Sandler Blog

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

How To Overcome Ambiguity, Anxiety and Fear in Your Sales Calls

By Hamish Knox / March 25, 2014

If you are unaware of the relationship between ambiguity, anxiety, and fear, then you are probably lengthening your sales cycle and reducing your close rate. When you sit across from a prospect, no matter how long or personal your relationship, you are still a salesperson who your prospect fears will sell them something instead of…

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Don’t Get Trapped in the Procrastination Triangle

By Hamish Knox / February 20, 2014

So when did you start saying, “I’ll get to that tomorrow” when it comes to your goals for 2014? January 2? January 10? Did you make it all the way to the Super Bowl before giving up? If you’ve fallen short of a goal already or are on pace to fall short before the end…

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Overcoming the Stigma of Selling

By Mike Montague / January 13, 2014

Thinking back to the fifth grade, I wonder how many of you dreamed of becoming a salesperson when you grew up? How many people do you think asked for sales training for Christmas this year? How many kids dressed up salespeople during Halloween? The unfortunate fact is that no one wants to be a salesperson.…

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No guts, no gain

By Mike Montague / December 20, 2013

I want to take you back about 10,000 years ago to the savannah in Africa. There are only about 1,500 human beings on the planet, and life is a scary existence. As far as predators go, we don’t stand much of a chance. We don’t have claws, or razor sharp teeth with fangs. We aren’t…

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Add a little drama

By Sandler Training / November 20, 2013

You’re meeting with a prospect. You’ve asked all the appropriate questions to uncover the prospect’s problem, concerns, desires, goals, and expectations. After fully analyzing the situation, you announce with no hesitation whatsoever, “No problem. I have exactly what you need.” Does the prospect gasp a sigh of relief, utter under his breath, “Thank goodness,” and…

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Quit Rolling the Dice in Sales

By Chip Doyle / October 17, 2013

I just returned from Las Vegas where I spoke to business owners in the construction industry. I admit, I do get excited about wagering, especially in Las Vegas, but I realized how I was getting suckered in when a slot machine caught my eye. It said “99% payout guaranteed,” which sounded like a good thing.…

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Practice makes perfect…or, does it?

By Dave Mattson / October 8, 2013

Salespeople invest time developing their pitch, formulating questions, and preparing responses to expected questions and objections from the prospect. They rehearse, refine, and rehearse some more. Unfortunately, for some salespeople, the preparation becomes a roadblock to their success. How? The salesperson meets with the prospect and delivers his well-crafted well-rehearsed message. But, instead of paying…

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