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Eric, Cold calls...warm calls...drive bys...and drop ins. You name it, for months and months I tried everything I could think of with no significant new business. On the verge of being swept up by waves of frustration and disappointment, my boss threw me a lifeline. He called it Sandler Training. Within four weeks of attending your sessions, I have closed four new business deals - effortlessly, closing them without putting in more than two hours of my time on each appointment...and better yet, without giving away tens-of-thousands of dollars of my "unpaid advice." I estimate, in round numbers, this will result in $50,000 worth of commissions within the next six months. What changed? My confidence has increased because I am quickly learning how to qualify my prospects upfront such as whether she/he is a good client for me, who the decision-maker is, what's the decision-making process, what type of challenges the business is experiencing, and most importantly does the business have the money for me and my team to really solve its greatest marketing challenge. In fact, I unapologetically talk with my prospect about his/her budget upfront before I ever talk with him/her about my marketing expertise or my company's assets. I simply ask a lot of the "right" kind of questions which you have been teaching me to do. I no longer feel like I'm "peddling my wares." This is HUGE for me. HUGE! I have to run out to meet a new client now. Seriously! And, guess what? I'm not chasing him. After only two meetings and a few emails back-and-forth, today he wants to hand me a check to activate his marketing campaign with me. Wahoo! This Sandler Training stuff rocks! Yes...and so does my Coach! Thanks Again, Alice Collier Account Manager Cox Media Group
Current President's Club Student
“Sales training doesn’t work” claim business owners and sales managers who view training as an event—often a short-term event designed primarily to educate—rather than a process. Effective training must be more than education. It must include application with measurement, feedback, fine-tuning, and reinforcement.
Sandler training does work. Effecting lasting behavioral change and mastering new skills are not overnight processes. Sandler training is built on the concept of incremental growth and change over time—supported by repetition, reinforcement, and coaching. With Sandler training, you’re not alone. Your Sandler trainer is at your side providing coaching, encouragement, and feedback as you learn to apply the Sandler strategies and tactics to your business environment.
Salespeople are not likely to consistently implement a particular selling strategy or tactic, regardless of how effective it may be, unless it is part of an overall behavioral plan. And, they are not likely to implement a plan unless it is supported by the appropriate attitude and outlook. Sandler training addresses all three areas necessary for Success--Attitude, Behavior, and Technique.
Each participant-centered training session—partly motivational, partly instructional—provides you with the concept, knowledge, and understanding of the topic as it applies to your selling environment. Through appropriate exercises, you’ll refine your sales-development plan, practice strategies and techniques in a safe environment, and develop your skills, before interacting with prospects and customers. With Sandler training, you bring the skill with you on the sales call; you don’t look for it when you get there.