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Quote Your training is helping us more rapidly build and maintain the strong, consultative client relationships so critical to our success. Your tools have made the transition to Sandler® methods virtually painless. And, your management training initiatives have greatly enhanced our managers' individual productivity and effectiveness. I can't wait to see what you'll help us achieve next. Quote

Tom Smith, President
CertainTeed, Inc.

Sandler Articles

 


    Using Third-Party Letters - Read more...
Using third party letters in your sales cycle can be very effective. Often, prospects who are deciding to become clients are faced with many decisions.

Condition Yourself for Success - Read more...
Becoming a good professional salesperson requires the same type of training that is required of other good professionals.

How's Business? - Read more...
When asked, “How’s business?” most salespeople respond with “Great!” “Terrific!” “OK, I guess,” “Not so good,” or “Good, all things considered.” Most of these replies translate to, “I don’t know.”

Breaking the Success Barrier - Read more...
There is an invisible barrier that is holding you back. It is the reason why many of us aren’t achieving the goals we set for ourselves.

Burst Out of Your Comfort Zone - Read more...
How often have you listened as someone rationalized his or her mishandling of a problem by externalizing its source: “I can’t meet my projections because . . .,” “My territory isn’t large enough,” or “Our prices are too high”?

How Much is "IF" Worth? - Read more...
Have you stopped to think just how much the word “IF” is worth? Judging by the way so many salespeople talk, it must be worth hundreds of thousands of dollars.

Keep the Focus on Quality - Read more...
The ultimate goal of customer service is to meet – or exceed – customer expectations. But how can we know what every customer wants when expectations vary from customer to customer?

Setting the Course - Read more...
You may not realize it, but as a manager, you must often serve as a navigator. You set the course for your sales team, or for your department. You set a course for yourself.

Are You REALLY Listening? - Read more...
Being a good listener requires more than just keeping quiet while the other person is talking. Do you hear everything that is being said? Do you understand it completely?

Closing Time - Read more...
You’ve followed the Sandler Selling System. You haven’t disqualified the prospect. The prospect hasn’t disqualified you. What’s next—the close.

Establishing the Proper Goals for a Sales Call - Read more...
One of the biggest mistakes made by hardworking salespeople is the failure to prepare effectively for a sales call – not by packing a sample case, but by recognizing the true goal of their efforts. Don’t just pack a sample case; think of a goal for each call.

Let's Do Lunch - Read more...
In today’s environment, the cost of acquiring new accounts has skyrocketed. Studies over the years have shown that selling additional products and services to an existing client base can be more cost effective than spending time in new client development.

Prepare to Interview - Read more...
Interviewing salespeople for hire requires completion of a series of steps, each building on the previous one. That’s why the preparation step is probably the most important: Interviews cannot succeed without a solid foundation.

Using Up-Front Contracts in Sales Management - Read more...
Interviewing salespeople for hire requires completion of a series of steps, each building on the previous one. That’s why the preparation step is probably the most important: Interviews cannot succeed without a solid foundation.

Cold Calling is not a Selling Activity - Read more...
Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.