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Lorraine tailored the experience to our company's needs as a public accounting firm. She changed our mind-set or paradigm, so that now we are "doing the behaviors" that generate more sales. This education process has given us structure, direction and a "Prospecting Plan" with accountability associated with it. I feel like we are on a sustainable 'roll'!
Donna Farrar CPA, Whittemore, Dowen & Ricciardelli, LLP
“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.