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There’s no denying that finding a job in this market can be tough. In fact, an average of 118 people apply for any given job opening and only 20% of those applicants are offered an interview. If you are struggling to make your resume stand out or to shine in an interview, you may be…Read More
A recent Sandler Training survey revealed that nearly 70% of working Americans agree that the key to getting ahead in life is to learn how to sell yourself. What does that mean for recent graduates? Learn how to sell yourself early in your career to stay ahead and put yourself on the right career path. And there’s…Read More
Sandler Training spends more than 92,000 hours per year training companies and individuals how to strengthen sales, leadership and management skills. But in addition to traditional selling, Sandler knows that selling is part of everyone’s everyday life – regardless of one’s profession. It’s true. Take a moment and think about the last 24 hours. Did you try…Read More
Many salespeople are too eager to make presentations – are you? They view them as opportunities to establish the value of their products or services by demonstrating their unique aspects. You can’t establish value, however, until you have determined which aspects, if any, are relevant to the prospects’ situations. The real purpose of presentations is…Read More
Salespeople invest time developing their pitch, formulating questions, and preparing responses to expected questions and objections from the prospect. They rehearse, refine, and rehearse some more. Unfortunately, for some salespeople, the preparation becomes a roadblock to their success. How? The salesperson meets with the prospect and delivers his well-crafted well-rehearsed message. But, instead of paying…Read More
Sales isn’t for the faint of heart. You don’t just encounter negativity on a fairly frequent basis. In many cases, it is your job to sniff it out and address it immediately. Sandler Rule #3, “No Mutual Mystification,” deals with an issue that often plagues sales professionals-“happy ears.” When a salesperson has happy ears, it…Read More
“No.” You heard it. The prospect said no. After all of your hard work, your probing questions, the fight to get the meeting in the first place, the prospect said no. That’s the end of the sales process, and you’ve somewhat succeeded in a sense that you at least got an answer. It’s not a…Read More