Sign Up Now

Receive a Copy of our Quarterly Newsletter

Join our list

Quote I highly recommend TTC/Sandler Training to any sales professional or organization that is committed to improvement, efficiency and success! Quote

Greg Muller - Laurel Bridge Software

Sandler Briefs 2012

Sandler Brief - May 2012

Are you an Excellent Salesperson?

What makes "excellent" salespeople excellent?  What differentiates them from "average" salespeople?  Is it attitude?  Is it skill? Could it simply be luck?  Are there identifiable characteristics that define excellent salespeople and set them apart from the pack?  

Yes.  Here are four.  >>read more

Sandler Brief - April 2012

People Don't Buy Product and Services

If you've been involved in the sales profession for any length of time, you've undoubtedly heard some form of the saying, "People don't buy products and services; they buy solutions to problems."  While that's essentially tru, the saying only tells a part of the story.

Actually, people buy "outcomes."  And those outcomes tend to fall into one of two categories.  One category is, as the saying suggest, solutions to problems; the second category is achievement of goals.

What's the difference between solving problems and achieving goals?  Practically speaking, very little. But, from a concpetual standpoint, quite a bit. >>read more

 

Sandler Brief - March 2012

When was the last time you failed? 

When was the last time you didn't complete an important project on schedule, fell short of achieving a meaningful goal, or simply didn't accomplish that which you set out to do?

If you haven't failed lately, that's unfortunate.  Because accompanying every failing experience is an opportunity to learn...and to grow.   If't by failing that you learn to ultimately achieve greater levels of success.  >>read more

 

Sandler Brief - February 2012

Will you replaced...by a smartphone app?

It's almost impossible to make it through the day without seeing or hearing an advertisement with the tag line, "We've got an app for that."

Interestingly, it wasn't that long ago the the word "smartphone" didn't exist.  And, if you checked the dictionary, "app" was an abbreviation for apparatus, appendix, or applied.  >>read more

Three Questions for the New Year - January 2012

With the new year rapidly approaching (perhaps it's already arrived by the time you read this article), it's time to focus on the future and ask yourself three questions.  >>read more

 

Sandler Briefs 2011

Can Asking Questions Be The Answer to Closing More Sales? 

If you examine the day-to-day conversations that take place in the business arena (or almost any setting), you’ll discover examples of miscommunication and non-communication occurring in varying degrees.  Conversations will contain distortions and generalizations.  They are part of the fabric of interpersonal communication. And, it’s the distortions, deletions, and generalizations that get in the way of closing more sales…and closing them more quickly. >>read more

Can You Shorten Your Selling Cycle?

Almost all salespeople will agree that the shorter the selling cycle, the better.  Why?  Because long selling cycles have two negative consequences: >>read more

Communicating Your Sales Message...

The first few moments of interaction with prospects are the most crucial.  It’s in those instants that prospects form an initial opinion about the value of investing time, any amount of time, to speak with you.  In the first 10 seconds of your interaction, prospects decide if you have something worthwhile to offer that is relevant to their goals or challenges…or if you are “just another salesperson” attempting to sell a product or service – someone most often dismissed with a “send me some literature” request.  What do you say in those first critical moments? >>read more

"Consultive" Selling:  Improvement or Impairment?

The roots of the consultative approach to selling took hold in the 70's and 80's when there was a move toward more collaboration with the buyer in the selling process.  Rather than begin the development process by focusing on the product or service and its assocaited features, function, benefits, and advantages (in an attempt to persuade the prospect to buy), salespeople began by focusing on the prospect.  >>read more