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Jay Van Voorst, Company President

Chuck Terry's Blog


    A College Game That Leads To More Sales - Read more...
Have you ever heard of the 6 degrees of Kevin Bacon game? A concept that started as a simple college game has expanded to become serious business when it comes to networking successfully.

Are Introverts Or Extraverts Better Sellers? - Read more...
Seems like an obvious answer right? As it turn out the answer is not as obvious as you might think. As the profession of selling becomes more legitimized and not something you “end up in” if your “real career” didn’t pan out we are seeing a greater diversity of styles and personalities than ever before. Read on, the answer might surprise you!

You Don't Know Me But... Let's Get Married - Read more...
By far and away the most common issues I find when working with firms who are struggling with making successful outbound prospecting calls are mental barriers. Call aversion isn’t tough to overcome with the right behaviors and the easiest fix of all is “The Wedding Proposal Fix.”

Sales Consultant? Not So Fast! - Read more...
Has the phrase “Consultative Selling” become so prevalent in describing professional sellers that it is has become almost cliché? There are certainly more people functioning in a business development role carrying business cards that read “consultant” or similar variations than ever before. But maybe we should rethink that association?

3 Fly Fishing Secrets To Selling Success - Read more...
Although I have been in the sales training and consulting business for many years I have been a fly fisher for most of my life. In fact, when I am not teaching sellers how to make more money I have worked on and off as a professional fly fishing guide and instructor for the better part of the past 25 years. I was once asked about the top three mistakes beginners to fly fishing make and as I answered the question I was amazed at how analogous learning from those mistakes are to the world of selling. So here we go with the top three mistakes of beginning fly fishers and how we can learn to sell more from them

Are Sales People Problem Solvers or Problem Finders? - Read more...
I first began considering this question after reading Dan Pink’s most recent book “To Sell Is Human.” If you haven’t read it yet put it on your list. There was significant research presented in the book to indicate that a savvy seller might be better served helping clients “find problems” rather than the more traditional role of a “problem solver.”

4 Essential Ingredients For Building Credibility In Sales - Read more...
Credibility is defined as “the quality of being convincing and believable” or “the quality of being trusted and believed in.” Is there anything more important in the world of sales?

5 Key Behaviors of Top Sales Producers - Read more...
What are 5 key behaviors that are common in top sales producers? Our President Chuck Terry draws the answer from working many years with top producers in hundreds of industries.

What Is the Best Sales Process? Any Process! - Read more...
Are your sales professionals using a sales process to deliver consistent results? Their is a distinct difference between knowing a sales process and fully implementing it in every sales encounter.

Selling Is Mind Over Matter - Read more...
In selling as in life most of our limitations are self imposed. What limiting beliefs are rattling around in your head that may be sabotaging consistent sales results?

Are You A Manager Or A Leader? - Read more...
Some say manager, some say leader. The terms are used interchangeably but are they really the same thing? The subject is explored in this blog from Sandler Training CEO Chuck Terry.

THE Secret to Cold Calling Success - Read more...
It isn't your Father's world of "Dial and Dump" cold calling any more. Today's business environment places a premium upon "authenticity" and "life skill" based sales process.

3 Tips For Jumpstarting 2014 2.0 - Read more...
Looking for a way to get 2014 back on track to achieve your goals? Here are 3 ideas from Sandler Training President and CEO Chuck Terry.

The Detective, the Improv Actor, and the Salesperson - Read more...
What does a detective, an improv actor and a salesperson have in common? No, this isn't a setup for a joke but an exploration into the tricky world of active listening.

The Next Time You Start Your Sales Pitch- WAIT - Read more...
A prospect who is listening is no prospect at all states Sandler Rule number 14. In this blog article learn an easy mnemonic tool that will help to make sure you are doing more listening than talking.

Ticket To The Game: Differentiation in the Land of Me Too For Less - Read more...
Quickly now, write down three things that differentiate your company from your competition. Now imagine I ask your competitors the same question. Do you think their answers might sound pretty similar?

Does Bob The Donut Man Sell For You? - Read more...
First things first let me just say that this is not an anti-donut campaign and I certainly have nothing against the basic concept of doing nice things for people. Now that we have established that premise I would like to tell you a story that illustrates the difference between relying solely on personal relationships to gain new business and balancing relationship building with functional sales skills.

