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Sales Tips & Insights

Sandler sales tips and insights

The world's largest training network leveraging the industry's best sales methodology

Sandler's video collection showcases our global network of business experts to describe key sales and management concepts in everyday language.

When You Want to Know the Future, Bring It Back to the Present - Sandler Rule #25

You have to start a dialogue that gets the prospect to predict the future for you. It isn’t invasive, it isn’t a transparent question, and it simply forces both parties to understand the next steps in the relationship. If your prospect can’t answer a question about what would happen if a proposal fulfilled everything they wanted, then you may have to seriously consider if you’re in a “free consulting” situation.

The I/R Theory (Identity/Role)

Chris and Erik sit down to discuss the I/R Theory (Identity/Role). It represents the dual nature of our lives. Each of us has an "I" and an "R." Our "I" represents our values, beliefs, principles, desires and emotions--our inner selves. Our "R" is made up of the many roles we play in our lives, or our outer selves. These roles include son, daughter, friend, student, salesperson, etc.

Selling requires that you remain objective at all times - Sandler Rule #47

Getting emotionally involved in sales is fatal. Buying is an emotional experience for the prospect, but it should not be an emotional experience for you. Rather, you need to keep your composure and be a little bit detached from the emotional roller coaster that is selling.

Chris and Erik sit down to discuss how to remove emotion from your daily activity, prospecting in meetings during this time.

You can't lose anything you don't have - Sandler Rule #30

Have you ever wasted time and effort on a sale that you weren't going to close anyway?

What are you afraid of?
Do you suffer from the scarcity mindset?
Are you an amateur or a professional?
The fear of losing a sale that has yet to be completed haunts too many salespeople.

This fear prevents us from asking the questions that need to be asked. This fear prevents us from doing what needs to be done to either a) close the sale...or b) discover that the opportunity didn't really measure up after all, and then move on.

Countless people go through sales training seminars every year only to emerge with slick tricks, a few doses of confidence and a belief that they’ll be able to bully any prospect they meet into signing on the dotted line. While this may do just fine for the quick, lucky payday, it is not a system that builds long-term, profitable relationships.

People buy in spite of the hard sell, not because of it - Sander Rule #26

Countless people go through sales training seminars every year only to emerge with slick tricks, a few doses of confidence and a belief that they’ll be able to bully any prospect they meet into signing on the dotted line. While this may do just fine for the quick, lucky payday, it is not a system that builds long-term, profitable relationships.

Chris and Erik sit down to discuss how to remove emotion from your daily activity and how to prospect in meetings during these challenging times. 

You never have to like prospecting, you just have to do it - Sandler Rule #7

Have you ever put off your prospecting tasks…and faced an income crisis as a result? Focus on the end result. Prospecting is a selection process.


Cast your net. Prospecting is simply the act of finding prospects- those who need your product or service- while they are hiding in a sea of suspects.

You must keep your focus on that goal: finding prospects.

You Have to Learn to Fail, to WIN! - Sandler Rule #1

Have you ever lost a sale – and felt like a personal failure? It’s OK to fail. You as a person are not a failure. There is the REAL-your vs. the ROLE-you.

Erik Meier and Chris Drouin sit down to go through the rules on what to do in this day and age of uncertainty.

Ken Seawell - Trust the Process

I Have Behaviors to Do to Grow my Business

Give to Give

Ken Seawell shares a Christmas message to you this year.

Walk Through with CEO/President, Erik Meier

The Sandler Blog

Insight and tips on current sales, sales management, leadership and management topics. We invite you
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