Sandler Blog

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

Ask “Why?” Five Times

By Sandler Training / May 29, 2014

There’s something to be said about children who continue to ask “why” about everything. When they ask and you respond, and they ask “Why?” again, it means they don’t have the complete answer to their question. They will continue to ask until they understand the entire concept or until the adult gets frustrated. In business,…

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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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Before You Approach a Prospect, Consider the Lifetime Value of the Relationship

By Sandler Training / June 23, 2010

If your sales objective is to make the sale regardless, get the biggest order possible and structure the best deal for your company, then your entire focus is really on you. Many salespeople will say and do almost anything to make the sale. Too few will take the time to fully understand the prospect’s real needs…

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Are You Charging Too Much or Too Little?

By Sandler Training / June 21, 2010

Why do people buy milk or bread or cereal or soda at the gas station convenience store when those items are far less expensive at a grocery store? Obviously, they have a need for the items. More importantly, buying at the convenience store is quick, and you guessed it, convenient. And “quick” and “convenient” represent…

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Why Do People Buy From You?

By Will Crist / June 7, 2010

How would you answer this question: Why does someone or a firm engage you or decide to buy from you? Take a moment and write down the reasons you think people buy. From what I have seen in most professional schools, people compete to have the best grades, the most outstanding ideas and the most highly…

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Selling With Sandler, Not Selling by Accident

By Sandler Training / May 10, 2010

Twenty years ago, when I was a young salesperson just starting out, I was fortunate enough to get sent to quite a bit of sales training. All of the training programs seemed to center around the “Three Big Steps to Selling.” The “Three Big Steps to Selling” are: Prospecting Presenting Closing In the presentation step,…

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That’s Not My Monkey

By Sandler Training / April 30, 2010

Imagine walking into a prospect’s office and having him or her say, “I have a problem. There is a monkey on my back and I want to make it yours.” Any normal person would know better than to say, “Great, toss that over here and let me add that to the monkeys I am already…

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Don’t Tell Me What to Do!

By Dave Mattson / April 5, 2010

I don’t know about you, but I have never liked being told what to do. I don’t think I’ve ever met anybody who did respond well to that kind of instruction, even when the person in charge-a coach at sports, for example-clearly knew what he was doing if the message is delivered wrong. It doesn’t…

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Too Much Product Knowledge Can Cost You

By Dave Mattson / March 15, 2010

If you’re like most sales professionals, you work hard to learn as much as you can about your product or service. You take pride in how much you know about your business. When you can answer any technical question that might come up in a call with a prospect, you feel confident. That’s only natural.…

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Fear of Technological Change Can Help You Sell

By Dave Mattson / November 25, 2009

I’m going to let you in on a secret. There are hundreds of consultants out there that will tell you they fully understand Twitter and other trendy “social media” tools. They will also tell you exactly how they can help you use these tools-at a steep price, of course. Well, most of them are blowing…

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