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Quote Will's sessions are informative and interactive. His delivery and ability to trouble shoot is exceptional - no questions remain unanswered. He has coached me on sensitive issues with positive results. I am receiving coaching when assistance is required and he is always available to take my calls. Quote

Jeff Hiatt, President and CEO, Jeff Hiatt, Inc.

Sales Force Development

OUR SALES TRAINING is based on the belief that you cannot teach a kid to ride a bike at a seminar, and that on going reinforcement training will produce long term and permanent results. 

You or your company is a candidate for this type of training if:

  • You or your people are functioning as "unpaid consultants"

  • The selling cycle is longer than you would like

  • You would like price to be minimized as a factor in getting and keeping the business

  • You find that your proposals are being used to negotiate better deals elsewhere

  • You would like to quickly separate real prospects from suspects

The Sandler Training teaches a "consultative" on-going reinforcement approach to selling that gives the participants a process that qualifies the client to do business with you. It is a problem solving approach to sales, in which questioning techniques are used to help better identify the "real problem", the client's "budget", the decision-makers and their process, all before a presentation is made. 

During the sessions, emphasis is placed on:

  • "Pain", "budget", and "decision" identification

  • Gate selling - shortening your selling cycle

  • Fulfillment and post sell

  • Mutual agreement and commitment

  • Your success triangles (improving behavior, attitude, technique) ·

  • Developing internal motivation

  • Bonding & rapport (understanding yourself & others)

  • Account development strategies

  • Advanced listening & questioning techniques

  • How to use product knowledge

  • Negative reverse selling (our most potent technique)

     

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