Testimonials

“Before meeting Ian and using Sandler, I was constantly made to jump through ever more hoops to meet the demands of my prospects. Ian’s training made me realise just how well the prospect really controlled my sales process, as a result of Sandler the balance has completely changed.

Using the Sandler sales system and techniques the percentage of enquiries to order has increased with a reduction of quote preparation. I would consider this wholly due to learning how to be more effective in qualifying which prospects have a real need that I can offer a solution for, and have a budget that a decision can be made about.

Through improving the supplier prospect communication and keeping the prospect aware of the process this has changed my life from busy, over stressed sales servant to successful professional solution provider. I just wish I had started this course many years ago.”

"Unpaid consultancy and delivering endless presentations is now a thing of the past. Our sales and marketing process has moved into an arena where we listen to our customers concerns and act accordingly.

Our previous experience with customers allowed too many “think it over’s” which results in wasted time and effort for everyone involved in the process.

We are now focused on our short, medium and long term goals. We concentrate on the initial customer meetings, understand their requirements, determine outcomes and work with our customers to achieve those goals. Sometimes the fit isn’t right and it is better for all concerned to agree this sooner rather than later – we no longer chase lost causes.

Although the techniques appear straightforward it is the attitude and behavior that needs changing and it is this that takes the time to reinforce. I have seen these attitudes change during the ‘Presidents Club reinforcement program’ and can highly recommend it."

Steve Lafferty, Managing Director - ALS Technologies

"Before enrolling on Sandler’s Presidents Club training programme, I was doing things the traditional way - qualifying, presenting and trying to close. Now, when I look back, I realise that I was uncomfortable and avoided making cold calls; I was wasting time chasing dead opportunities; I was giving away my ideas in an effort to try to convince prospects to buy; and I was generally trying too hard.

After just a few months this has all changed. I understand now how ineffective traditional selling is and, in its place, I have a structured sales process that allows me to; be comfortable with the sales engagement - actually I look forward to it as I see it as a game to be won, be comfortable making cold call, be more in control of the meeting, set meeting outcome expectations (Yes/No and avoid Maybe’s), demonstrate my marketing credentials through my client questioning behavior, understand that 'going for the NO' can make for a positive outcome (in that I don't waste anymore time), avoid writing detailed proposals unnecessarily if there is no real commitment and avoid making presentations prematurely. The

Sandler material speaks for itself but what is important is how it is delivered. Ian practices what he preaches. He was the archetypal 'professional traditional sales' person. He has been there and done it, and has the scars to prove it. This deep understanding enables him to relate to the experiences of the group in a very open style, and so reinforce the underlying values and the benefits of the Sandler approach to selling.In summary, I look forward to the bi-weekly classes. I have learnt an enormous amount in a short period but, most importantly, I have benefited by putting the process into practice. It is comforting to know that 'it is OK to make mistakes' - changing behaviour takes time but now selling is fun and much more profitable".

Peter O'Neill, Sales Director -IBM

"Your superb sales and sales management training programmes continue to deliver the edge we need, and your training efforts continue to earn an astounding 93 percent approval rating! Thats why we've decided to bring the sales force of our new division under the Sander umbrella."

G Miller, Sr VP of Sales - Cap Gemini Ernst & Young

"Our sales reps really needed a system -- a track to run on. We tried all of the 'as old standards,' but in the end, we always reverted to our old habits.... With Sandler on our team, the sales reps and sales managers feel we have a discipline that saves a lot of time and helps us qualify our prospects better. The proof lies in the fact that our closing rates have improved, the sales cycle is shortened, fewer quotes are going out to unqualified prospects and we can now more effectively handle the bid wars with the competition."

Barry Kinney, Regional Sales Manager - ADT Security Systems

"After only my second lesson, I found myself with a prospect whose interest in my company was 'going south.' On the spur-of-the-moment, I dropped in at the prospect's office. Using only the two ideas I had just learned, I walked out 45 minutes later with a signed contract and a check! Sandler has helped me, a computer professional with no sales background, to increase my sales by 500 percent in less than one year; more than double my average price; sell to a higher-level clientele; and stop being an unpaid consultant."

Jack Reiner, President - The Creative Internet

"The changes in my sales approach and success have been unparalleled. I have shortened my selling cycle and improved the quality of the sales interviews. Instead of haggling over price, my prospect meetings have an almost therapeutic quality to them. The 'up-front contract' and 'pain funnel' questions are the two techniques responsible for this dramatic change. In less than 60 days, I have seen a major change in the way in which we conduct sales.... This has resulted in a 40 percent increase in year-on-year sales."

Don Osborne, President - The inQuartra Companies

"We took our least experienced salesperson and put him in the Sandler program. He became our most profitable salesperson, with double-digit sales and gross profit increases every month. We then enrolled our entire sales team in the program.... I have been through other sales training courses, but none of them can hold a candle to Sandler. We use it daily to help us achieve our aggressive sales goals."

David Pfeil, Vice President - Fluid-Air Products