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Quote Feel free to share my contact information. I am happy to talk about the effect of the program. If I were to say how Sandler has affected me so far: 1) My price is my price - I don't discount anymore. 2) I am not looking to gain experience in my profession, I am looking to provide a good service and be compensated appropriately. 3) It has provided a framework with which to go after prospects, deal with the prospect and measure results. Again, if you need me to speak to anyone, I will be happy to do so. Quote

William J. Burns, CPA Attorney at Law

Sandler Training Articles

 

Look to the left for other Sandler Training videos and blogs...


    Sales Tactics: Don't go through the motions. - Read more...
A sales manager gets exactly the type of salespeople he earns. To understand the message you are daily delivering to your salespeople, you need to step outside yourself and look back.

Are You an Excellent Salesperson? - Read more...
What differentiates “excellent” from “average” salespeople? Are there identifiable characteristics that define and set them apart from the rest of the pack?

Do You Take Full Responsibility? - Read more...
How much is "if" worth to you and your business? Chances are it is a lot! Let's examine how you look at "if" in your world.

You have to learn how to fail to win! - Read more...
The first step to becoming more successful is changing the way you think about failure. Use these beliefs to shape an appropriate view of failure in your mind and in your life and career.

Condition Yourself For Success - Read more...
Becoming a good professional salesperson requires the same type of training that is required of other good professionals. Athletes, physicians, college professors, fire fighters – you name the profession, and the people at the top pay a price every day to stay there. The price they pay is their conditioning.

Closing Time: 4 Elements of Fulfillment - 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. If you did a good job of identifying pain, uncovering budget and identifying the decision making process, and if you have a firm up-front contract, it’s time to close.

People Don’t Buy Products and Services - Read more...
People buy “outcomes.” And those outcomes tend to fall into one of two categories: solutions to problems or achievement of goals.

How To Attract High Quality Candidates - Read more...
Regardless of the size of your recruiting budget, it is important to cast a wide net and explore as many recruiting avenues as possible. The following are some lower-cost options to consider when recruiting.

When To Send Sales Literature - Read more...
Sooner or later, a prospect is going to say, "Send me some literature." It's a natural response to a salesperson. It's an easy way to reject the salesperson without getting personal.

How To Reach Your Full Potential - 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. It has been constructed brick-by-brick since we were very young. Unintentionally perhaps, by people who probably wanted the best for us, but nevertheless, there it is – blocking our path to success.

Are You Going To Agonize or Organize in 2012? - Read more...
The most frequent excuse for not reaching a goal or completing a task is, "There isn't enough time." The basis for all time organization is a plan; a personal plan that only you can devise and execute. Every minute you invest in planning saves you twice that amount of time in execution.

A Thought For The Holidays - Read more...
The secret to happiness and well-being is no mystery. All it takes is the ability to do the following as much as possible.

What are your business plans for 2012? - Read more...
With a new year just over the horizon, it's time to take stock of where you are. Many have thrived; others survived. Regardless of your results, the question is the same: What are you going to do in 2012?

The Most Powerful Business Tool You Will Ever Encounter - Read more...
Do you know what it is? The most basic fact of business life is that all human beings have scotomas, blind spots, prejudices, biases and are not able to see with objective clarity. Yes, I know, you think you are different and do not suffer from the illusion of reality.

Why Do People Have a Hard Time with the Word “No”? - Read more...
Are you comfortable saying NO to someone? It may be NO because you’re not interested in their product or service. It may be NO that you don’t want to do something, go somewhere, or any number of other reasons. For some reason we don’t like to say NO, however we sure are good at saying things like “let me think about it,” “I’ll get back to you,” “ sounds good but I want to talk to my spouse” or “ I need to talk to the committee.” There are infinite excuses. Why are we so uncomfortable with being honest and just saying NO?

Why Prepare for Appointments? - Read more...
Scheduling appointments with prospects is hard work. You not only have to arm-wrestle with gatekeepers, but then you have to contend with voice-mail. But eventually, whether by sheer persistence or a little luck, you get through to the intended prospects and you schedule appointments. All of those efforts, however, are wasted if you’re not properly prepared for those appointments.

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.

Are You REALLY Listening? - Read more...
Asking your prospect all the correct questions is wasted if you don’t hear what he or she says, either in words or more subtly in tones or partial hints. 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?

Presenting Yourself With Impact - Read more...
Tell ‘Em Where You’re Going! When you first open your mouth to speak to a group, audience members want to know two things: they are curious about the journey they’ll be taking with you, and they want to be assured that they will receive value during the presentation.

Overcoming Call Reluctance - Read more...
Call reluctance can be caused by: Not adhering to your prospecting plan, Messages from your childhood, Taking the rejection of your lab’s product/service personally, Thinking that everyone who rejects your product/service is a qualified buyer, Having to deal with gatekeepers

Is More Always Better? - Read more...
When you’re counting close friendships, loving relationships, acts of kindness, or the gold bars securely stashed away in your secret vault, the answer is, “Yes!” It’s better to have more, rather than fewer of them. Is the same true when it comes to the tools for building and growing your business?

