Sandler Blog

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

Weasels

By Sandler Training / December 14, 2012

Two weekends ago, I got to take my youngest daughter to a 4 year-old’s birthday party. I’d forgotten how elaborate some of these parties get, and this was a nice reminder. The parents of this little boy had hired an animal trainer to bring some critters and let the kids see them. The highlight of…

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Selling Isn’t Debate: Confessions of an Engineer in Sales.

By Chip Doyle / December 12, 2012

I used to be an engineer before I transferred into sales in 1988. I’m guessing you’ve heard jokes about engineers in sales. Accountants, contractors, PhD’s, and lawyers don’t have stellar reputations in sales, either. Yet these professions generally are an intelligent lot. They are quite skilled at what they do, since our daily lives may…

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OK, Not OK.

By Chip Doyle / November 27, 2012

The ABA Journal published a wonderful article about the legendary Texas lawyer “Racehorse” Haynes. In his very first jury trial, he accidentally stepped on a spittoon and fell to the floor in front of the judge and jury. After his client was later acquitted, he reasoned that it may have been because the jury felt…

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The Three Truths in Every Sales Call

By Hamish Knox / November 9, 2012

Ask most salespeople to describe the purpose of each interaction with a prospect and they’ll probably say something like: “close ’em” “build the relationship” “educate them” “solve their problems” All good answers, but the real purpose of every interaction with a prospect is to get to the truth. What’s uncomfortable about getting the truth in…

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Are Your Customers Buying from Your Company or Your Salesperson?

By Mike Montague / October 10, 2012

The good and bad of relationship-based sales. The Good Relationship-based sales methods are ideal. Most of the time those relationships are the only thing protecting you from competing solely on price. In sales training, we have a saying: “All things being equal, people buy from people they like. All things being unequal, people still buy…

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Your Knowledge is Worthless… Until Someone Pays You For It.

By Mike Montague / October 2, 2012

In regards to your business, the expertise you have gained over the years is completely worthless… until someone gives you money for it. If you have a medical doctorate, all you really have is a bunch of student loans until you have patients, and get paid for your knowledge. From your potential client’s perspective, John…

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What’s holding you back from success?

By Mike Montague / August 13, 2012

Here is the problem: 99% of people out there are already doing what they think is in their best interest. Of course, there’s the 1% who hate themselves and are self-sabotaging, but for the most part, you are probably doing right now, what you think is best. But why is that a problem? Well, if…

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Increase Your Communication Effectiveness 93%

By Hamish Knox / June 20, 2012

When you get an email from a prospect with one of the following requests, what do you do? Send me a quote for.. Provide us with more information about.. We’d like a proposal.. Forward us a brochure on.. If you thought, “reply by email,” you just put your prospect firmly in control of the sales…

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Sales is a Game

By Bill Bartlett / August 9, 2011

Do you “sell to live” or “live to sell”? I have been training sales people for over 16 years and have found a common trait in the highest performers: they “live to sell”. They love prospecting for new business opportunities. They love being in the role of “closer”. Their sales quota is a benchmark that…

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Video: You Never Have to Like Prospecting, You Just Have to Do It

By Sandler Training / January 12, 2011

Not everybody learns the same way, and there is no singular solution to every challenge. Dave Mattson, Sandler Training’s CEO, touches on the variety of options offered with Sandler Training in the video above. Whether it’s a sit-down, in depth meeting with your trusted sales coach or a quick fix on the go with the Sandler iPhone…

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