Troy Elmore

Have you ever instantly "clicked" with someone during a sales call or meeting, feeling like you both spoke the same language?

Imagine you’re deep into the sales cycle, having engaged in what seemed like promising discussions with a prospect. You've crafted an impressive presentation, received positive feedback, and then, upon revealing the price, the prospect's enthusiasm vanishes. The deal goes cold. Why?

As salespeople, we can sometimes be our own worst enemy when it comes to communicating or interacting with buyers.

Below is Sandler’s famous Success Triangle. The triangle's three corners can drive our ascent to our fullest and highest potential in sales and life.

Key customer accounts are like vast fields of dark, rich, fertile soil.  Your selling and serving teams have the seeds of growth in hand. But to grow or even retain important accounts, you have to deliver success on the customer’s terms.

Let’s not beat around the bush and debate the question “Is the Sandler Training Sales Methodology manipulative?” Yes, it’s manipulative. I am getting that out on the table so that we can discuss what that means and whether it makes any sense to consider looking at it further. If the thought of manipulating another human being sends shivers down your spine and goes against all your moral fiber, we can part ways as friends. Either way works, I’m not going to try to convince you.

One of the first questions I am asked by a person or company interested in sales training is “How much does it cost?” Let’s face it, most companies don’t think of “sales training” as a line item on their P&L. So rarely does a budget exist - or for that matter very much knowledge about how much it should cost because there can be (and are) so many variables.