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Sandler Training | BC Interior

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John Glennon

“We will build you a car,” said Ignacio, leading both the husband and wife to one of the empty closing booths, “and then I will work on the best price for you. How is that?” he asked, addressing the question to the husband.

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.

Four months ago, Jill attended a seminar on how to keep her customers and prospects thinking of her, and not her competition.

Tom’s best customer, Meg, called and asked for a favor: “Can you talk to my new assistant Karen about getting up to speed with your software? She’s got a couple of questions that I don’t have time to answer.”

A new day is dawning on my sales career, decided Andy. As he drove to work, basking in the afterglow of the outstanding sales training seminar he had attended the day before, he couldn’t wait to start.

One of the distinguishing characteristics of top performers in sales is the ability to avoid two common, self-imposed mental handicaps: reachback and afterburn.

“This looks like it’s going to be a really tough one,” said Nick turning to Gail. “I bet five bucks that if the sale ever happens, it will take some poor salesperson months to close it.”

Jack, a salesperson, was having some challenges. Feedback from multiple sources -- his own clients, prospects, customers, and colleagues -- suggested that his communication skills needed some work.

Mark was having his usual results from cold calling. But he was determined to make at least twenty contacts today no matter what. He knew that with that goal accomplished, he’d average at least three appointments.