Who We Are
Darrell Skramstad: Is the President of Professional Sales Concepts, Inc., and has been an authorized licensee with Sandler TrainingSM for over eleven years.
Darrell graduated from the University of North Dakota and today has over 30 years experience in sales, marketing and general management. During the first half of his career he was involved in sales and sales management of technical products and services to manufacturing companies, distributors and independent contractors.
For the past 33 years, he has been a consultant, trainer and coach, working with people to improve their interpersonal skills, communications and human relations. Darrell's expertise is helping others to understand the process of change and providing on-going support, reinforcement and coaching necessary to change attitudes, behaviors and develop new selling and management skills. Darrell has been certified by the Dutch Council for Accreditation (RvA) to offer Marketing and Sales Certification programs analogous to the highly regarded ISO 9000 program.
Professional Sales Concepts, Inc. expertise is helping others through a developmental process that empowers business owners and sales people to maximize their full potential and achieve lasting improvements. This process consists of ongoing, reinforcement training and coaching, resulting in gradual-incremental growth.
Our sales staff is composed primarily of engineers. Darrell quickly discovered that we prepared too many expensive proposals, therby becoming unpaid consultants. This caused our salespeople to lose control of the selling process, and be boxed in by prospects.
As a result of our Sandler training, customer requests for proposals are now fielded differently. Sandler active listening and questioning techniques, and confirming our expectations with our prospects have helped our staff stay focused on our primary goals. We reduced the number of published proposals and saved approximately 20% of our annual proposal cost. Prospects return more of our proposal follow-up calls with less inclination to hide from us.
Our sales level results show a 21.9% increase over the sales goal we had set for this year. Thanks to Darrell, we are making progress towards improving our close ratio and making more effective use of our sales staff.
Thomas Acheson National Sales Manager Dynamic Air, Inc.