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Blog

Your relationships with the team matter a whole lot more than your job title … and those relationships depend on you serving the team. So be sure you put the needs of your team first!

Prospecting is the lifeblood of a successful sales career... but many salespeople overlook the basic behaviors that support a consistent prospecting routine. Here are the five necessary behaviors professional salespeople need in order to become successful at prospecting.

Learn how to find a mentor and make the most of the relationship. Nema talks about the right relationship and how to grow together in the mentor-mentee dynamic.

 Learn how to get commitments and be strong throughout the sales process, not just at the end. John Rosso, author of Prospect the Sandler Way, talks about how to avoid sales calls that go nowhere or the dreaded think-it-over at the end.

The STORY:
“If I remember correctly, and I might not have so make sure you tell me, you are getting further and further behind on shipping because your packaging equipment can’t handle your increased business?”

Trust is an absolutely essential part of customer service, as well as business in general. Trust with customers is built by delivering on our commitments and engaging with them. Meeting customer's expectations is a common focus but engagement is frequently overlooked. That's a costly mistake because our focused attention and engagement, our presence, affects how customers perceive us.

In this special episode, we take a listen into a live role play with David Sandler, the founder of Sandler Training. The recording took place in the early 1990's but the lessons are still applicable today. Do you find yourself talking too much and solving prospect's problems without getting paid first? This episode will help you take control of the sales call and teach you how to deal with competitors.

#1 “Most of my team’s most important prospects for new business are on vacation during the summer months.”

Learning how to communicate more effectively with people who have different communication styles than you do will lead you to more prospects, more productive discussions, and more sales.

Chris joins us to talk about how to hold your team accountable and how to demand excellence from yourself and others. What does it mean to set a high bar, and how to do you pull it off without upsetting your team