Sandler Blog

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

Close the Sale or Close the File

By John Rosso / April 24, 2015

If you’ve heard the any of the following statements from prospects, then keep reading to learn more about how to determine when to walk away and when to continue investing time and energy. “I need to confer with other managers here.” “I need more time to decide.” “Call me in about a month.” If you’re…

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Do You Have A Fear of Asking Questions During Sales?

By Chip Doyle / April 13, 2015

I spend about 80% of my time working with sales professionals to perfect their ability to structure the questions that need to be asked. They all understand the importance of asking questions but need some assistance in creating their own tailored versions. Salesmen often enjoy the exercise of deciphering which questions uncover the compelling reasons…

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How to Prepare for Departing Clients

By Dave Mattson / March 4, 2014

Nothing lasts forever, right? While it may seem pessimistic, having a plan for dealing with a client’s departure is sound advice when it comes to maintaining business and clients. We spend so much time building solid, trusting relationships with clients that it can come as quite a blow when news hits that your client contact…

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Sales Training and CRM

By Sandler Training / June 9, 2011

Peter Ostrow talks about the importance of integrating sales training and customer relationship management. Companies who integrate see more reps meet their quotas, and experience an overall increase in revenue.

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Why Do We Accept Lies From Prospects?

By Sandler Training / March 8, 2011

A prospect has agreed to meet with you and indicated they are genuinely interested in your product or service. You arrive at the meeting and spend 40 minutes with the prospect sharing how your product can solve their problems, which they’ve just shared with you. They are very impressed with you and all the features…

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A Simple Trust-Building System That Works Every Time

By Will Crist / June 10, 2010

The other day, people in the training center were discussing how they go about building trust. The group shared lots of ideas, and every idea they shared would probably do the trick. When all was said and done, we had a list of about twenty things people could do to build trust. Over time, doing…

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Bad Movie Offers Great Sales Tips (Sorry, Burt Reynolds)

By Sandler Training / May 19, 2010

As a salesperson, I seem to take quite a few lessons from movies and some of the best lessons are in some of the worst movies. Most people think Burt Reynolds played only tough guy roles and the occasional slapstick comedy role. But one of the best sales lessons I have ever learned was from…

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When Talk Isn’t Cheap

By Dave Mattson / April 13, 2010

Whoever said talk is cheap didn’t know much about sales. Talk-too much talk, that is-can cost a lot. This is a difficult lesson for many sales professionals to learn, and that’s understandable. People in sales tend to have outgoing personalities. They enjoy good conversation, and the longer they are in sales, the better they get…

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