Two Day Introduction to Sandler Course
The Course
This is a great opportunity to learn the fundamentals of the Sandler Selling System® from start to finish and how to apply the process to your business. As the workshop progresses through each compartment of the Sandler Submarine you will understand the enormous benefits of having a tried and proven sales process.
Who should attend
Any business owner or sales person who is concerned about not having the skills and expertise to fully develop their sales, from prospecting through to closure.
Course objectives
- You'll be introduced to a revolutionary selling system that completely turns the tables on even your most difficult prospects - without sounding manipulative or pushy
- You'll learn how to deal with the prospect's buying system. Stop accepting 'think-it-overs' and doing unpaid consulting.
- You'll learn why "discovery-based" selling is more powerful & profitable than traditional selling
- Discover how to compete on more than just price
- And, you'll see how setting up-front "contracts“ with prospects puts YOU in control of your sales cycle The program will be delivered over two day sessions.
- You will learn advanced questioning strategies that enable you to get prospects to open up and help you deal with objections.
- You'll discover how to differentiate yourself from your competitors during a sale.
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