Sandler Blog

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

A Proposal: To Send Or Not To Send

By Sandler Training / May 8, 2015

Clients and prospects tell on a regular basis about how they spend 5 – 20 hours a week preparing proposals for business they are “hoping to get;” however, most of the time their efforts are unsuccessful. Why are we compelled to provide proposals when our ‘gut’ tells us we are wasting our time? Let’s explore…

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Enhance your job search, stop making these common mistakes

By Brian Sullivan / April 24, 2015

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…

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Attention Recent Graduates: How to Sell Yourself in an Interview

By Brian Sullivan / April 29, 2014

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…

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Survey says: The hardest sell is to your boss

By Sandler Training / January 28, 2014

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…

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What’s the rush?

By Dave Mattson / October 24, 2013

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…

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Practice makes perfect…or, does it?

By Dave Mattson / October 8, 2013

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…

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Sales Tips: Sandler Rule #16: Never Ask For The Order, Make The Prospect Give Up.

By Sandler Training / March 14, 2011

Make a mutal decision with your prospect. Danny Wood discusses Rule #16: Never ask for the order, make your prospect give up.

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Video: Sandler Rule #3: No Mutual Mystification

By Sandler Training / December 13, 2010

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…

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Want to Stand Out in Sales? Work on Your 30-second Pain Pitch

By Jim Dunn / December 6, 2010

Why should we buy from you? What makes you different than my current _______? Why should I invite you in to see me? We are already doing business with you so why should we look at this new product /service? Sound familiar? A bit tired of hearing this? Get used to it. This is simply…

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Video: Sandler Rule #39: When All Else Fails, Become a Consultant

By Sandler Training / September 20, 2010

“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…

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