Sandler Brief

Make a commitment to grow your referral tree. Consistently follow through on that commitment. And the money will come.

A prospective buyer’s decision to not make a decision really is a decision.

Reversing simply means you answer every question from a prospective buyer with a question of your own.

There are no bad prospects, only bad salespeople.

Think about the last time a complete stranger called you on the telephone or walked into your place of business and started selling their product or service.

Have you ever gone out shopping for something and run into a salesperson who was a little too eager to show you exactly what you were looking for?

Carlos was in a great mood. Forty minutes in, the meeting with his top prospect’s senior staff was going great. He was getting nothing but engagement, smiles, and positive body language from everyone around the table, including the CEO of the company.

Once upon a time, there was a young kid who graduated from high school, took a look at the help wanted ads, went out on a couple of interviews, and, within just a few days, landed his very first job. He was hired as a salesperson by one of those big box stores.

One of Sandler’s critical selling rules – “Don’t spill your candy in the lobby” – can sound a little confusing to someone who is unfamiliar with the Sandler Selling System® methodology. What does a spilled box of candy have to do with a sales call? Everything.