Blog

Prospects who play “close to the vest” can be incredibly frustrating. No matter how we frame our questions they respond with “sure,” “I don’t know,” or “tell me more and I’ll tell you if I like it.”

Brian Sullivan Interviews Jonathon Farrington on The Critical Elements of Proactive Client Retention.

Mike Montague interviews Clint Babcock on How to Succeed at Three Hidden Traits of Successful Salespeople.

How do your prospects feel after sitting across from you in a sales call?  Maybe the answer doesn’t come instantly to you. That’s OK. Here’s another question: Ever been to therapy? Don’t worry, it’s a rhetorical question… but it’s OK if you have. A career in sales can certainly lead to an occasional need for a therapist! 

Training Industry, one of the most trusted and respected sources of information on the business of learning, recently selected Sandler Training as one of the top 20 sales training companies. This selection marks the eleventh consecutive year that Sandler Training has been so honored.

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

Mike Montague interviews Sandra Crozier-McKee on How to Succeed at Emotional Intelligence.

Hiring is one of the most important things we can do as a leader… and yet for many of the people, we work with, it remains something of a blind spot.

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

During crisis it’s tempting for us to agree to meet with anyone who passes the “fog a mirror” test, especially if it’s an inbound lead.

As David Sandler said, “it’s okay to want the business, but it’s not okay to need the business.” When our prospect sense that we are needy or desperate they are firmly in control of the sales process and will get us to say or do things that aren’t in our best interest (like do free consulting or discount for no reason).