Sandler

No, we're not advocating neglect. Just understand that the salesperson should be looking for neither approval nor acceptance from his or her prospect. Learn how you can leave your emotions out of the equation.

To really sell, you've got to step out onto that stage, choose the right performance for the right audience and be prepared to analyze their reactions. Do everything right, and you may just get asked for an encore.

Sandler Training's Karl Scheible explains Sandler Rule #46: "There Is No Such Thing as a Good Try." At best, "try" indicates intention, but not commitment. If the outcome of an action is important, don't "try." Commit to it.

Watch a Sandler trainer Kevin Hallenbeck explains why it is absolutely necessary to always keep your options open. 

We are right in the middle of summer, and I love the summer. And in the midst of this nice warm weather, it may be strange to say that I also love the winter-but I do. That's when the business world almost uniformly decides to go into a slumber because they believe buying slows down. That's called a self-limiting belief. That's when I'm at my best because this is what I have found-people actually still have money and are willing to spend it if you're good enough to find their pain

Sandler CEO Dave Mattson discusses why Sandler isn't just your typical sales training seminar. Sandler is more than just a couple of sales tips; it's a proven system based on continual reinforcement and incremental learning that results in a permanent behavior change. To see how there's no "quick fix" to sales, leadership and management training, visit sandler.com

I've spent a lot of time considering why the occupation of selling has been given such a low approval rating over the past 40 years. It wasn't always that way. Here's a story that got me thinking about this again. A cowboy named Bud was overseeing his herd in a remote mountainous pasture in California when suddenly a brand-new BMW advanced out of a dust cloud towards him

Q: What's the one thing a salesperson must avoid if they are to be successful? A: I study salespeople for a living. The majority of them don't lose because of product inferiority, pricing excesses or poor sales technique. They lose because of low self-esteem! We all start out with perfect self-esteem. Ever met any three-year-olds with self-esteem problems? Didn't think so

Many salespeople bail out long before they get thrown out. Do you ever wonder why so many salespeople leave a sales opportunity too early?

In the theater, the "fourth wall" is the wall between the actors and the audience. Behind this wall, the world of the actors is exactly as the audience imagines it. The good guys and the bad guysall fit within the story being told. If the fourth wall is "broken" the audience is directly acknowledged-the spell is broken. Once broken, the fourth wall is hard to reconstruct and the audience may not be happy. Think of Jean Valjean in Les Miserables during first act, turning to the audience and speaking in a normal, loud Brooklyn accent, "Yo, couldja get off the cell phone?