Sandler Blog

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

It's Not About Presenting, It's About Selling

It’s Not About Presenting, It’s About Selling

By Mark McGraw / August 15, 2017

I was working with one of my clients who’s been around Sandler Trainer for over eight years when I made a comment that caused him to stop and pause. The Sandler Rule was, “The best presentation you will ever give, the prospect will never see.” I made this statement about the fact that it’s not…

Read More
Ban Your Proposals and Close More of Your Sales

Ban Your Proposals and Close More of Your Sales

By Bill Bartlett / July 21, 2010

I propose a ban on proposals! I find them to be an enormous waste of time as no one has ever in the history of sales purchased anything solely based on the proposal. We unwittingly taught all prospects that they simply have to ask and we will provide them with all the information they need…

Read More