Sandler Blog

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

How to Succeed When the Sale Goes Sideways [PODCAST]

By Sandler Training / June 23, 2020

Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways. In this episode: Throw your current proposal out the window Don’t let the “sunk cost fallacy” get in your way Be emotionally unattached from the outcome You can’t lose anything you don’t have Empathize with your prospect Go back and reset You…

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How to Succeed at Sandler Rule #24: Product Knowledge Can Be Intimidating When Used at the Wrong Time [PODCAST]

By Sandler Training / June 22, 2020

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated…

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How to Succeed at Using Body Language in the Sales Process

By Sandler Training / June 17, 2020

Mike Montague interviews Doug Cohen on How to Succeed at Using Body Language in the Sales Process.

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Sandler Rule: Sales is a Broadway Play Performed by a Psychologist

By Brad McDonald / May 15, 2020

How do your prospects feel after sitting across from you in a sales call?

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How to Succeed with the Sales Software of the Future

By Sandler Training / April 20, 2020

Mike Montague interviews David Brown on How to Succeed with the Sales Software of the Future.

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Field Salespeople: Your Meetings Have Cancelled: What Now?

By Sandler Training / April 10, 2020

Thanks to the global pandemic, salespeople across the country and around the world are now coming to terms with a sobering reality.

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Why Sales Enablement Matters

By Sandler Training / April 8, 2020

There’s been a lot of interest in recent months in the topic of sales enablement. What is it? Why does it matter? How does it work? And how can it benefit your organization?

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The Key to Retail Nurturing: Follow the Buyer’s Pendulum

By Rob Fishman / March 12, 2020

The real question here is how an effective retail salesperson can have better conversations while reducing pressure. How do we make that happen in retail?

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Winning Business through Channel Selling

By Brian Sullivan / March 12, 2020

In the complex world of enterprise accounts, team selling is the name of the game. When it comes to winning, selling to, growing, and serving major accounts, team selling needs to be much more than just a tag line. It needs to be the way you do business.

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How Sales Professionals Can Provide Value Even in an Automated Landscape

By Dave Mattson / March 3, 2020

In today’s world, artificial intelligence (AI) is getting more powerful and more prominent in the sales process. What does that mean for professional salespeople? There used to be an occupation called “switchboard operator” – now there isn’t. Fifty years from now, will there no longer be an occupation called “professional salesperson”? We say no. AI…

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