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Sandler Training | 732-255-6672 | Jersey Shore | Central NJ | Wall, NJ

Scott Bliss

Are your sales calls turning into a game of cat and mouse? Do you and your prospects constantly find yourselves vying for control, with no clear understanding of what comes next? It's frustrating, right? You leave the meeting feeling confident, only to realize later that your prospect was just playing along to get free info.

But fear not! There's a tactic we use here at Sandler Training to cut through the nonsense and get straight to the point. It's called the Up-Front Contract (UFC), and it's a game-changer for any meaningful conversation.

Many times, salespeople do not even realize they are committing these unintentional mistakes. You may be thinking to yourself right now “What is this guy talking about?” “I have never done that!" Continue reading to see if you are guilty.  

If features and benefits don’t convince people to buy, what does?

Did you know...there are five emotions that lead to buying decisions when they’re aroused in prospects. . .

Yes, you read that correctly. As a Sandler Trainer, my favorite F word is FUDWACA. Yes, FUDWACA.  Read how you can use FUDWACA to elicit an emotional response from your buyer and help you close more deals. 

In Sandler, we have identified three elements that are required for success in selling we call it B.A.T.


Unfortunately, most of us have been conditioned, from an early age, to avoid the word NO – yet it is the one word that most successful salespeople learn to accept. Hence many veteran salespeople and new salespeople alike will go out of their way to AVOID the word NO. No wonder so many are averse to cold-calling. They also might see it as an exercise in futility if they don’t figure out a way to justify the behavior of cold calling.

Salespeople have rights and it is about time you exercise them. First thing you must do is establish equal business stature. You need to see yourself as an equal in the relationship and professionally assert your right to have open and honest communication. You must reframe your attitude and develop an abundance mentality. Success is a self-fulfilling prophecy. Remember, you get paid to be a professional salesperson. Your prospect is not compensated for working with you.