David H. Sandler

What scares you about the selling process? Which part of the selling process causes you the most stress? Whatever it is (and maybe it’s nothing at all), deal with it by using Sandler’s Up-Front Contract.

If you’ve been in sales for more than six months, and you’re still making cold calls, you’re on the wrong track. You're not going to reach the top. Traditional trainers might be proud of you for making these cold calls, but the top sales performers would tell you you're wasting your time. There’s a better way to get to the top.

There’s only one person who is qualified to handle a prospect’s stalls and objections, and it’s not the salesperson. It’s the prospect.