Sandler Blog

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

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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Video: Sandler Rule #39: When All Else Fails, Become a Consultant

By Sandler Training / September 20, 2010

“No.” You heard it. The prospect said no. After all of your hard work, your probing questions, the fight to get the meeting in the first place, the prospect said no. That’s the end of the sales process, and you’ve somewhat succeeded in a sense that you at least got an answer. It’s not a…

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What Not to Do During a Sales Slump: Seven Deadly Sales Sins & How to Avoid Them

By Dave Mattson / September 9, 2010

As a tough economy lingers, many businesses find themselves stuck in a sales slump, and don’t know how to get out. As the CEO of Sandler Training, I’ve had the privilege of helping businesses with just that problem. Many businesses are paralyzed in today’s difficult environment. They don’t have a system for success or forget…

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Video: Sandler Rule #25: When You Want to Know the Future, Bring It Back to the Present

By Sandler Training / September 8, 2010

“Can you get me an estimate?” “Why don’t you write up a proposal for me?” “Well, just get me an outline of your plans for us and we’ll get back to you.” Do these sound familiar? Possibly a “free consulting” nightmare that sales professionals see way too often? Well, we’ve got some bad news for…

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Video: Sandler Rule #21: Sell Today, Educate Tomorrow

By Sandler Training / September 3, 2010

As Sandler Training’s Karl Scheible explains above, it may be in the salesperson’s best interest to stop talking from time to time. As odd as that sounds, especially when you consider that the stereotypical salesperson is never a stranger to conversation, it’s definitely the case that your verbal enthusiasm for selling your product may keep…

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Sales Training and Golf: A Lesson in Repetition

By Sandler Training / August 31, 2010

So what does a professional golfer-someone who gets paid to play the game every day-really get out of coaches and practice sessions? Trophies. As Dave Mattson outlines in the video above, golf greats like Jack Nicklaus and Arnold Palmer made winning second-nature. Sure, there was something to be said for natural ability, but any all-star…

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Video: Sandler Rule #26: People Buy in Spite of the Hard Sell, Not Because of It

By Sandler Training / August 25, 2010

Countless people go through sales training seminars every year only to emerge with slick tricks, a few doses of confidence and a belief that they’ll be able to bully any prospect they meet into signing on the dotted line. While this may do just fine for the quick, lucky payday, it is not a system…

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Video: Sandler Rule #38: The Problem the Prospect Brings You Is Never the Real Problem

By Sandler Training / August 23, 2010

Wouldn’t it be wonderful for a prospect to accurately and honestly lay out all of their issues for you in your first meeting? This means no more seemingly-perfect deals to disappear, no more “perfect matches” to end with unreciprocated phone calls, and best of all, no more “What went wrong?” The first part of any…

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Video: Sandler Rule #31: Close the Sale or Close the File

By Sandler Training / August 17, 2010

Through any sales training seminar you may have attended or any job training you’ve experienced, people seem to put a lot of energy into teaching you how to avoid or resist one word: “No.”The fear of rejection alone is enough to drive the timid and easily-bruised away from sales altogether. So what happens when you…

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