Assessments
Through our relationship with The Devine Group, Extended DISC North America and PTG International, Inc., Sandler Training offers a series of assessment tools that not only examine core competencies necessary for success, but also examine the way people think, behave and apply skills in the work environment. Assessments identify individual strengths and reveal areas for improvement. They help shape training curriculums and identify solutions that will produce the greatest results.
Several assessment tools are used by Sandler trainers to help each individual client gain maximum benefit from the training experience. These tools help the client to better understand their own very unique strengths as well as those areas in need of development. Specific training and coaching of the client is then customised to fit each individual’s growth plan. Additionally, reassessing the client after a period of training gauges the improvement made in specific areas.
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