Sandler Blog

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

How Your Mom Prevents You From Networking Effectively

By Hamish Knox / July 13, 2011

If you’re like most salespeople, you don’t know how to network effectively. Usually you’ll wing it, improvise, or spend time with colleagues or clients you know really well instead of engaging prospects. When I ask, “why you don’t approach prospects at networking events?”, I’d get a lot of “I don’t knows.” What you don’t know,…

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Video: Sandler Rule #38: The Problem the Prospect Brings You Is Never the Real Problem

By Sandler Training / August 23, 2010

Wouldn’t it be wonderful for a prospect to accurately and honestly lay out all of their issues for you in your first meeting? This means no more seemingly-perfect deals to disappear, no more “perfect matches” to end with unreciprocated phone calls, and best of all, no more “What went wrong?” The first part of any…

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