Newsletter Library
Welcome to "The Sales Meeting Minute" archive. Our goal is to provide you with useful sales tips that can read in less than one minute.The information is based on real life, front line sales experience developed, tested and refined over 30 years by Sandler Training.
You can receive the Sales Meeting Minute (before they are posted here) by email twice a month by filling out the Newsletter Sign-Up form on the left-hand side of this page. Or, browse our archive below.
A Decision To Not Make A Decision Is A Decision
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Do you believe that "I want to think it over" leaves the door open for a future sale? Look back at...
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Ten Ways to Get New Business Without Cold Calling
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Tired of Cold Calling? Are your sales people fed-up with rejection?
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When To Close
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Knowing when to close is a common difficulty for many sales people. They key is... Read more...
Salespeople With A High Need for Approval, Part II
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People with a high need for approval have a pipeline that is full of wonderful prospects that are going to buy someday... Read more...
Salespeople With A High Need for Approval, Part I
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Do you have a salesperson suffering from "The Nice Guy Syndrome?" Would like to increase their business by 40%? Read more...
Don't Beg, Get Invited In
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Unfortunately, the pressure of sales people to get in front of prospects is incredibly...
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Eliminate Unpaid Consulting
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Prospects have been trained by the vast majority of sales people to feel entitled to your...
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First Impressions are Lasting Impressions
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When you first meet a prospect, they immediately start to form an opinion of you. Your dress, speech...
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Elminiate Stalls and Objections
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Traditional sales training teaches techniques on how to overcome customer stalls and objections...
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What to do When Your Price is Too High
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Whenever a prospect tells you "Your price is too high." your natural response is to say...
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Don't Assume, Ask Questions
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The minute an amateur sales person hears a customer's problem (a problem they have heard...
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Don't Spill Your Candy in the Lobby
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Prospects are not entitled to your information or demonstration until you understand their...
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The Sales Person's Curse
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Have you ever had one of those sales calls where you felt like you did all the talking?
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Be a Self-Starter, by David H. Sandler
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A high-powered sports car has a tremendous amount of potential energy, but cannot leave...
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Did You Get Any Referrals Today?
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Do you ask this question a hundred times a week? Should you? Most business owners...
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No Mutual Mystification: In Managing
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How many times have you had a conversation with an employee thinking one thing was...
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How to Handle the Irate Customer or Employee
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Allow irate customers and employees a "venting" period. Understand that customers are...
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I Dare You, by David H. Sandler
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I never have been able to understand why people can only see as far as the end of the day...
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Firing Salespeople: Plan for "Organized Turnover"
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Most sales managers fail to pull the trigger soon enough when it comes time to terminate...
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Give Up Your Right To Defend Your Point Of View
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In Maslow's Hierchy of Needs, Self-Actualization, the highest need in the human condition, we find...
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Overcome Fear of Rejection, by David H. Sandler
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The fear of rejection by others and the need for total, unequivocal success every time out comes from...
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There Is Always a Price To Pay, by David H. Sandler
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Show me an action and I'll show you a price! The price we choose to pay is directly related to...
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Be Patient, by David H. Sandler
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Amazingly few people are willing to do this. It is especially difficult...
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Self-Discipline = Motivation = Success, by David H. Sandler
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Self-discipline is simply self-direction toward a particular goal. And the fact is, self-discipline directed toward...
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Sales Manager Excuse #44
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"I get the sense my salespeople dread coming to my weekly sales meeting." For most sales...
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Delegate Responsiblity, by David H. Sandler
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An enterprise of any consequence is almost always markedly limited if there is inability...
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Profit From Other People's Experience, by David H. Sandler
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Other people's experience can be enormously helpful. With it we can leapfrog both time and lack of training. But it can only be helpful if...
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Sales Manager Excuse #102
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"Some of my salespeople hit a comfort zone; they cherry-pick existing customers and won't open up new business." Sound familiar?...
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Sales Manager Excuse #58
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"My people won't sell what I want them to sell." Having trouble motivating each person...
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Sales Manager Excuse #11
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"Some of my salespeople are just not "bought in" to achieving the quota assigned to them." Sound familiar? Isn't it interesting...
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Sales Manager Excuse #25
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"I'm forced to fill a vacant territory too early." Have turnover troubles? Learn to build up a...
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Salesperson Excuse #9
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Boss, my pipeline is light right now-can I have a few more leads?" How often do you...