Working Smarter and Not Harder Is The Key To Success - Read more...
Sandler Training has long professed the belief that salespeople work much too hard trying to sell using a traditional sales process that just doesn’t work anymore. When I became a Sandler disciple several years ago I decided to put the theory to the test and challenge my long held belief that long, hard work was the only path to success.

5 Words To STOP Using in Sales - Read more...
Some words we use in selling just don't conjure up anything resembling a pleasant experience. Buying should be pleasant so here are 5 words to strike from your sales vocabulary.

Vacation Revolution - Read more...
In the United States our belief in hard work has led us to the brink of diminishing returns. sometimes we just need to take a break and recharge our batteries!

The Best Way to Succeed in Sales Is To Stop Selling! - Read more...
In this blog Chuck Terry presents the case that the most effective way to be a successful seller is to stop trying to sell in the first place. Read the rationale behind the non-traditional approach to selling as set forth by Sandler Training.

In Selling A High Approval Rating Can Hurt You - Read more...
Taking being liked by your customers to an extreme can end up hurting you. In this blog Sandler Training CEO Chuck Terry explores how a high strength need for approval can undermine the selling process.

3 Secrets To Selling In The Social World - Read more...
Chuck Terry shares his experience on leveraging social media with 3 secrets to success. He also shoots down the growing theory that interpersonal skills for sales professionals are not as important as they once were.

The Power of Positive - Read more...
In research by the University of Mississippi it was found that groups who preceded solving puzzles by asking themselves “can we solve this” outperformed the groups that told themselves “I can solve this” by 50%. In another experiment one group of participants were asked to write “I will” 20 times before solving a problem and the second group was asked to write “Will I” 20 times before solving theirs. You guessed it; the “Will I” group solved almost twice as many puzzles. It is great to be positive but the process of asking yourself “Can we do it”, like our friend Bob the Builder, actually causes your problem solving ability to kick into high gear.

Self-Discipline = Motivation = Success - Read more...
Self-discipline is simply self-direction toward a particular goal

Your Toughest Competitor Is NOT Your Arch Rival - Read more...
For years I have held a strong belief that, especially with in the consulting and training business, the most dangerous rival is not one of our competitors. Instead, our greatest competition comes from inaction; clients deciding to stay with the status quo, not hire anyone, or delay their training initiative altogether. Too often, we lose the business to “doing nothing” rather than our competitive rivals. If the economy worsens, “doing nothing” becomes an even more attractive option.

Planning For Growth - Read more...
As most companies finalize budgets and business plans for the New Year, I thought it might be timely to address the subject of Goals, Strategy, and Tactics. For any organization, goals, strategies, and tactics cascade throughout the business. During the planning process, these terms are often used interchangeably. For the purpose of this blog, we will use the context of a sales organization to define them.

Sometimes You Have To Fail To Succeed - Read more...
For every Mark Zuckerberg “overnight success” story there are many more like Walt Disney. Walt started his fledgling film company “Laugh-O-Gram” in the early 1920’s, successfully secured financial backing, and added a staff of animators. When a big deal for his films fell through and his financial backer failed Disney couldn’t pay his people and was forced to file bankruptcy. Walt barely had enough money for a bus ticket to Hollywood where he continued to chase his dream by starting over. The second time around Walt’s fortunes turned thanks to an animated mouse named Mickey and the rest was history. What if Walt had viewed himself as a failure after his first entrepreneurial endeavor ended in bankruptcy? The world would have never had Disneyland or any of the classic family films Disney produced over his iconic career and now well beyond.

3 Essential Elements of Sustainable Growth - Read more...
The first of every year signifies a new start for all of us. It is a banner month for gyms and the diet industry as millions of us pledge to get ourselves in better shape. In business we get to wipe the slate clean and start all over again with the promise of an even better year than the one that just passed. For most companies that might mean a renewed focus on growing at a faster rate than the previous year which coincidently might involve getting in better shape as well! Here are 3 essential elements to make sure you check off your list in order to give your firm the best chance at explosive growth in the New Year.

3 Reasons 2013 Will Be Your Best Year In Business - Read more...
Contrary to frequent reports from many economic analysts the American Free Enterprise system is NOT going into lock down mode in 2013. Regardless of your political persuasions or news stories to the contrary American business and small business in particular are poised for a big year in 2013.

