Sandler Blog

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

How to Help Your Sales Team Rid Themselves of Excuses

By Sandler Training / May 28, 2020

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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Interviewing Recent Grads for a Sales Position

By Sandler Training / August 19, 2019

There’s not much guidance out there for the person running the interview.

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How to Succeed at Sharing Your Vision Through Questions [Podcast]

By Sandler Training / July 9, 2019

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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3 Questioning Strategies to Help You Close the Sale

By Sandler Training / June 4, 2019

Uncover the emotions that inspire prospects to change.

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Asking Questions the Sandler Way

By Sandler Training / April 1, 2018

Learn effective prospecting, qualifying, and selling strategies through better interaction.

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The Cure for Straight Line Selling

By Hamish Knox / January 16, 2015

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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Selling or telling. Are you really listening?

By Patrick Caroll / April 7, 2014

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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You can’t earn when you’re in “knowing” mode

By Hamish Knox / March 11, 2013

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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Tarzan and the Elephants

By Sandler Training / December 31, 2012

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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Video: Sandler Rule #37: All Prospects Lie, All the Time

By Sandler Training / September 24, 2010

After any amount of time in dealing with salespeople, you’re bound to come across some overzealous characters-those people who treat a prospect more like a rabid predator than a professional. Nobody wants to deal with a salesperson who is obviously waiting to pounce, so you do the only thing you can do to shake them…

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