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Sales Tips & Insights

Sandler sales tips and insights

People Buy Emotionally

People buy emotionally. They only justify their decision intellectually. Watch as John Rosso teaches you how to get your buyer emotionally involved during the buying process. 

Don't Get Happy Ears

Make it a habit to end all of your sales calls (even the "good ones") with looking for show stoppers. Watch as John Rosso teaches you how to look for showstoppers.

How to Succeed at Navigating a Complicated Decision Process

John Rosso shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at closing complex sales and navigating enterprise decision processes.

Clearly Defined Next Steps

Watch as John Rosso talks about an Upfront Contract; a verbal agreement between a prospect or customer with regard to three key areas: time, agenda, and outcome.

How to Effectively Debrief a Sales Call

As managers, we need to get in the habit of inspecting what we expect. Instead of asking how a sales call went, get in the habit of asking "how did it end?" Watch as John Rosso teaches you how to effectively debrief a sales call. 

Managing Accountability

Managers, CEOs, VP of Sales, does your team know what is expected of them to succeed? You need to learn to inspect what we expect. Learn how to manage accountability with John Rosso

Using Persuasive Speech

Watch as John Rosso shows how to use persuasive speech through analogies, authoritative sources and good reference-able third-party stories.

How to Succeed at Prospecting

Listen as John Rosso shares his thoughts about how to succeed at prospecting.

Running Sales Meetings

Meeting with one of your sales reps? Without a defined purpose and a clear agenda, it may be a waste of time. Watch as John Rosso explains how to organize your meeting with a salesperson using the KARE model.

Growing Your Sales Team

Adding top salespeople and improving your existing sales staff are essential parts of growing your company. Watch as John Rosso shows you a simple model to follow to help you grow your sales team.

How to Succeed at Getting Commitments throughout the Sales Process

Learn how to get commitments and be strong throughout the sales process, not just at the end. John Rosso talks about how to avoid sales calls that go nowhere or the dreaded think-it-over at the end.

Stamp of Approval

Watch as John Rosso teaches you how to effectively give enough empathy on a sales call. 

Uncover the Showstoppers

You end the sales call on a good note, but could something blow the deal? Watch as John Rosso teaches you how to uncover important showstoppers. 

How to Succeed at Being a Sales Leader

If you want a better team, become a better manager. Listen as John Rosso discusses effective sales leadership and what the roles are of a good leader.

The Painometer

Watch as John Rosso shows you how to uncover the personal, compelling, and emotional reasons behind why a prospect would take action.

Handling a Softball

When you are with a prospect, and they say something that is right in your wheelhouse, what do you say? The correct answer may surprise you. Learn how to handle as softball with John Rosso.

How to Succeed at the Investment Triangle

Listen as John Rosso explains how to transition from the Pain step to the Budget step using the investment triangle. 

A Reason to Be Invited In

When making a prospecting call, you are looking for reasons to be invited in. Watch as John Rosso teaches you effective ways to be invited in during a sales call. 

Have Guts and Go for No

Yes is the destination, NO is how you get there. Watch as John Rosso teaches you how to go for no!

Selling the Sandler Way

Listen as John Rosso talks with other Sandler Trainers about the Sandler selling system. 

I'm Perfectly Happy

Watch this video as John Rosso teaches you how to overcome the "current vendor" sales objection.

The 4 Keys to Sales Success

Great salespeople aren't born, they're made. Watch as Scot Teachout shares the 4 Keys to Sales Success. 

Taking "KARE" of Your Accounts

What needs to happen at your company to maximize your success with your accounts? Watch as Jim Gaffney explains how to retain, protect, and expand key accounts. 

Client Centric Satisfaction

A customer centric organization is where each process starts and ends with customer satisfaction. Watch as Len Petrancosta shows you how to keep your customers satisfied. 

Understanding the Belief Wheel

Our beliefs will lead to judgments of our prospects. Learn how to understand the belief wheel with John Rosso.

Tips for Holding your Sales Team Accountable

Use behaviors to set up accountability with your team. Learn how to hold your sales team accountable with Len Petrancosta.

The Decision Process in a Complex Sale

What is your timeline in a complex sale? Watch as John Rosso explains the decision process in a complex sale. 

Sales Accountability

It is important in sales to know what you are accountable for. Watch as Scot Teachout explains the rules of accountability. 

The Importance of a Post-Call Debrief

In the professional sport of selling you need to debrief every sales call. Learn the importance of a post-call debrief with Jim Gaffney.