ABOUT THE SANDLER TRAINING GOLF PROGRAMme
Sandler Training is today's leader in innovative sales and sales management training. For more than 40 years, we have taught our distinctive, non-traditional selling system and highly effective sales and management training methodology, which has helped professionals take charge of the process.
Our system is designed to create lasting performance success rather than the typical quick fix. To accomplish our goals, we provide reinforcement training.
We understand to have long-term success at golf's highest level requires the same philosophy. That's why we are proud to sponsor four PGA-winning golfers–Woody Austin, John Rollins, Brian Bateman and Omar Uresti. Each member of our golf team exemplifies a competitive spirit, the ability to persevere and the determination to be the best.
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