Sales Tips & Insights
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Sandler Rule #8: When Prospecting, Go for the Appointment
Sandler trainer Chris McDonell explains how to take the pressure off both you and the prospect by making an appointment.
Products Aren't The Solution
Product Collective features Bob Moesta, President and CEO of the ReWired Group
Sales needs to understand the prospect's problem and how the product is being interpreted or used. Products are a tool for the customer to progress and reach their own solution. If customers cannot figure out the product or figure out how to progress, that is your problem, not theirs.
Sandler Rule #12: Answer Every Question with a Question
Sandler trainer Chip Reichhard explains how you should ask plenty of questions to understand all of your prospect's concerns.
Sandler Rule #7: You Don't Have To Like Prospecting
Sandler trainer Bill McCrary explains what expect from your prospecting efforts.
Sandler Training Philosophy Becomes Part Of Harvard Curriculum
September 20, 2018 – PRNewswire.com by Sandler Training
David Mattson, CEO of Sandler Training, has worked closely with Frank V. Cespedes, faculty chair for the Aligning Strategy and Sales executive program at Harvard Business School (HBS) as well as Mark Roberge, Senior Lecturer in the Entrepreneurial Management Unit at HBS, to incorporate Sandler sales training techniques into the school's curriculum. Cespedes and Roberge teach an MBA course on "Entrepreneurial Sales and Marketing" (ESM), which examines customer acquisition and retention in ventures from seed stage to scaling. A case study incorporating Sandler techniques is now part of that course.
Sandler Rule #3: No Mutual Mystification
Sandler trainer Mike Crandall explains what "happy ears" are and why we shouldn't make assumptions.