Sandler Blog

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

100 Great “Sandler Questions” … and When to Ask Them

By Antonio Garrido / April 7, 2022

Here is a list of 100 classic “Sandler Questions” to fully understand what the buyer needs and be able to close the gap between where they are and where they want to be.

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15 Powerful Questions Salespeople Can Ask “Before We Get Started”

By Antonio Garrido / March 17, 2022

Here are some of the key questions we coach salespeople to be prepared to ask in the initial phases of a conversation with a prospect.

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Sandler On-Demand Webinar

Questioning Strategies to Improve Your Selling

By Sandler Training / February 8, 2022

Learn how to retain your top talent in the competitive business landscape.

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Mike MontagueHow to Succeed at Overcoming Childhood Messages

How to Succeed at Overcoming Childhood Messages [Podcast]

By Sandler Training / November 18, 2019

Mike Montague interviews Wayne Dehn on How to Succeed at Overcoming Childhood Messages.

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How to Succeed at Redirecting a Prospects Head Trash

How to Succeed at Redirecting a Prospect’s Head Trash [Podcast]

By Sandler Training / November 11, 2019

Mike Montague interviews Dan Stalp on how to succeed at redirecting prospects’ head trash.

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Ask "Why?" Five Times

Ask “Why?” Five Times

By Sandler Training / May 29, 2014

There’s something to be said about children who continue to ask “why” about everything. When they ask and you respond, and they ask “Why?” again, it means they don’t have the complete answer to their question. They will continue to ask until they understand the entire concept or until the adult gets frustrated. In business,…

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Are you prepared?

Are you prepared?

By Dave Mattson / October 30, 2013

All too frequently, salespeople schedule appointments…and then forget about them until the day before the scheduled dates. Do you? Is preparation a last-minute activity often consisting of nothing more than a quick review of the notes from the original phone conversations when the appointments were scheduled…and perhaps a review of the prospects’ web sites, advertising,…

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Games Prospects Play

Games Prospects Play

By Hamish Knox / July 27, 2012

Prospects like to play games with salespeople. The purpose of games prospects play is to make a salesperson feel not-OK. When a salesperson feels not-OK in front of a prospect, they are more likely to give up their time and information in the hope that their prospect will make them feel OK again. Some of…

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Better is in the Eye of the Beholder

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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Being Afraid of Asking "That Question"

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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