Sandler Training – Step Four of Professional Selling: Show Me The Money!

| Posted: 02/1/15

I have made more presentations than I can count to prospects that had no money. I would develop a PowerPoint presentation, assemble a professional looking proposal, and involve other sources of expertise to help deliver the message, all at significant cost of time and money. I would deliver a killer... more


Sandler Training – Step Three of Professional Selling: It has got to hurt!

| Posted: 01/1/15

I bet right now you are carrying around a wallet or purse that contains your credit cards, debit cards, and/or cash.  I know why you carry that stuff around all the time…it is because you... more


Step Two of Professional Selling: No More Maybe’s!

| Posted: 12/1/14

The last words a salesperson wants to hear are “I need to think this over,” or “I think I will sleep on this,” or “Send me some references,” etc.  These stalls from prospects are all... more


Sandler Training – Step One of Professional Selling: Get Up Off Your Knees!

| Posted: 11/1/14

It is time to stop begging for business.  Stop running around doing everything the prospect asks you, giving them every ounce of knowledge you have, sending thank you cards and trinkets because you think all... more


Sandler Training – Do You Have a Bachelor’s in Sales?

| Posted: 10/1/14

Multiple sources suggest that the number one need in business is finding good salespeople. This shouldn’t be a difficult task.  I mean, if you want an engineer, hire someone with an engineering degree. If you... more


Sandler Training – How Much Are You Worth?

| Posted: 09/1/14

We have been trained at a very young age not to ask this question to anyone because I guess it is rude. I do not want you to violate any rules that your mother gave... more

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