Sandler Blog
Stay up to date with valuable insights and advice from our expert trainers.
Reality check: Are you currently projecting income from an opportunity that isn’t fully qualified?
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The referral generation process we are about to share with you can transform your month, your quarter, your year, and your career. It should be at or near the heart of your prospecting plan. Learn it! Practice it! Use it! Share it with your organization! Step 1: Pick Your Referrers. Identify five people, five centers…
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Mike Montague interviews John Rosso, award-winning Sandler trainer and author of the best-seller, Prospect The Sandler Way and the new book with Mark McGraw called 21st-Century Prospecting.
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When you’re in the middle of a prospecting discussion – that is, when you’re initiating the first real-time voice-to-voice engagement with a possible buyer – what is your goal?
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These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem.
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Just as it doesn’t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist.
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David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated…
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