About Us

Over the last 30 years the Sandler Sales Institute has been changing the way salespeople sell and how people who manage salespeople, manage them.

Frustrated that ‘old traditional’ motivational sales methods were not working, David Sandler decided to start experimenting. What evolved was the Sandler Selling System. A new approach to selling that abandoned all of the old traditional methods.

Sandler is now available in the UK and is transforming the way business sell here too. Sandler now has offices covering Reading, London, Manchester, Bristol, Oxford, Newcastle and Birmingham.

Ian Blackshire is responsible for Sandler in Berkshire, Surrey and Hampshire. Having spent over 15 years selling computer software, Ian has real world experience of other sales approaches such as; SPIN, Miller Heiman, Solution Selling etc. Yet when he witnessed Sandler he decided to base his future on it.

“Many salespeople have developed their way of selling based on one day training courses, books, techniques they have witnessed and advice from their managers. Yet in truth, most salespeople rely on their people skills, enthusiasm and gut feel.

That approach was OK 10 years ago, but today’s buyers are a lot more sophisticated and demanding. Prospects have had so many meetings with salespeople, they know exactly what every salesperson is likely to do and say. They know exactly what to say to get salespeople to do what they want. When I learned about Sandler, it suddenly dawned on me how ineffective my old way of selling had been and how much money I had left behind in my sales career.”

This website will give you some insight into Sandler, but to appreciate Sandler fully, we recommend you attend an Executive Briefing, Why Salespeople Fail. To register click here.