The Sandler Difference
Sandler Training recognizes and capitalizes on the power of reinforcement. Understanding and implementing a complex set of human attitudes, behaviors and selling techniques is not a “quick fix” solution that can occur in a one-day seminar. These are sustained changes that produce lasting results through the use of participatory and recurring training and strategic business development programs.
Through continued support and follow-up sessions, Sandler Training helps sales professionals and management executives fulfill personal and organizational goals, from initial hiring decisions to performance evaluations, from building and executing strategic sales plans to motivating people to achieve them, from understanding information technologies to tailoring these powerful tools to support clients’ specific opportunities.
Improving the skills and work of an organization’s managers is one of our top priorities. We understand that business success is linked to the effectiveness of your upper- and mid-level managers. Our management solutions help your managers grow into more effective communicators, better mentors and coaches as well as learning to become managers of change.
Using our unequalled network of 220 Sandler training centers in North America, South America, Europe, Asia and Australia, Sandler can customize our proven, supportive, reinforcement-based approach to help you at basic and advanced levels.
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.