On behalf of Sandler Training, our thoughts are with our clients and their families and businesses impacted by COVID-19. We are committed to working with you to help you and your business through these extraordinary times. Sandler is open but operating remotely in accordance with recommendations by the CDC to do our part to hopefully help ‘flatten the curve’ of the spread of the virus. We’re here for you and our community. Please don’t hesitate to call or email us to talk through your concerns. Best wishes for the health and safety of your families, teams, and clients.
Skip to main content
Sales Concepts, Inc. | Westlake, OH

This website uses cookies to offer you a better browsing experience.
You can learn more by clicking here.

Mike Montague interviews Hamish Knox on How to Succeed at Trials and Demos. Hamish is a Sandler trainer from Calgary, AB, Canada, and author of Accountability the Sandler Way and Change the Sandler Way, and he was our 2020 David H Sandler Award Winner. You can check out his books on Amazon or the Sandler Shop. 

In this episode:

  • The best attitude, behavior, and technique on how to succeed at trials and demos
  • Don’t offer a demo if you don’t have to
  • Know WHY you’re doing a trial or demo
  • Real prospects will put skin in the game
  • Set up the post demo appointment before you start the demo
  • When to ask, “And who else?”
  • Have a quick call with all decision-makers before the demo begins
  • You may have to back off the demo and work on the terms first
  • Hamish’s favorite Sandler concept




The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. 

Find white papers, webinars, and more in our free Sandler E-Learning Library.


Share this article: