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Sandler Rules

No Mutual Mystification

Oh, those happy ears! Many of us have them… We filter out any negativity or wishy-washy-ness and hear only what we want to hear. The good stuff! Unfortunately, the prospect is doing the same type of filtering as well, but Continue Reading →

Book Reviews

The Tipping Point

I don’t know how familiar everyone is with the collection of books written by Malcolm Gladwell, but they are all fantastic! This one, however, directly applies to my world, my business world, and can help you build a stronger network Continue Reading →

Timeless Tactics

Your client is my prospect.

The STORY: In the past three years, Bob has made top salesperson 10 times. He guards his customer list. New hires quickly learn which people not to approach. If calls come in from those people, well, they belong to Bob, Continue Reading →


My sales rep is a better listener!

“Stevenson, I can confirm that [my sales rep] was not real enthusiastic about Sandler in the beginning. However, after going thru several of your courses he has admitted that most of the training has been beneficial and that he can Continue Reading →

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Getting back into the website

It’s been a great week, albeit my schedule has been packed! I’ve been re focusing my energy back onto my local franchise after having been on the road training for so long. We are working on expanding our website to Continue Reading →

Sandler Brief

Confirm the Investment Before You Invest Your Time

Has this ever happened to you? During an initial discussion with a prospect, you make it a point to review your pricing information. You put everything right out on the table. The prospect tells you the price you mention “looks Continue Reading →