Consulting
Sandler Training works closely with small and mid-sized business, and Times 200 companies, to face challenges with time-tested and proven processes, practices and solutions to:
- Identify, recruit and hire best-fit job candidates
- Manage employees for optimum performance
- Supervise, coach and mentor employees
- Design and implement career-path development
- Define and design sales process templates
- Develop and implement territory management strategies
- Map account-growth plans
- Facilitate organisational change
- Implement a five-step plan or performance improvement
- Develop and implement a Quality Service culture
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.
Graham Whittle, Managing Director - Going4Growth Ltd