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Salesperson Excuse #9
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"I plain just don't have enough time to manage my salespeople." Are the inmates running the asylum? Who is really...
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Salesperson Excuse #2
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"I'll be the best guy you ever had." Got a turnover problem? If you're like most, you know...
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Salesperson Excuse #1
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"Boss, this one's in the bag." How many times do your salespeople say that to you?...
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Salesperson Wimp-out #86
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"Boss, if we could just cut our price 15%, we have a chance at the business." Tired of hearing your salespeople say that? The problem isn't...
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Salesperson Excuse #16
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"Boss, I'm just no good at making these cold calls." OK, the "second" time you hear that, you...
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Salesperson Wimp-out #47
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"Boss, if you come with me, I think we can close this one." How many times do your salespeople run to you with...
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Sandler Strategic Management Workshops
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Today I don't want to talk about sales training. Instead, lets talk about how you run your company; how it's being
managed. Do you feel overwhelmed by... Read More...
A Puzzle is Worth a Million Bucks
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It's a good story we use with our clients to kick off our management training classes: A successful business owner proudly showed his... Read More...
Manage Your Salespeople By Working Smart, Part 5: More Stack Rankings
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In addition to tracking the "Behavior Board," share info on other things, too, to help continue motivating (and not de-motivating) salespeople... Read More...
Manage Your Salespeople By Working Smart, Part 4: Percentage of Quota
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In addition to tracking the "Behavior Board," share info on other things, too, to help continue motivating (and not de-motivating) salespeople... Read More...
Manage Your Salespeople By Working Smart, Part 3: Throw out your Community RESULTS Board
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The "Behavior Board" gives recognition to those individuals who have "behaved" better than others on the team... Read More...
Manage Your Salespeople By Working Smart, Part 2: Negotiate Quotas
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How do you get your salespeople "bought-in" to keeping good records of what they do every day?... Read More...
Manage Your Salespeople By Working Smart, Part 1: The Behavior Board
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Do you want to "self-motivate" each and every salesperson? Try this... Read More...
How To Hire A Champion Sales Team, part 4
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Brand new clients of mine ask me all the time, "I wish I had stronger salespeople selling for us." What's the Sandler secret?... Read More...
How To Hire A Champion Sales Team, part 3
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Brand new clients of mine ask me all the time, "I wish I had stronger salespeople selling for us." What's the Sandler secret?... Read More...
How To Hire A Champion Sales Team, part 2
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Brand new clients of mine ask me all the time, "I wish I had stronger salespeople selling for us." What's the Sandler secret?... Read More...
How To Hire A Champion Sales Team, part 1
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Brand new clients of mine ask me all the time, "I wish I had stronger salespeople selling for us." What's the Sandler secret?... Read More...
Sprint a Straight Course, by David H. Sandler
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We all know the navigator's law that the shortest distance between two points is a straight line. Pit two vessels against one another and the one which follows the law... Read More...
Go Three More Feet
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In Napoleon Hill's, THINK AND GROW RICH, Darby learns the secret of success. When all seemed hopeless, digging... Read More...
Sales Training Doesn't Work!
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Sales Training Doesn't Work! Yes, that's right. It doesn't work... Read More...
The Buyer/Seller Dance
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Over the years, you and your salespeople might have noticed that your prospect has a system, which he is very good at, to keep you "subservient" and under his control. Here is what... Read More...
Money is "Conceptual" not "Technical"
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Money is a Conceptual Thing. You (and your people), are earning - right now - exactly what you think... Read More...
Don't Think Too "Small", by David H. Sandler
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Simple as it may sound, many small companies stay small because their owners never dare to think big. It's true: negative or defeatist thinking is... Read More...
Don't Blue-Sky The Job
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Owners and managers who hire salespeople, today's sales meeting minute is for you. For years you've boasted and told your company story to countless... Read More...
Only Decision-Makers Can Get Other People To Make Decisions
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Owners and managers who hire salespeople, today's sales meeting minute is for you! Many of us make hiring decisions from our gut... Read More...
Manage Sales People One-At-A-Time
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Sales is a crazy business and because of that salespeople are a funny breed. The good ones have quirks and idiosyncrasies that make them... Read More...
Getting the Right People is the First Step
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Owners and managers who run companies, today's sales meeting minute is for you. I have a good story I use with my clients to kick off... Read More...
Coach, Don't Tell
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The best managers are the ones who help others discover lessons for themselves. The lousy ones not only tell, but they... Read More...
