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Sandler Training | Chicago & Northbrook, IL

Sales Strategy

Mike Montague interviews John Rulin, author of Giftology: The art and science of using gifts to cut through the noise, increase referrals, and strengthen retention, on How to Succeed at Giftology.

These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem. How do you avoid looking and sounding like everybody else in the digital realm? Below, you will find three simple strategies that will help you to stand out when you are prospecting online.


There’s been a lively debate among sales leaders in recent years and it centers on a big question: Has the digital selling environment we are all now operating in brought about a fundamental change in what it means to be a professional salesperson?


We are officially in ‘call after the holidays’ mode! I imagine a secret email or memo that goes out to all the prospects that you may call on and they don't tell you about this memo because it's top secret. It basically says:

“Hey, now until January 2nd, you can use ‘call me after the holidays’ as your blow-off to salespeople” I have a pretty good indication based on my spies that this secret memo does exist somewhere.


You should never ask a question, make a statement, or behave in any way unless it is in your best selling interest.

Prospects have specific criteria with which they make a buying decision. They buy products or services to fill a real or perceived need. They have an idea of how much money they are willing and able to invest.

Tim, a new sales hire, was having trouble setting appointments. Miguel, his sales manager, wanted to know why.

As a manager in sales you are ultimately responsible for sales. What did we sell today or this month or this quarter or this year? That’s the ultimate scorecard. But if we're going to be effective at managing salespeople, we can't just be looking at results.

There's a rap that sales people get that they sell just to make the commission. They sell just to hit their numbers, which is stereotypical. Some sales people do this, but the vast majority don't. They're out there for the right reasons. I want to share with you the two main principles of “The Ethical Selling Model” and you can determine if these apply to you.

Negativity breeds negativity and 'No Complaining' is one of the mindsets that I want to encourage you to think about.

When I speak with managers about personal development, I'm like a broken record. You've heard me say it a hundred times:

When you get a new account or are trying to land some business from a competitor, is the prospects focus just on the price? When it comes to the budget step, it's also about things like time and resources. In this post, I want you to have a little bit more of a structure in the budget step, have a better roadmap to get through this process and help you feel a little bit more effective and confident getting past the dollars and cents.

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One of the key aspects of the sales process is pain discovery. Today I want you to know a little bit more about what true pain looks like, so that you have a better feel for when you're there and a better understanding of what it's going to accomplish in the process. Most people spend time on problem identification but it's the intellectual stuff, it's the surface issues, and they don't get below the surface as to what the real issues are. One of our rules is "pain is personal and emotional".

You've probably felt like the prospects, quite often, are controlling the sales process. If you've been in sales for any longer than five minutes that's happened to you, because it's happened to everybody in sales. The purpose of this blog post is to help you know a little bit more about what might be happening in the sales process, so you have a better feel for how to counteract it, and a better understanding of when it's happening to you.

Danny Wood, Sandler trainer, shares his thoughts about the best questioning strategies and how to get to the next level in your sales skills. Learn the attitudes, behaviors, and techniques of top performers, who are masters of this technique. 

A while back I attended a one-day Prospecting Boot Camp for salespeople in the heart of downtown London. After nine days of visiting attractions abroad, I decided to let my wife do the final day by herself, so I could endeavor to learn the differences (if any) in the mindset of British salespeople from their American counterparts.

Students of the Sandler methodology quickly learn that selling is not about lists of compelling features and benefits; it’s not about clever closes or flashy literature and expensive marketing collateral. It’s not about hogging all the airtime in the meeting, nor is it about forcing our own agenda into the buying process. It’s not about jazzy presentations or brow-beating the other guy into submission.

As sales managers, we’re all familiar with the conversation. One of your sales reps is making the case to pursue an opportunity and you question why. “It’s a big deal” is the response, “It’s right in our power swing”. Or perhaps, with candor entering the room, “I really need to win this”. And these are all reasons, of course. But what do they really mean? What’s the real business sense for your firm in pursuing the deal? And what’s the business risk?