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Steve, Thanks, it was a great class. I actually talked to the person who recommended you on my drive home yesterday. He's been the top sales rep here the last three years in a row. I asked him "Would you say you still use that stuff?" His response was "Absolutely." He actually started talking about some of the tactics by name which shocked me. I'm not sure if he just practiced it hard or has a ridiculously good memory. He did tell me he took it 10 years ago. Have a good one, Matt
“Sales training doesn’t work” claim business owners and sales managers who view training as an event—often a short-term event designed primarily to educate—rather than a process. Effective training must be more than education. It must include application with measurement, feedback, fine-tuning, and reinforcement.
Sandler training does work. Effecting lasting behavioral change and mastering new skills are not overnight processes. Sandler training is built on the concept of incremental growth and change over time—supported by repetition, reinforcement, and coaching. With Sandler training, you’re not alone. Your Sandler trainer is at your side providing coaching, encouragement, and feedback as you learn to apply the Sandler strategies and tactics to your business environment.
Salespeople are not likely to consistently implement a particular selling strategy or tactic, regardless of how effective it may be, unless it is part of an overall behavioral plan. And, they are not likely to implement a plan unless it is supported by the appropriate attitude and outlook. Sandler training addresses all three areas necessary for Success--Attitude, Behavior, and Technique.
Each participant-centered training session—partly motivational, partly instructional—provides you with the concept, knowledge, and understanding of the topic as it applies to your selling environment. Through appropriate exercises, you’ll refine your sales-development plan, practice strategies and techniques in a safe environment, and develop your skills, before interacting with prospects and customers. With Sandler training, you bring the skill with you on the sales call; you don’t look for it when you get there.