Sandler Blog

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

You Can’t Score a Touchdown on a Baseball Field

By Sandler Training / November 14, 2017

But, 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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How to Effectively Juggle Client Accounts

By Mike Montague / October 24, 2017

Early in every sellers’ career, they learn to segment clients. They have As, Bs, Cs, and “everybody else.” What separates great sellers from others, is their ability to balance these segments and manage their relationship with each. While seemingly elementary, this can be a daunting task for even the most veteran salespeople, if they haven’t…

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How to Succeed at Getting Recommendations

By Sandler Training / October 16, 2017

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. If you would like to learn more about Sandler Training, contact a local trainer:…

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Client Review Meetings [PODCAST]

By Sandler Training / September 8, 2017

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler Selling System. The Selling the Sandler Way Podcast is brought…

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4 Reasons Customer Service is More Important Than Ever Before

By Dave Mattson / August 1, 2017

The sales industry is fast-paced now and isn’t showing signs of slowing down. It’s easy to get wrapped up in the clutter of new selling techniques, emerging technologies, and more specialized analytics. Although those components – and some others – can play a major role in your level of success. It would be a mistake…

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Stroke, Struggle, Validate

By Donna Bak / May 9, 2017

There are three tools that are particularly effective and easy to use in making people feel good about themselves: stroke, struggle, and validate. You can use one, two, or all three of these tools in interactions with patients—it depends on the situation. A stroke is a small, genuine compliment (notice that it’s not gushing praise)…

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5 Ways to Manage Your Clients’ Expectations

By Dave Mattson / February 14, 2017

You’ve closed the deal – but your job isn’t done quite yet. Managing client expectations can help you make the most of your new relationship and ensure you are striking the right balance. By working together to outline goals, define success, and clearly communicating your progress and milestones, you can increase transparency to build the…

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Eliminate Your Prospect’s Fears

By Brad McDonald / January 19, 2017

Are you capable of making one single positive change to your selling behavior? When you last went shopping for a big-ticket item, were you a bit nervous, did you have any concerns? Probably so. We usually worry, at least a little bit, that we might make a buying mistake. Am I getting the best price?…

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2016 Year in Review

By Sandler Training / December 27, 2016

2016 has been a year of many successes. Whether you are a sales representative, a sales manager, or simply interested in learning more about trending topics in the sales industry, we hope you have gathered some key insights from our blog this year. Before moving into 2017, we would like to take a look back…

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5 Sales Activities You Can Track in your CRM

By Pipedrive / September 15, 2016

Activities are the little but powerful gears that help you move deals forward in your sales pipeline. They represent just about any action (or set of actions) a salesperson makes in attempting to close a deal. By focusing on tracking activities in a Customer Relationship Management software, you can evaluate which things influence prospects to move forward…

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