Sandler Training: You Should Hate Doing Sales Presentations
You Should Hate Doing Sales Presentations When I first entered into sales, untrained and hungry, I loved doing presentations. They were fun to put together [...]
Sandler Training: Professional Saleswomen – Equal Business Stature
Professional Saleswomen - Equal Business Stature So, if all things are equal--equal opportunity, equal time, equal obstacles to overcome and so on--who would win the [...]
Sandler Training: The Issue the Prospect Brings You is Never the Real Issue
The Issue the Prospect Brings You is Never the Real Issue A patient visits the psychiatrist because he is having trouble sleeping at night. Each [...]
Sandler Training – Why Do Customers Buy?
Why Do Customers Buy? How important is this question to the sales professional? How many times when a sale is made can the salesperson actually [...]
Sandler Training: Going for the “NO”
Going for the "NO" Grace is a new salesperson, recently hired by a major software firm. She’s three months into her first year on the [...]
Sandler Training: In Sales, It’s Not About You…It Never Was
In Sales, It’s Not About You…It Never Was I would like to give you three statements that I think you will agree are true: 1. [...]
Sandler Training: The Best Sales Call Ever!
The Best Sales Call Ever! Quite regularly, I will get feedback from a client about a particular sales call and how it went. Recently a [...]
Sandler Training: Have More Fun, Save More Time, Make More Money
Have More Fun, Save More Time, Make More Money You finally set the appointment with the prospect you would love to have as a client. [...]
Sandler Training: Would You Do It If Your Life Depended On It?
Would You Do It If Your Life Depended On It? I was doing some in-house training for a client recently and we were discussing the [...]
Want Sales Success? Set Goals! (Part 2)
Sandler Training: Want Sales Success? SET GOALS! (Part 2) In last month’s column, the first five steps of the Sandler Training (karlschaphorst.sandler.com) goal setting process [...]