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Custom Growth Solutions, LLC | Sandler Training | Oklahoma City, OK

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Everyone loves referrals. They're the most efficient way of prospecting and building up your sales and your business. But are you actively and strategically working on building your referral network?

Or maybe you just have something like this in your email signature or on your business card: "The best compliment you can give us is a referral."

That's not active or strategic!

In sales, we tend not to dig deep enough. When a prospect shares a problem with us, often we jump ahead to a solution we provide that seems to fit the problem. But in reality, they're sharing symptoms, not the real problem! Instead, we need to dig deeper to uncover the true pain.

The Sandler pain funnel is a tool to dig deeper, uncover information, and discover emotion.

When you learn a new sales technique or strategy that you know will work, chances are pretty good you don't start applying it right away. And even when you do start applying it, often the other person in the interaction is working against you!

Wimp junction is what we in Sandler call that moment where you either wimp out and abandon what you know is a best practice, or you stick to your plan.

Prospecting is the life-blood of sales. But usually salespeople prospect when they have nothing else to do. Sometimes that's because they've been doing the same prospecting activities for years!

Want to make more money in your role as a salesperson or sales manager? Of course you do! Even if money isn't your primary motivator, there's no denying you can do more with more money. So why aren't you making more?

As it turns out, you're making exactly what you think you're worth. The thing that's limiting your income is all in your head!

Your time is valuable. So why are you wasting it when you're prospecting? Quit doing the wrong type of prospecting!

One of the concepts we help our clients understand is active prospecting versus passive prospecting. Based off the names alone, you probably already realize that passive prospecting takes less work but is also less effective. Conversely, active prospecting takes more work but is more effective.

If a prospect is going to say "no," would you rather know right now, or months from now after you've poured tons of time, energy, and resources into following up with them? Right now, of course! That's one of the first concepts we help our clients learn. It saves tons of wasted time. And if you waste time on the wrong people, you're robbing the right people of that time. However, you can take that concept too far. If you're not careful, you can make assumptions and judgements that aren't correct, and end up disqualifying a prospect too early in the process. You end up deciding that they aren't a good fit instead of letting them discover that for themselves!

People hate salespeople. At the very least, their defenses are raised when they detect familiar patterns. They've likely had one or more negative experiences with salespeople. So when they detect familiar patterns and decide you're in sales, the conversation may already be over.

When you do a pattern analysis for all the bad salespeople you've run into, do you sound the same as them? If so, then why are you surprised when people treat you the same way you treat those bad salespeople?

If you want to be treated differently, you have to act differently. That's what a pattern interrupt is all about!

Everyone agrees that customer service is a huge differentiator. But customer service usually isn't something huge, it's a set of little things. Or it may even be just one little thing. So how do you know if you're really doing a good job with your customer service?

Just about everyone hates cold calling. David Sandler himself was quoted as saying, "Nobody ever had to wait in line to make a cold call." Then why are people still making cold calls?