By Cal Thomas, Sandler Training
The powerful learning model David Sandler called the Success Triangle is a proven formula for sales success – and a proven formula for every other kind of success.

​Sales leaders, and all leaders, can benefit from learning about it and implementing it with their teams. You have probably heard about the Success Triangle. So, what is it?

By Cal Thomas, Sandler Training
​​How comfortable are you, on a scale of 1 to 10, when a prospect tells you “Let me think it over?”  If you answered anything other than a 1, there could be a problem. You may want to consider implementing a classic Sandler selling rule: “A decision not to make a decision is a decision.”  Think about it. If we’re completely okay with a prospect telling us, “I need to think this over,” or “You’re close, but we need some time to evaluate,” or “We’ll let you know” – what does that really say about us as sales professionals?

By Cal Thomas, Sandler Training
It’s time for a 21st-century reality check: We all live (and sell) in a ridiculously fast-paced environment. We all have more platforms, more information, more commitments, more conversations, and more priorities to address than we can comfortably handle. That’s kind of our defining trait these days: data overload and compressed timelines. As a result, we are sometimes spread too thin, which means we are prone to miss things, perhaps important things, that are going on in someone else’s world. 

by Cal Thomas, Sandler Training
We have all been in situations where we are on a sales call, and we get the sense that the other person has checked out of the discussion for some reason. Maybe there is an uncomfortably long silence on the phone. Maybe we can see the other person looking disengaged, making faces, getting distracted, or checking their phone.

The question is, what do we do then?

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.