Sandler Blog
Stay up to date with valuable insights and advice from our expert trainers.
As a sales leader, there’s a simple way to help the salesperson check their beliefs when they are potentially getting in the way (head trash).
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Hamish Knox, Sandler trainer from Calgary and two-time author, shares and audio blog about how to share your vision for the future of your team through questions. He talks about the attitudes, behaviors, and techniques needed to be more successful in sales management. Get the best practices collected from around the world for visioning with…
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Learn effective prospecting, qualifying, and selling strategies through better interaction.
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David Sandler said, “If you live a straight life in an unstraight world you’re going to get killed.” Yet salespeople get (metaphorically) killed daily by selling in a straight line. Salespeople sell in a straight line when they are attached to the outcome of their interaction with their prospect, typically closing a sale, instead of…
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Have you ever talked yourself out of a sale? Selling is not about telling. It’s about helping the prospect relate to your product or service to the satisfaction of their wants and needs. It’s also about helping them discover needs of which they were previously unaware. How do you accomplish this? By asking thought-provoking questions…
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Salespeople could significantly increase their earnings if they stopped saying and believing “I know why.” The reality is that their “knowledge” is a guess created from vague statements from prospects (“we really like your presentation”) and clients (“your service is top-notch”) that salespeople leave unexplored because they don’t want to be “pushy”, “rock the boat”…
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My Mom was a funny lady and during my youth, she was constantly throwing riddles at me. Some of her riddles came in pairs and the pairs typically had a point. One such pair of riddles has been a huge lesson for me as I have gone through life. Here they are. Riddle 1: What did…
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