The Sandler Fundamental Sales Training & Coaching Programme
You should invest in this programme if you or your staff are :
- Looking for a new repeatable approach to sales
- Have no systematic way to generate new opportunities and open new doors
- Networking NOT working for you
- Anxious about not closing enough of their current opportunities
- Frustrated by clients stalls, objections and delays
- Worried about or do not know how to set themselves up to get more referrals
- Uncomfortable in a "selling" role
- Struggling to convince clients about your benefits
- Fed up with being pressured to reduce prices or offer discounts to win the business
- You do not like talking about money with prospects
- You have personal barriers that are getting in the way of your own success
- You undersell yourself or deliver premium product / service but are not getting paid what you want
- Tired of sharing all your experience and knowledge and feeling likesome unpaid consultant
- Concerned about spending disproportianate amounts of time raising costly, extensive and time consuming be spoke proposals without any commitment from the prospect
- Angry by the fact that your proposals are often used to benchmark the incumbent supplier or just plainly used as leverage for some other deal with your competitor
- Annoyed by the length of time it seems to either close the sale or indeed close the file
- You have no Strategic plan or vision on how to achieve both your personal & professional goals
- Desperate to increase margins, attain larger clients and feel more comfortable in ther selling role
Who Should Attend :
Any Business Owner, Sales Professional, Consultant who is not achieving the desired sales results they either need or want and are seeking a low pressure, consultative and alternative sales approach to traditional methods
Course Objectives :
- Discover how buyers and prospects outsmart your current traditional approaches
- Learn how to create trust and respct quickly and effortlessly by adopting and understand NLP methods of communication and also to understand your own commuication style and others and succesfully build credibility
- Understand why "Think it Over's " happen and learn how to make and set agreements that work from initial contact on the telephone to the ultimate contaract of closing the sale
- Learn and understand why Discovery base selling is more powerful than traditional features & benefits approach and adopt to your business.
- Understand how to move prospects from an intellectual approach to an emotional state and ultimatley understand how to uncover the prospects "pain" and compelling reasons to do business with you
- have a true understanding regards the physcology of the sale
- How to develop a systematic approach to lead generation
- How you must have the right balance of Behaviour - Attitude - Technique to achieve success
- Understand and implement several strategies that will get you in front of your prospective clients
- How to completely differentiate yourself from your competitors
- Learn unconventional and counter intuitive techniques to control the sales process whilst allowing your prospect to belive they are in control
- The approach to avoid unpaid consulting
- How to handle the "Money " and "Commitment" step regards the prospects ability and willingness to do bsuienss with you
- Develop a clear understanding on how to determine a companies decision making process and their selection process
- How to hit the sweet spot when making your bespoke presentation and how to position the prospect to close themselves
- Developing a referral and introduction strategy- from prospecting to setting out clear agreements with clients
- Engage you in goal setting - for both personal & professional objectives
Whats Included :
- All Course Material
- A personal online Extended DISC communication and behaviourial style assesment prior to the start of the programme
- All refreshments and lunch where applicable
- Access to "Sandler " broadcast - bi monthly on line learning topics and library content
Next Steps :Call Max Anderson now on 0845 3100150 or e mail max.a@sandler.com to have a more detailed conversation, I propose a meeting would make sense to ensure this programme is for you or your staff
Maybe in the first instance you would like to check us out, and that makes absolute sense, Why not attend one of our Complimentary Directors Briefings, these events are held every other week on a Friday afternoon and will allow you to maybe understand in more detail why traditional approaches maybe hindering your sales performance and allow us to share with you some non traditional sales appropaches ( Sandler ) that maybe the answer you are looking for
Click here for further information : Complimentary Directors Briefing
Sandler Training, Suite 6, Chatsworth House, Prime Business Centre,Aspen Drive, Derby DE21 7SR
Tel : 0845 3100150 Email : eastmids@sandler.com
A Nottinghamshire businessman rose through the ranks of his company to Managing Director - thanks to the inspiration of Winston Churchill.
Glenn Slater, now the a MD with K-Panels Ltd, a specialist company in sustainable building systems, admits promotion wasn't even on his agenda.
But within months of turning to sales guru Max Anderson of Sandler Training - who told him visualisation was the key to achieving his goals - he was taking on the top job.
The 37-year-old pinned a picture of the inspirational leader, who guided Britain to victory in the Second World War, in his hallway to act as inspiration.
Mr Slater, who was formerly business development manager with the company, said: "Going to Sandler Training undoubtedly led me to where I am now.
"Becoming MD at my age wasn't really on the agenda but Max made me believe it was possible.
"The training focuses a lot on goals and visualisation and I used an image of Winston Churchill to spur me on.
"I decided I wanted to step up into a position of leadership and who better as a role model than Winston Churchill?
"I stuck a picture of him up in my hallway so that I saw it every morning.
"The visualisation of my face on the poster with leader written above it put me in a different frame of mind.
"I must have been giving off the right signals at work because soon I was in discussions with the board and on my way to a becoming a MD."
Five months after joining the Sandler open Sales and Personal Development Programme , he was promoted to a Managing Director.
His mentor Max Anderson, 43, said: "Seeing Glenn achieve so much in such a short time is incredibly satisfying.
"It all started when we were having a bit of fun looking at goals and visualisation.
"I remember Glenn raised a smile with an image of Winston Churchill with his own head superimposed on the top of it under the caption: The Leader.
"He talked about what he was trying to achieve with his own boss and he was so impressed he was made an MD.
"It goes to show the power of what we do on any individual, although ultimately it is all about improving sales."
Mr Slater added: "I went to Sandler training to improve my sales which it did and becoming MD was an amazing bonus of the training.
"The training changes your mindset and the beliefs you previously held about selling.
"It really had a profound effect on me and it turned everything I thought I knew about selling on its head."
K-Panels Ltd, based in Newark , designs, supplies and builds sustainable housing and institutional buildings.
Max Anderson holds a complimentary
Glen Slater - MD, K-Panels Newark