Sales Training Articles

Never Answer an Unasked Question - read more...The objective of a presentation is to present the aspects of your product or service that address the issues and concerns previously identified... and nothing more.

A Decision not to Make a Decision is a Decision -   read more... Have you ever had a prospect tell you, "I need to think it over?"  Learn the importance of uncovering the truth, even if it's not something you want to hear.

Don't Spill Your Candy in the Lobby -  read more... Have you ever shared too much information, too soon?  In this article you will learn not to give away too much, too soon.

You Have to Learn to Fail, to Win -  read more...  You either choose to learn something from the experience of failing - or you choose not to draw any lesson at all from your mistakes.

Inteviewing Salespeople - read more...
Interviewing salespeople for hire requires completion of a series of steps, each building on the previous one. That’s why the preparation step is probably the most important: Interviews cannot succeed without a solid foundation.

Third Party Letters - read more...
Using third party letters in your sales cycle can be very effective. Often, prospects who are deciding to become clients are faced with many decisions. They wonder whether your product or service is right for their company. Even if they feel that it is the right thing for their company, there is a certain amount of risk involved.

Active Listening Skills - read more...
As salespeople we often think we are good listeners. But most of us are not. What can you do to improve your listening skills so that you achieve bonding and rapport with prospects faster and more consistently?

Upfront Contracts for Sales managers - read more...
The Up-Front Contracts concept in the Sandler Selling System can be applied directly to management people. Up-front contracts are the mutually agreed upon expectations between individuals, established before moving forward in any endeavor.

Client Retention Strategies - read more...
In today’s environment, the cost of acquiring new accounts has skyrocketed. Studies over the years have shown that selling additional products and services to an existing client base can be more cost effective than spending time in new client development.

Establishing Proper Goals for the Sales Call - read more...
One of the biggest mistakes made by hardworking salespeople is the failure to prepare effectively for a sales call – not by packing a sample case, but by recognizing the true goal of their efforts. Don’t just pack a sample case; think of a goal for each call.

Closing Time - read more...
If you did a good job of identifying pain, uncovering budget and identifying the decision making process, and if you have a firm up-front contract, it’s time to close. Closing the sale includes two elements: fulfillment and post-sell.

Breaking Out of your Comfort Zone - read more...
We have a saying withing Sandler: You can only perform in your roles in a manner that is consistent with the way yo see yourself conceptually. So how can you perform at a higher level in your current situation? Begin to see yourself differently.

Sales: Is it really a Numbers Game? - read more...
We often hear the expression that "sales is just a numbers game." Is that true? If so, what do you need to measure in order to ensure that you are doing the kind of numbers necessary to achieve your goals?

Pay Time vs. No Pay Time - read more...
Do you spend the majority of your selling hours doing selling activities? Or do you tend to spend too much time doing admin, checking email, writing proposals and doing other tasks when you should be in front of prospects?

Sandler and Portland Business Alliance Join Forces - read more...


Are You Listening To Me? - read more...
Most sales people think they are good listeners. But few actually are. Are you committed to improving your listening skills and really hearing what the prospect has to say?

Grow Your Business Through Referrals - read more...
We all want more referrals. Few of us get them on a consistent basis. Is it just a matter of asking for them? Or are there techniques and strategies that can increase your likelihood of achieving highly-qualified personal introductions on a regular basis?

Hard to find Good People - read more...
It is difficult to find good salespeople. Learn how to attract and retain high-caliber sellers in this article.

Who You Gonna Call? - read more...
Careful thought needs to be put into the creation of your prospecting list. How do you decide what types of prospects you will call on?

Call Reluctance - read more...
Ever feel like the telephone weighs 800 pounds? Learn about the causes and cure for this common disease.