Sales
Many business owners and sales managers believe “sales training doesn’t work.” They view training as an event—often a short-term “quick fix” designed primarily for the moment. But effective training must be a process. It must include application with measurement, feedback, fine-tuning and reinforcement.
This is why Sandler Training works. Achieving lasting behavioral change and mastering new skills do not occur overnight, and Sandler Training is built on the concept of incremental growth and change over time—supported by repetition, reinforcement and coaching.
With Sandler Training, you are not alone. Your Sandler® trainer is constantly with you, providing coaching, encouragement and feedback as you learn to apply 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.
A couple of things come to mind when I think of the benefits of Sandler training. As a small business owner with just one other salesperson, it's helpful to have a common sales language and philosophy. I've been in business for 6 years, and the Sandler process solidifies what I have learned. The training also helped me to realize I must separate my roles of business owner and salesperson. In short, the Sandler system, as well as the President's Club, has helped me understand my roles better and more actively manage my business. I have appreciated the accountability and ability to bounce ideas off other professionals who are also serious about their businesses.
One of the most incredible benefits of the program has been a huge development in my communications skills. I am a much better listener and have learned it's OK to ask 'the question.' I am much more at ease interviewing a client, and yet I'm much more bold in my questioning. This has been very rewarding on many levels; I have better information to work with and have gained respect from my clients.
You have been a very positive influence on our business and I am amazed at the depth and breadth of the tools and aids that you have at your disposal. The Sandler system is much more than sales training. It's a business philosophy built for success.
Bob Snyder--Insurance and Financial Services Agent, Farmers Insurance