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Sandler Rules

A decision not to make a decision is a decision

We’ve all heard the line, “I need to think-it-over.” Some of us hear it all to often. But we sometimes label this as the prospect NOT making a decision. Right? They are still considering their decision. As Rush’s song, Freewill, Continue Reading →

Book Reviews

Learned Optimism

This book by Martin Seligman is a great way to understand how differently the world is seen by optimists and pessimists. It has a test in there to determine how much of a pessimist you are… and most of us Continue Reading →

Timeless Tactics

Get up to leave, then make the sale.

The STORY: Nick was having trouble trying to close the prospect. Still never having attended any company sales training courses, he hit upon a solution to the problem. One of the most experienced salespeople was in the back, and Nick 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 →