Learn More About Sandler Training
Click below to see what makes Sandler Training different:
The Sandler process does not use what most of us consider to be a traditional slick 'sales' style - in fact, it advocates an approach that is 180 degrees from the traditional sales training. The major principles are:
You have as much right in the sales process as the prospect - too often 'sales people' (for which you can generally read business owner, rather than a professional salesman) is often held in a subservient position with all the power held by the prospect. You go to their home or office, present a great case, send a detailed proposal, and then wait. Their calls dry up, they don't reply to your emails and you are left with a 'think it over'. Invariable this means 'no' - and you spend valuable time chasing a pipeline, most of which aren't interested. Sandler forces you to go for the 'no' - yes is good, no is good - think it over is not an option. It is truly empowering.
Sandler focuses on looking for your client's 'pain' - by continually asking questions to really understand the underlying issues, then you create emotional involvement from the client. You are then in a much better position to show them how you can truly help ease their pain. The fact is that in the 'normal' sales process clients only tell you half the story and you are working blind. You should NEVER make a presentation until you fully understand the true motivation behind their buying decision. But you have to have the guts to be able to say 'I can' t help you' - honesty is a two way street and Sandler is not about being manipulative; it's about honesty and seeking the truth. When there is a genuine match between what they want and what you do, then the 'yes' will fallow. If it's a 'no' or 'I can't help you'- fine, move on.
Sandler empowers you to view every new prospect as if you were truly financially independent and don't need the business. It makes SUCH a difference. You stop trying so hard and can be truly objective about their situation. Again, this balances out the relationship and makes them do some of the hard work - not just you.
Sandler is not about pure prospecting/cold calling (though it does deal very thoroughly with this). Instead it advocates a multi disciplinary/media approach that takes in networking, PR, seminar/conference speaking, developing strategic alliances, direct mail, referral schemes and so on. The difference is that it's not about just going through the motions (eg. turning up at a networking event), it's about the activity that follows that will keep a stream of interested callers coming to your door - with a structured and manageable process of how to deal with them that gets you the kind of business that you want.
And finally, Sandler is unlike any other sales training in that it is not a quick fix. It's a yearlong supportive programme that encourages you to look closely at your own attitudes, skills and behaviours. You can have learn the skills, you can have a great attitude (you truly believe that this stuff works), but if you don't DO the behaviours, it counts for nothing. The programme has an excellent CD support package (a bit American, I grant you), fortnightly tutorials and weekly support calls. If you commit to the programme I challenge you not to make rapid change and progress.
Vanessa Lanham - Managing Director - CProject