Sandler Blog

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

Better is in the Eye of the Beholder

By Hamish Knox / April 9, 2012

The two words that are guaranteed to trip up most sales people are “better” and “value.” The latter we’ll talk about in another post. Typically the “better” trap is set by a prospect at the beginning of a meeting. After introductions and polite conversation your prospect says, “so tell me how you are better than…

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Posturing Language

By Sandler Training / March 6, 2012

Over time, every successful salesperson comes to the conclusion that having the proper selling posture during the sales interview is critical. Many sales people are still struggling to understand this concept. When we talk about posture, we are talking about the attitude reflected in the communication of the salesperson. We know that the message we…

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The Sales Success Code: Turning Desire Into Ability

By Bill Bartlett / September 20, 2011

I am fascinated by the way clients, prospects and salespeople, in general, define success. It is usually very personaland intimate, and reflects their perspective on their own life. Some define it in terms of income as in “he who dieswith the most money” is deemed successful. Others use the importance of their job to determinewhetheror…

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Sales is a Game

By Bill Bartlett / August 9, 2011

Do you “sell to live” or “live to sell”? I have been training sales people for over 16 years and have found a common trait in the highest performers: they “live to sell”. They love prospecting for new business opportunities. They love being in the role of “closer”. Their sales quota is a benchmark that…

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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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Don’t Let Your Seagull Become an Albatross

By Hamish Knox / May 31, 2011

Have you ever killed a sale by bringing up an irrelevant feature to your prospect? Something you, or probably your marketing department, thought you prospect should know about before they signed up? At Sandler, this is known as “painting seagulls in your prospect’s picture.” Unfortunately, your seagull can quickly turn into an albatross. Traditionally trained…

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Finding That Compelling Reason – Part Two

By Sandler Training / May 8, 2011

Last time we discussed the tension of wanting to rescue a prospect sales process. Now let’s look at the situation between the buyer and seller as objectively as possible: What happened in this scenario? According to the salesperson they recognized a need and felt they could provide a product or service to solve the problem. The challenge…

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Finding That Compelling Reason – Part One

By Sandler Training / April 8, 2011

How do you convince someone to buy your product or service? Think about how you buy a product or service. Even the richest people in the world with “money to burn” do not buy for the sake of buying. Yes they can buy whenever or whatever they choose, however there is a reason that they…

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Making Decisions for Other People

By Sandler Training / February 15, 2011

I had an interesting conversation at a social event that made me recognize that I, along with people in general, seem to want to make decisions for other people. This is an interesting observation from a sales perspective and it’s also applicable in our everyday lives. Let me share the story: An acquaintance and I…

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Being Afraid of Asking “That Question”

By Sandler Training / January 25, 2011

Why do we think that by asking a question we’ll hurt the prospect’s feelings? What you need to remember is that that you are not responsible for how a prospect reacts to a question that you ask. Clients share with me daily the questions they’ve avoided asking for fear of upsetting the prospect. Sometimes they…

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