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Quote The year is now all but finished and I'm impressed. No training program is going to resonate with 100% of the folks who take it. BUT, the positive change in both practice and attitude that I have seen in a number of our people in your program has convinced me that our decision to engage your firm has paid excellent dividends. These folks are having their best year ever in billings. They are first to credit the on-going nature of the Sandler TrainingSM system as a main reason they have moved to the next level. I have little more to add than to say, your new group of CHUM Radio account managers will be reporting to you next month to start their year long training program. Quote

Jack Derouin Sales Manager CHUM Radio Ottawa

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    Burn Your Bridges - Read more...
Top sales driven pros burn bridges everyday. Every other salesperson works hard to build bridges. Terry Ledden, Sandler Training, exposes the connection to burning sales bridges and consistent top performance.

Selling as a Team Sport - Read more...
How to control the play when there’s two or more of you in the game ... In a one on one sales call, there’s enough action going on that even with the best selling system we often have to work hard to maintain control while at the same time ensuring the prospect feels they are in control.

Aberdeen Benchmark Assessment - Read more...
Independent study by Aberdeen Research Group finds Sandler clients have a 70% probability of outperforming their counterparts.

And the answer is .... - Read more...
For some, sales opportunities are becoming fewer and farther apart. When sales desperation meets customer opportunity the chances of actually closing the deal become critically impaired.

The Difference between Lawyers and Salespeople? - Read more...
An email webinar promo for lawyers just crossed my desktop and the opening line reminded me of that old joke about a lawyer and a salesperson crossing the road. How do you tell the difference?

Cowboys don’t get it. - Read more...
Implementing a well designed “selling system” brings more control into the selling environment and with control comes increased exposure and accountability on the part of the sales force to execute against a set of predetermined strategies and behaviours.

Is Your Message Relevant and Believable? - Read more...
You won't capture a prospect's attention with features and functions. Your message, whether delivered verbally or in print, must focus on those problems, concerns, and challenges most relevant to your prospects.

Cold Calling is Not a Selling Activity - Read more...
Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.