L'areal Lipkins

Maybe it’s just me, but I have learned more from sales calls that didn’t go well than I did from sales calls that went smoothly. And at one point, it seemed like all I was doing was learning! The key is to remember the Sandler Rule: Every Unsuccessful Sales Call Earns Compound Interest.

Many salespeople spend a lot of time practicing how to present their product, when to go for the close, and how to overcome objections. However, very little time is spent on one of the most important pieces of a sales call, the first five minutes. The first five minutes of a sales call is critical, because it’s where you set the expectations for how the rest of the meeting will unfold.

A company recently brought me in to help them identify what their customer service agents were doing well and where changes needed to be made. Within the first 10 minutes of listening to calls, I recognized a consistent communication breakdown.

I often hear sales people and sales managers say they need to get more qualified leads. I then follow that up with a simple question: What does an ideal prospect look like?

Often times CEOs and Presidents do not lack a vision of where they'd like their company to go in the future. However, that doesn't necessarily mean that their vision gets translated to everyone else in the organization. And if you'd like to not only create buy-in but excitement about your company, you'll have to share this vision!

Leading a sales team can be rewarding, exciting, and at times, very challenging. As a sales leader you have to wear four different hats: Supervisor, Trainer, Coach, and Mentor.

You’d be surprised, most of our clients know what to do and even how to do it. The challenge is getting them to do what they know they need to do. It all begins with the scenarios we build in our head...

Most salespeople believe that out of behavior, attitude, and technique, attitude is most important for driving sales success. However, at Sandler we teach...

Rapport is probably one of the most overused words when it comes to sales… and for good reason. If you can’t quickly build rapport with a prospect, it makes the selling process very painful and often times, unsuccessful.

Have you ever been talking to someone and they seemed more interested in what was going on in their world as opposed to what was going on in yours? How did that make you feel? Probably not good, right?