Guest Columnists

Sandler Training - Step Seven of Professional Selling: Don’t Head for the Hills! Congratulations! Your prospect has said “Yes!” to your proposal and you have

Sandler Training: If You Want to Win, Try Losing “I really can’t say that what you’ve shown me, Bob, does anything for me,” stated the

Don’t Answer Unasked Questions! I’m reminded of a salesperson in a furniture store helping a young couple look for a dining room set. After the

Sandler Training: Can’t Lose If You Don’t Play Do any of these scenarios seem familiar? Bill knew he should do some prospecting, but it was

Sandler Training: No Professional Visiting! Jim was on a roll. In the past five months, he had come from the bottom of the sales chart

Sandler Training: How Much Sales Experience Do You Have? Mark had been making a decent living for ten years as a salesperson. Always in the

Sandler Training: Go For The Top! About six months ago, Tim had done some research on firms in his sales territory and decided that The

“So, Is It Over . . .?” “Show me a salesperson,” stated Bob the sales manager, “that tells a prospect he isn’t going to buy

Sandler Training: Don’t Poke The Corpse “I’m going to get him to buy,” said Bob, just having learned that the prospect had canceled for the third

Sandler Training: No Mind Reading! “So, Nick,” said the prospect, “you have a very interesting product.” Nick wasn’t sure of what to say. Is the