Sandler Blog

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

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Selling to the Modern Buyer

By Sandler Training / June 13, 2022

Build the necessary skills to effectively navigate the modern buyer’s journey.

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Sandler Research Center Report: What Buyers Want Now

By Tom Wilson / November 4, 2021

Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020.

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Sandler On-Demand Webinar

Modernize Your Sales Approach with Hybrid Selling

By Sandler Training / October 6, 2021

Experience continuous seller improvement with proven sales practices from Sandler and modern technology from HubSpot.

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Sandler Research Center Report: What Buyers Want Now

By Tom Wilson / September 1, 2021

Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020.

Read More
Selling through Storytelling

How to Succeed at Better Selling through Storytelling [PODCAST]

By Sandler Training / October 13, 2020

Mike Montague interviews John Livesay on How to Succeed at Better Selling Through Storytelling.  Find John Livesay at: https://johnlivesay.com/   In this episode: Best attitude, behavior, and technique to succeed at better selling through storytelling Turn a case study into a case story and people will listen and remember you The key to dealing with rejection is,…

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Activity Based Planning Leads to More Consistent Results

By Jonathan Farrington / April 9, 2020

Although the debate has been raging since someone first sold something to someone else, it is my personal belief that selling is both an art and a science.

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Survey says- The hardest sell is to your boss

Survey says: The hardest sell is to your boss

By Sandler Training / January 28, 2014

Sandler Training spends more than 92,000 hours per year training companies and individuals how to strengthen sales, leadership and management skills. But in addition to traditional selling, Sandler knows that selling is part of everyone’s everyday life – regardless of one’s profession. It’s true. Take a moment and think about the last 24 hours. Did you try…

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Better to Create Demand Than Fulfill Demand

Better to Create Demand Than Fulfill Demand

By Hamish Knox / January 21, 2014

The CEO of an IT services company recently shared his belief with me that every two years for one hour, his prospects are so angry with their existing supplier that his company had a chance to take the business away from his competitor. This is not an unusual belief. He was talking about demand fulfillment,…

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Asking for a Commitment Isn’t a Hard Sell Tactic

Asking for a Commitment Isn’t a Hard Sell Tactic

By Hamish Knox / August 29, 2013

I read an article recently that slammed sales people for using the “hard sell” tactic of asking for a decision at the end of a presentation. To paraphrase David Sandler, don’t make presentations without a prior commitment to make a “no” or “yes” at the end of the presentation. Two valuables a sales person possesses…

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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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