A constantly growing library of tips and information to help you grow your business.
Developed by Sandler's experienced business experts, with a track record proven through almost half a million training hours per year with tens of thousands of clients around the world.
When an upturn from a crisis is likely to be fast, far-reaching, and decisive, discover what sales leaders can do to ensure their organization not only survives, but emerges as one of the winners.
While training and coaching are a mission-critical part of your role in your employee development success plan and should be considered a given, uncover these additional coaching strategies in your Manager's toolkit.
Deliver the winning sales presentation and say goodbye to the traditional approach. Discover three important steps that will create a strong, productive impact with prospects during your presentation.
The key to closing more sales is uncovering pain – that is, uncovering a level of emotional discomfort on the prospect’s part that’s sufficient to inspire action to change what isn’t working. Notice that you’re not creating this discomfort. You’re shining a spotlight on something that already exists.Here are three questioning techniques that will help you uncover the emotional gap between where your prospect is right now ... and where he or she really wants to be.
These days, our first contact with a potential buyer may not be in a face to face setting or on a phone call, but via email. It’s not always obvious what we should do once we receive such an email message; often, the only thing we know about our prospect is the email address!
LinkedIn allows you to connect with people in a targeted way to add value to others, share insights, and build out your network with prospects. Sandler Training experts explain how to maximize your sales prospecting in 20 minutes a day and avoid missing opportunities to generate new referrals and sales.
Your customer service team already has great relationships with your customers. But it’s important to reinforce that they ask the right questions, don’t provide too much "free consulting” and ultimately increase top line revenue.
Most technology salespeople rush the proposal stage without doing due diligence along the way to ensure success. Are you missing opportunities to shorten the sales cycle, increase close rates, and open doors to the actual decision makers?
Winning enterprise business presents unique challenges to selling teams and selling organizations in general. First, you need to understand how selling to large corporations differs from the less complex world of selling to small and med-sized companies. It takes time, energy, commitment and money but the payoff can be huge.
For some salespeople, the initial prospect meeting is vague and doesn’t convey a value to a prospect. This carries through to a presentation and they fail to establish clear connecting links between the elements of their proposed offer and the specific aspects of the prospect’s requirements. The easier you make it for prospects to establish that connection, the more likely you are to make the sale.
Having a systematized approach to selling is crucial for health care sales representatives, particularly when the medical world is evolving so quickly. The Sandler Selling System methodology creates sustainable success through real-world tactics for prospecting, qualifying, making the deal, closing the sale and generating referrals.
You’ll find you’re able to do a lot more business in a lot less time if you “work smarter, not harder” – and if you follow our tips for avoiding these common traps in the HVAC industry.
Many builders and remodelers don’t have a systematized approach to selling, but having one is crucial. Part of a methodical approach is to make referrals, which cost less to produce than other leads and close at a much higher rate, a key part of your prospecting process.
This report is all about making and exceeding those all-important sales numbers and sales forecasts. It’s an eye-opening look at the deficiencies of modern-day selling systems and sales management efforts, prepared by the company that literally rewrote the book on selling. Learn a new way of selling that puts the salesperson in control of the selling process.
This year, resolve not to fall into the summer slump with these 12 tips for staying motivated, creating your own opportunities and keeping the income flowing during the typical slowdown.
Customers hesitate to buy and put off making decisions during summer months, leading to low sales figures. After hearing “no” hundreds of times — or never hearing back at all — sales teams quickly lose motivation to keep selling during this period.