engage with a new prospect. Typically, it plays out in one of two ways. Either the salesperson attempts to force his solution on the prospect (after nothing more than a cursory analysis of the situation), or he allows the prospect to dictate the solution…
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