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.

Mission Accomplished! - Read more...
One of the dictionary’s definitions for “debrief” is “to interrogate to gain information or intelligence.” The term is generally used in the context of a military mission or professional assignment: the person who carried out the mission is questioned about the details that others need to know.

Get Your Prospecting Activities to Pay Compound Interest - Read more...
Albert Einstein’s definition of insanity was, “doing the same thing over and over and expecting different results.” When networking or doing any prospecting activity, it is not just about the quanity of opportunities. It is about the lessons learned. As Albert would say, you can fail a million times, if you don't learn a lesson from each failure.

Top 10 Ways To Increase Sales - Read more...
I'll bet that every CEO, President, Director, VP of Sales and Sales Manager asks the "how can we increase sales?" question on a regular basis. Do you? There are as many answers to this question as there are politicians running for US President in 2012.

Who Wrote Your Scripts? - Read more...
Can you relate to these situations…or perhaps other recurring situations of similar thought and behavior? In those situations, it’s typically not the external circumstances of the world that make you think, feel, or act in an unproductive or counterproductive manner. It’s your “scripts” and the significance you’ve assigned to them.

Why Should You Invest In Training? - Read more...
Did you know only 3% of Americans have written goals? How many people do you think have a budget set aside for professional development after college? How about you?

Why are 83.33% of Salespeople unhappy? - Read more...
Ask a dozen salespeople if they are happy with their sales volumes... Two will say "Yes," two will say "No," and the other eight will hem and haw and eventually admit, "It could be better." If you are one of those 83.33%, why aren't you happy? What is holding you back from taking some action to improve them? You are 100% satisfied with the way things currently are... UNLESS, you are doing something to change it!

Nobody Cares About Your Products or Services - Read more...
And neither should you. Sure, your company’s advertising focuses on your products and services – their unique advantages and benefits. And, your marketing department has gone to great lengths and expense to produce extensive marketing brochures and spec sheets that further elaborate on the unique aspects of you product and services. Nobody cares.

Networking Works! - Read more...
Why is networking worth your time? That may seem like a strange question, but time is one of our most limited resources! Taking a few minutes to evaluate why you should attend THIS particular networking event may save you hours of unproductive time and energy.

The Most Difficult Aspect of Selling - Read more...
After you analyze your market, develop a territory plan, develop and rehearse your prospecting pitch, formulate your qualifying questions, prepare responses to anticipated questions, and set some ambitious goals…you must take action.

Do You Hate Cold Calls? - Read more...
There is a better way! Using Sandler Training® prospecting strategies doesn't require that you abandon everything you already know. What you'll learn is how to integrate your own best techniques into a far more effective framework. Think of this as an opportunity to stop and look at what you are doing…and how you can do it better with intention!

The Sandler Pen Is Mightier... - Read more...
Have you ever been sitting in your car writing check, or signing a birthday card that you picked up on the way to a party, and dropped your pen between the seat and the arm rest? I hope I am not the only one this has happened to... Just seconds before you thought your car was fairly clean, and you were content with the way things were.

How Your Mom Prevents You From Networking Effectively - Read more...
If you’re like most salespeople, you don’t know how to network effectively. Usually you’ll wing it, improvise, or spend time with colleagues or clients you know really well instead of engaging prospects. When I ask, “why you don’t approach prospects at networking events?”, I’d get a lot of “I don’t knows.”

Twelve Sandler Steps To Sales Success - Read more...
This is a collection of twelve simple steps all salespeople should live by. 1. Being genuinely interested in your prospect’s personal and professional opinions will do as much (perhaps more) to develop rapport as identifying his personality style or discovering if he is a football, baseball, or hockey fan.

Making Your Calls About Prospects Not Products - Read more...
Most of the time people buy inspite of the hard sell, not because of it. Selling by accident is a tough way to make a living. Selling with Sandler makes selling easier, more enjoyable, and most importantly, more profitable for you and your clients.

Networking Works! Program Helps Build a Higher Level of Business Relationships - Read more...
The goal of networking is to create and develop relationships for mutual gain. Effective networking increases company performance and helps business people maximize sustainable revenue and profits. But too many people don’t know how to effectively, systematically network.

11 Steps To A Successful Sales Plan - Read more...
A good sales plan establishes goals, priorities, timetables, and necessary resources. A sales plan that will achieve your ends has these characteristics:

Are your customers buying from your company or your salesperson? - Read more...
The good and the bad of relationship-based selling. Both your employees and customer leave from lack of attention... Some managers are concerned about their salespeople leaving for the competition and taking the best customers with them.