Sandler Blog

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

Video: Sandler Rule #35: If Your Competition Is Doing It, Stop Doing It Right Away

By Sandler Training / August 12, 2010

If you simply differentiate yourself as saying you’re “the best” sales professional out there, then you can look forward to clients and prospects who will wander around to see if one of the millions of other “bests” out there are cheaper. This rule is simple. See what your competition does, and then make sure that…

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Video: Sandler Rule #41: There Are No Bad Prospects, Only Bad Salespeople

By Sandler Training / August 9, 2010

Sandler Training’s Jody Williamson explains Sandler Rule #41: “There Are No Bad Prospects, Only Bad Salespeople.” Sure, it’s easy to externalize your problems if things aren’t going well. “The economy,” “they don’t know what they want” and “they just buy on price” seem to be repeat offenders in the sales world. Remember: as a salesperson,…

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Video: Sandler Rule #49: Leave Your Child in the Car

By Sandler Training / August 6, 2010

Sandler Training’s Dave Hiatt explains Sandler Rule #49: “Leave Your Child in the Car.” No, we’re not advocating neglect. Just understand that the salesperson should be looking for neither approval nor acceptance from his or her prospect. Leave your emotions out of the equation.

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Video: Sandler Rule #47: Selling Is a Broadway Play Performed by a Psychiatrist

By Sandler Training / August 5, 2010

Sandler Training’s Brad Massey explains Sandler Rule #47-“Selling Is a Broadway Play Performed by a Psychiatrist.” To really sell, you’ve got to step out onto that stage, choose the right performance for the right audience and be prepared to analyze their reactions. Do everything right, and you may just get asked for an encore.

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Video: Sandler Rule #46: There Is No Such Thing as a Good Try

By Sandler Training / August 3, 2010

Sandler Training’s Karl Scheible explains Sandler Rule #46: “There Is No Such Thing as a Good Try.” At best, “try” indicates intention, but not commitment. If the outcome of an action is important, don’t “try.” Commit to it.

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Video: Sandler Rule #42: A Winner Has Alternatives, A Loser Puts All His Eggs in One Basket

By Sandler Training / August 2, 2010

As Kevin Hallenbeck explains in the video above, it is absolutely necessary to always keep your options open. Forcing yourself to stick to a script will only make a deviation out of your control even more jarring. Be flexible, and who knows what may happen. It’s possible that allowing yourself to deviate from your initial…

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Video: Sandler’s Point of Difference

By Sandler Training / July 27, 2010

Sandler CEO Dave Mattson discusses why Sandler isn’t just your typical sales training seminar. Sandler is more than just a couple of sales tips; it’s a proven system based on continual reinforcement and incremental learning that results in a permanent behavior change.  

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