You Can't Manage What You Can't Control
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Too many business owners and sales managers are focused on sales peoples' results, not their activity. I realize... Read More...
A Case For Debriefing
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How often do you debrief your sales person's calls all together? No, not just the big calls, but every one. The goal of a debriefing is... Read More...
When To Close
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Many salespeople have trouble closing and ask me "When is the best time to close?" The problem is not necessarily... Read More...
Who's In Control Of The Sales Call?
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Most sales people like to think they are in control of the sales call. The truth of the matter is that most... Read More...
Who You Call On Is A Conceptual Thing
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When you make calls, whether it's a brand new sales call or a service call to a customer, the level you call on at the organization is... Read More...
Magical People Skills
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Let's talk about a magical way to match the communication style your prospects and customers use naturally. Visually oriented people say... Read More...
Why Mailing or Giving Literature Fails
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Literature informs, but people sell. Traditionally, trained sales people bombard prospects with literature and... Read More...
Sales Success Triangle
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Picture a triangle. In the center are the words Sales Meeting Minutes Sales Success... Read More...
Building Rapport, Part II
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All sales people agree that building rapport with the prospect is the most important thing you can do. However, there are... Read More...
Building Rapport, Part I
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All sales people agree that building rapport with the prospect is the most important thing you can do. However, there are... Read More...
People Buy from People that are Like Them
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How many sales do you lose because your style and approach is not in line with your prospects? People are attracted to... Read More...
Sell Today, Educate Tomorrow
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Traditional selling teaches sales people they must educate their prospect about their products and services. The outdated theory is... Read More...
What's A Real Referral?
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Have you ever had a referral to call someone but when you called they were not expecting your call? Read More...
No Mutual Mystification
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Have you ever left a sales call expecting something to happen... only to find your prospect has... Read More...
No More Fancy Sales Moves
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A successful sale is not just learning slick sales moves. Successful sales require three elements... Read More...
People Buy Emotionally--They Only Make Decisions Intellectually
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How many times have you given a great presentation but didn't get the business? You covered... Read More...
No More Million-Dollar Presentations
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Do you find yourself spending hour upon hour preparing and giving "Million Dollar Presentations" only to find... Read More...
No Budget, No Sale
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Most sales people wait until the end of their presentation to bring up money. But while you are talking most prospects are wondering... Read More...
No Demos or Proposals without a Commitment
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Because most sales training is about product knowledge, most salespeople are... Read More...
How can you Make Money Grow on Trees?
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What is the best source for finding and closing new prospects? Read More...
Never Ask For the Order - Make the Prospect Give Up
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Always ask for the order is the sales person's 11th commandment. Never ask for the order goes completely against traditional selling methods... Read More...
Getting a NO is a Success
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Many sales people will tell you they hate getting no's.
Granted, sales people want to hear a yes, but a no is okay too... Read More...
All Buyers Tell Mistruths
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Are prospects always truthful? Of course not. But that doesn't mean they're bad people. Do you always... Read More...
Do You Sell, Or Do You Tell?
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Have you ever been shopping for something and wished the sales person would shut up? Read More...
Get An IOU For Everything You Do
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Ever make a sales call where you do a lot of work for a prospect and nothing happens? Read More...
Preventing Buyers Remorse
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In the old school, salespeople were taught to "Get the order and get out." Then they to hoped that the buyer
didn't change their mind. Read More...
Always Get an Answer To Your Question
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Sales people like to talk, especially about their products and services. But are you asking questions?
Do they get answered? Read More...
Do You Need a New Buy Cycle?
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When a salesperson has a non-supportive buy cycle, they accept every delay from a prospect
that matches what they do when they buy things. Here is an example. Read More...
Don't Buy Back Tomorrow What You Sold Today
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Once you have your prospect's commitment, their signature, and a check, there are still three issues you
need to deal with before you leave. Read More...
Listen, Don't Panic
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What one weakness, when corrected, will result in a 30% increase in business? Read
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Beliefs That Don't Support Selling
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Not all of the beliefs you learned while growing up support your selling efforts. Messages that you have learned to be true may... Read
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Stop Accepting Put-Offs
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Who is in control of your sales calls, you or your customers? Imagine this... Read
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Looking For A Magical Hot Button that Causes Your Customer To Buy?
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Have you ever brought up a feature or benefit that actuallyclosed a sale? Probably Not. Were you even...
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A Decision To Not Make A Decision Is A Decision
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Do you believe that "I want to think it over" leaves the door open for a future sale? Look back at...
Read more...