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Sales Tips: Sandler Rule #16: Never Ask For The Order, Make The Prospect Give Up.

By Sandler Training / March 14, 2011

Make a mutal decision with your prospect. Danny Wood discusses Rule #16: Never ask for the order, make your prospect give up.

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

By Sandler Training / January 12, 2011

Let’s admit it. No salesperson likes making cold calls. Prospecting is perhaps the most stressful and anxiety ridden aspect to sales. This fact brings us to Sandler Rule #7, “You Never Have to Like Prospecting, You Just Have to Do It.” Sandler Trainer Bill McCrary explains that when people say they don’t mind prospecting, what…

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Video: Sandler Rule #3: No Mutual Mystification

By Sandler Training / December 13, 2010

Sales isn’t for the faint of heart. You don’t just encounter negativity on a fairly frequent basis. In many cases, it is your job to sniff it out and address it immediately. Sandler Rule #3, “No Mutual Mystification,” deals with an issue that often plagues sales professionals-“happy ears.” When a salesperson has happy ears, it…

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Video: Sandler Rule #20: The Bottom Line of Professional Selling Is Going to the Bank

By Sandler Training / November 12, 2010

Salespeople are not given awards for “developing the warmest relationships,” and certainly not for “gaining the most approval from others.” Salespeople get awards and recognition for opening new accounts, increasing sales numbers and exceeding quotas. As a salesperson, your job is to go to the bank. Go to the bank as often as possible, repeat…

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Sales Training with Sandler: The Benefits of Having a Sales Coach

By Sandler Training / October 19, 2010

What do all of the world’s greatest athletes, politicians and business leaders have in common? They didn’t get to be the best on their own. They all had guidance from coaches and mentors, and that guidance is what brought out their endless potential in their field. Check out the video above from Sandler CEO Dave…

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Video: Creating a Recipe for Success

By Sandler Training / October 5, 2010

In the video above, Sandler’s CEO, Dave Mattson, explains how someone comes to figure out their recipe for success. After countless trials and experimentation, you have to take the time to sit down and analyze what strategies have worked for you, and what strategies could use some more work. While many salespeople may view non-client…

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Video: Sandler Rule #36: Only Decision Makers Can Get Others to Make Decisions

By Sandler Training / September 27, 2010

As a salesperson, your objective is to get your prospect to make a decision. Obviously, a “yes, I will work with you” is better than a “no, thanks.” But even getting to that decision can be a chore for some. But in order to get to that final decision, the salesperson has to make some…

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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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Video: Sandler Rule #24: Product Knowledge Used at the Wrong Time Can Be Intimidating

By Sandler Training / September 22, 2010

Acronyms, industry buzz-words, technical jargon-we’ve all used them at one point or another in our jobs. But if you’ve been using them when you’re first getting to know your prospect, you may have made a big mistake. As Sandler Training’s Jody Williamson explains in the video above, product knowledge used at the wrong time can…

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