Author: Sandler Corporate Blog

Sandler Training has many novel approaches to selling. But back in 2000 when I started my sales training business, there was one topic in particular that I wasn’t expecting in a sales training curriculum. There was an entire section dedicated to insuring that salespeople’s self-identity was separate and distinct from their sales role. I figured […]

Salespeople could significantly increase their earnings if they stopped saying and believing “I know why…” The reality is that their “knowledge” is a guess created from vague statements from prospects (“we really like your presentation”) and clients (“your service is top notch”) that salespeople leave unexplored because they don’t want to be “pushy”, “rock the […]

It’s estimated that the cost of recruiting, interviewing, hiring and onboarding a new salesperson costs a company between $75,000 and $300,000 per rep. Unfortunately for most companies, their onboarding program contributes directly to those new reps leaving. Let’s pretend we’re watching a newly hired rep; we’ll call him Greg. Greg was highly successful with his […]

Your meeting date and time has been established.  You’re confident your product or service is superior to your competitors.  Your goal for the meeting is to convince the prospect.  You’ve planned to be there for 45 minutes. The prospect checks their calendar and realizes a few minutes before that they’ve scheduled a meeting with some salesperson and they’re […]

The most common complaint we hear from the heads of professional services firms (lawyers, accountants, engineers, marketing or PR agencies) is that their people are technically brilliant, but have a serious aversion to business development. Totally und…