Sandler Blog

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

Video: You Never Have to Like Prospecting, You Just Have to Do It

By Sandler Training / January 12, 2011

Let’s admit it. No salesperson likes making cold calls. Prospecting is perhaps the most stressful and anxiety ridden aspect to sales. This fact brings us to Sandler Rule #7, “You Never Have to Like Prospecting, You Just Have to Do It.” Sandler Trainer Bill McCrary explains that when people say they don’t mind prospecting, what…

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Why Do People Have a Hard Time with the Word “No”?

By Sandler Training / December 9, 2010

You may not recall the first time you heard the word NO; however, that first time and the many times you heard it after all happened when you were a toddler. You continued to hear the word NO through your childhood years and eventually, it became ingrained in your psyche. Let’s fast forward to you…

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Video: Sandler Rule #41: There Are No Bad Prospects, Only Bad Salespeople

By Sandler Training / August 9, 2010

Sandler Training’s Jody Williamson explains Sandler Rule #41: “There Are No Bad Prospects, Only Bad Salespeople.” Sure, it’s easy to externalize your problems if things aren’t going well. “The economy,” “they don’t know what they want” and “they just buy on price” seem to be repeat offenders in the sales world. Remember: as a salesperson,…

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Video: Sandler Rule #49: Leave Your Child in the Car

By Sandler Training / August 6, 2010

Sandler Training’s Dave Hiatt explains Sandler Rule #49: “Leave Your Child in the Car.” No, we’re not advocating neglect. Just understand that the salesperson should be looking for neither approval nor acceptance from his or her prospect. Leave your emotions out of the equation.

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Video: Sandler Rule #47: Selling Is a Broadway Play Performed by a Psychiatrist

By Sandler Training / August 5, 2010

Sandler Training’s Brad Massey explains Sandler Rule #47-“Selling Is a Broadway Play Performed by a Psychiatrist.” To really sell, you’ve got to step out onto that stage, choose the right performance for the right audience and be prepared to analyze their reactions. Do everything right, and you may just get asked for an encore.

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Ouch! That Stings: How Salespeople Got a Bad Rep

By Sandler Training / July 26, 2010

I’ve spent a lot of time considering why the occupation of selling has been given such a low approval rating over the past 40 years. It wasn’t always that way. Here’s a story that got me thinking about this again. A cowboy named Bud was overseeing his herd in a remote mountainous pasture in California…

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Having a Poor Memory Is Essential to Sales Success

By Sandler Training / July 9, 2010

How’s your memory? Do you fall into the category as described the old adage, “I’d forget my head if it wasn’t connected to my body”? Are you constantly setting traps for yourself to be on time for meetings or where your car keys are placed or what’s supposed to be happening on your schedule from…

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Call Higher or Die Slowly

By Sandler Training / June 28, 2010

In today’s environment we have to stop acting and looking like beggars with briefcases and begin to recognize that the name of the game in 2010 is taking business away from our competitors. Let the others wrestle it out at the procurement department and with the low-level influencers. In today’s environment, the best salespeople call…

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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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A Simple Trust-Building System That Works Every Time

By Will Crist / June 10, 2010

The other day, people in the training center were discussing how they go about building trust. The group shared lots of ideas, and every idea they shared would probably do the trick. When all was said and done, we had a list of about twenty things people could do to build trust. Over time, doing…

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