Sales
Many business owners and sales managers believe “sales training doesn’t work.” They view training as an event—often a short-term “quick fix” designed primarily for the moment. But effective training must be a process. It must include application with measurement, feedback, fine-tuning and reinforcement.
This is why Sandler Training works. Achieving lasting behavioral change and mastering new skills do not occur overnight, and Sandler Training is built on the concept of incremental growth and change over time—supported by repetition, reinforcement and coaching.
With Sandler Training, you are not alone. Your Sandler® trainer is constantly with you, providing coaching, encouragement and feedback as you learn to apply 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.
"Gents,
I have asked all of you to give Larry's teaching a real test and use it to develop your business. Some of you are trying parts and pieces which is a good start and appreciated, but here is a success story that proves if you use it and stick to the system your odds of success skyrocket. Over the past 4 1/2 months I have had the pleasure of watching one of our guys commit to Larry's system and then use it on a 'suspect' account. The following is the result:
Just received a call from a very pumped up Jonathan Holt, who used what we are learning with Larry to: cold call, set an up front contract, get an executive briefing, qualify, find pain and drive it down, discuss the budget, get a commitment to the business, then price and fulfill 2 test homes.
Incidentally: During fulfillment, we had a "product mistake" on one of the houses which allowed Inside sales and shipping to work together to get it corrected quickly. The teamwork thoroughly impressed the owners and frame crew. (as I recall part of the pain issue with Hope was slow response with problems)
The $$$ Payoff:
Serrano awarded Jonathan and BMC the entire "Joey" line of homes and half of the Serrano Customs with the opportunity to take all the Serrano Customs in the future. We took this account from Hope, who happened to be doing a "fairly" good job according to Mark, one of the owners. Jonathan dug a little deeper on the "fairly" comment and found the pain, which led to his opportunity. Serrano is on track to build 30 Joey Homes and 20 Serrano Customs. You did a great job Jonathan!!!"
Benton Reed, BMC West