The Secret to Selling - Read more...
In the movie City Slickers the character Curly (played by the late Jack Palance) uttered the classic phrase “It’s just one thing”. The one thing for selling successfully is this: “If you don’t want to be treated like every other sales person stop acting like every other sales person.” If you want to be treated differently you need to behave differently and that requires adopting a sales process that is 180 degrees removed from the typical approach.

The Two Most Powerful Words in Prospecting - Read more...
Most sales people hate to prospect. I would go so far as to say that anyone who says they like to prospect has either never done it or currently doesn’t have to do it. It can be a seemingly thankless effort the results of which often don’t seem justified by the time invested. David Sandler, the founder of Sandler Training had a great quote on prospecting, “You don’t have to like it; you just have to do it.” The inherent truth in that assertion remains unchanged but HOW we prospect has changed dramatically. The average persons’ tolerance for what author Seth Godin terms “Interruption Marketing” has changed dramatically. Laws have been passed regulating phone solicitation, DVR devices allow us to escape commercials while watching television, and anti-spamming laws continue to clamp down on e-mail solicitation. The message is clear; we are sick and tired of relentless “Interruption Marketing” at work as well as at home.

Three Secrets of Becoming A Rainmaker - Read more...
In business today, the term “Rainmaker” is often used to refer to someone who is extremely gifted at developing new business for their professional practice. The term is an especially popular description as applied to partners of law firms that bring in lucrative new business and attract high end clientele to their practice. The root of the reference can actually be found in American history. In Native American tradition, the Rainmaker was a special and powerful figure. The Rainmaker was called upon to help nature bring rainfall when it was most needed. The Rainmaker was most valuable to the tribe when fields were dry and rains were scarce. The same is true in business today. When the firm’s fields are dry and scarce, the new Rainmaker performs his magic to deliver the much needed “rainfall” of revenue required to nourish the business.

Is Your Sales Team Communicating Value or Creating It? - Read more...
The message is really quite clear. Traditional selling in which the sales professional who best “communicates” the value proposition wins is an antiquated model. If you are trying to field the best sales team of “communicators” of your value proposition I advise you to stop before you become the B2B equivalent of a virtual showroom. Better competition and better access to information equals price compression given no other perception of additional value. On that battlefield the ultimate winner is not the best sales force but the company with the sharpest discounting pencil.

A Case for Assessments: Don’t Send Your Ducks To Eagle School - Read more...
Given the enormous costs of making bad hires I decided to write a two part series on the selection process for sales professionals and sales managers. This week’s topic will be based upon putting the right motivated people in the right place.Let's start with this thought; if you want motivated people working for you, hire motivated people. BIG THOUGHT: You can’t motivate people, they have to motivate themselves and you can’t “train in” skills where potential doesn’t exist. A great quote from the book Start with Why by Simon Sinek is “Great companies don’t hire skilled people and motivate them, they hire motivated people and inspire them.” That concept alone was worth the price of the book!

Interview With Chuck Terry on Sales Training Best Practices in Colorado - Read more...
In this excerpt from a recent interview for an upcoming article on “Best Practices in Sales Training” Chuck Terry, President and CEO of Sandler Training in Lone Tree Colorado shared insights on leveraging sales training to drive increased sales. Q: “Why should business owners believe that training their sales team can have a direct impact on increasing their sales performance?” Chuck Terry: “Maybe they shouldn’t. Traditional training approaches are falling short of that objective on a regular basis because the old model of sending your sellers to 2 or 3 day sessions just isn’t producing lasting change. That method really depends heavily on the client’s already overtaxed managers to be the ones responsible for taking their sellers from awareness of the process to ownership of the process. Those managers have a business to run so the job of coaching, modeling, reinforcing, and continuing to train the sellers after the initial training ends up just not happening more often than not. Sales training absolutely SHOULD drive increased sales but it only works when the training delivers lasting behavioral change with the sales team and that just doesn’t happen in 2 or 3 days.”

In Sales, Any Process is Better Than No Process - Read more...
Does your company have a structured sales process that every seller employs on a daily basis? It doesn’t count if your sales team has been trained on a structured process only if every seller uses it every time out. Reconsidering your original answer? Don’t feel bad because if your company is like many you might be fielding a team of sales professionals who are out there just “winging it.”