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Quote After more than a decade of working together, Sandler's superb sales and sales management training programs continue to deliver the edge we need. Your most recent prospecting seminar produced another big surge in appointment levels for the attending regions. Sandler's overall training efforts continue to earn an astounding 93 percent approval rating! Quote

Glen Miller
Chief Executive Officer

Sales Tips and Tactics


    When to Send Literature to Clients - Read more...
Sooner or later, a prospect is going to tell you, "Send literature." It's a natural response to a salesperson. It's an easy way to reject the salesperson without getting personal. Before you agree to send literature, ask yourself, "Why is the prospect requesting literature? Is this a sign of no interest?"

Managing Your Time - Read more...
The most frequent excuse for not reaching a goal or completing a task is, "There isn't enough time." The basis for all time organization is a plan; a personal plan that only you can devise and execute. Every minute you invest in planning saves you twice that amount of time in execution.

Motivating Your Salespeople - Read more...
Do your salespeople, individually, care whether or not your company is the "Best in the World" or "The Leader in Widget Performance"? Undoubtedly that is important to them, but is that what gets them up in the morning, and keeps them going out in the field?

Sales and Management in 2012 - Read more...
With a new year just over the horizon, it's time to take stock of where you are. Without question, 2011 has been a challenging year for some businesses. Many thrived; others struggled. Regardless of how your company fared, the question is the same: What are you going to do in 2012?

Positive Thinking Leads to Success - Read more...
Success in sales is not simply a product of one’s talent, education, personality, or contacts, but rather the result of one’s attitude—the natural tendency to have a positive outlook and maintain positive expectations.

Using Your Own Resources - Read more...
Many salespeople believe that more is better. Unfortunately, “more” often translates to the latest technology or some “magic bullet” process for attracting new clients or closing sales. But, do you really need the latest and greatest to grow your business?

Do Not Fear Rejection - Read more...
In today’s business environment, selling is more complex and prospects more sophisticated. Continually pushing for the “yes” – ignoring the possibility that your product or service may not be the best fit – and refusing to take a “no,” will lead you down a path to a dead end.

Minimizing Negativity - Read more...
There really are voices in your head. Voices that keep you from doing what you need to do during your sales calls. It can be the voice of your teachers, your parents, your piano teacher, or your little league coach. Voices which have now become your own voice, collectively known as negative self-talk.

Maximizing Sales Success - Read more...
While there are several factors that contribute to success in the sales arena, there are five things you must have in order to maximize your potential and the results you achieve.

Adapting to Change - Read more...
What happens the first time you try a new selling technique? It's usually uncomfortable and doesn't go as smoothly as how you imagined it would go. Often it results in a less than satisfying outcome. There are physiological reasons for this discomfort and awkwardness.

Improving Management Skills - Read more...
What do you do to improve the outcomes of your performance when you're conducting sales meetings, providing the coaching, and delivering the training? In other words, what do you do to become a better sales manager? Most sales managers would answer, "Not much."

Successfully Fix a Problem with Your Client - Read more...
In The Art of War, Sun-tzu wrote, "The best victory is when the opponent surrenders of its own accord before there are any actual hostilities...It is best to win without fighting." So, how do you respond when you are under attack - being reprimanded for something, rightfully or wrongfully? Rather than stand your ground and attempt to explain, justify, or defend your position, fall back.

Establishing Client Relationships - Read more...
Only customers whose needs fit with the company's core offerings are likely to establish a relationship that generates profit. It is critical for you to plan and implement sales strategies that will enable your sales force to gain, retain, and profit from long-term relationships with "good fit" customers.

Differentiating Yourself From the Competition - Read more...
Successful salespeople are often experts at differentiating themselves. Poor and mediocre salespeople cut their price and try to low ball a deal. So as a rule of thumb, if the competition is doing it, do something else.

Achieving Your Goals - Read more...
We are continually reminded about goals and the value of goal setting. Then why aren't more of us achieving those goals which we set for ourselves? Because breaking the success barrier is not an easy task. Your success barrier was erected brick by brick over a long period of time.

Improving your Presentation - Read more...
When you first open your mouth to speak to a group, audience members want to know two things: they are curious about the journey they'll be taking with you, and they want to be assured that they will receive value during the presentation. At any given point in the presentation they also want to know where they're going and where they've been.

Effective Listening - Read more...
Asking your prospect all the correct questions is wasted if you don't hear what he or she says, either in words or more subtly in tones or partial hints. Being a good listener requires more than just keeping quiet while the other person is talking.

Creating a Successful Sales Plan - Read more...
A good sales plan establishes goals, priorities, timetables, and necessary resources. A sales plan that will achieve your ends has 11 simple characteristics.

Why Prospects Buy - Read more...
Good salespeople discover what reasons a prospect has for buying and helps them understand why those reasons are valid. Allowing a prospect to give their reasons for buying lets you determine what is important to them and why they might want or need your product or service.

Implementing a Sales System - Read more...
When you sit in on your next sales meeting, count how many times you hear the word feeling(s), or "I feel like..." Nothing wrong with "gut feel;" it's valuable in many ways such as bonding and rapport, empathy, and intuition about people. But in selling it is also very dangerous.

Turning a Negative into a Positive - Read more...
Unfortunately, we find a lot of salespeople who believe that saying anything negative about their performance on a sales call is a bad thing. This makes the manager's ability to debrief mistakes and coach for improvement very difficult.

Improve your Sales Force - Read more...
It should come as no surprise that the best Salespeople and Sales Forces have an abundance of conviction, discipline, positive outlook, courage, energy, creativity and resilience. Put them all together and we have the "Sales Mantra." Does your Sales Force really have all 7?

Greater Selling Success - Read more...
If you want to excel in the sales game, you only have to follow three simple steps. If you're already at the top of your game, following these steps will take you to higher levels of success.

Developing a Sales Mindset - Read more...
If being successful would be as easy as reading a book or attending one seminar, we'd all be doing it -- right? Like most things worthwhile in life, it takes commitment of time, energy, and mindset that will help begin your journey to where you want to go.

Dealing with Rejection - Read more...
No one in any profession is successful 100% of the time. Keep rejection in perspective as you move toward your goal. Accomplish this with our simple 7 steps for rejecting rejection!

Prospecting with a Plan - Read more...
A good pool of prospects is one of the keys to a successful selling career. Knowing how to prospect effectively keeps a career vital, and is truly the lifeblood of sales. Yet, so many sales professionals overlook the crucial element of having a prospecting plan. With a plan to follow, you can measure your efforts and results.

Cold Calling is not a Selling Activity - Read more...
Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.

Secrets of Sales Superstars - Read more...
Sales superstars plan before going on a sales call. They script out what questions need to be asked and the most effective way of asking. Every prospect has a unique situation with unique problems. Sales superstars make sure that they are prepared to uncover any pitfalls for the exact situation that they are about to encounter. Ideally, they review their strategy with a third party and tweak how they plan to guide the meeting. This plan maps out what needs to be accomplished at the sales call and how to achieve it.