by Cal Thomas, Sandler Training
When you know you’ve lost the business, what do you usually do?
 
We have all been in that position. We thought we had something. The deal fell through. We know it’s over. The buyer made a decision. We have to say something. The question is, what? There should be a go-to move in this situation, something we do consistently, as part of a process. So: Does that go-to move exist? 

by Cal Thomas, Sandler Training
Carlos was in a great mood. Forty minutes in, the meeting with his top prospect’s senior staff was going great. He was getting nothing but engagement, smiles, and positive body language from everyone around the table, including the CEO of the company. He knew what that meant. He was about to close his first big deal! The timing couldn’t have been better. Because this was a potentially major account, Carlos’ manager Charlene was in attendance. Today, she would get to see him work his magic first hand. 

By Cal Thomas, Sandler Training
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Believe it or not, your parents were wrong. Money actually does grow on trees. That's one of the essential Sandler Selling Rules.  

​Skeptical? Don't be. Just be willing to ask yourself: what kind of tree? And the answer is: a referral tree.