Why People Attend:

We exist to help you close the gap between your current business situation and your goals.

Companies typically seek us out because they're facing some (or all) of the following challenges:

• Concerned that organisational processes are not robust enough to achieve growth aspirations:
• Annoyed that potential clients act as though they’re interested so you spend ages putting together a proposal or a quote … only to find that, as soon as they receive all your hard work, they go quiet and every call you make goes to voicemail;
• Worried that salespeople aren't getting in front of enough new prospects, or they’re not being effective when they do talk to a potential client;
• Disappointed at how the team fails to qualify opportunities quickly and accurately;
• Disturbed to think about how much money is being lost on missed opportunities;
• Frustrated that salespeople don't sell on ‘value’, fail to ask questions, and don’t create urgency; and,
• Bordering on furious that the sales team is discounting the price, but still don't know if they will close the order!

We will positively enhance you and your team’s attitudes, behaviours and techniques to be the best in your profession.

Our approach champions honest, no-nonsense consultative sales and management techniques that get results whilst preserving the individual's integrity and self-respect.

Sandler Training is for entrepreneurs looking for freedom. Freedom to grow their company with the clients they choose.

Delivery:

• 9x classroom sessions (5x Foundations Module and 4x Mastery)
• 1x Behavioural Assessment and one-to-one review session

Materials:

• Workbook
• 12 Months Access to Sandler Online Learning System
• Behavioural Assessment Report (Extended DISC)

What to Expect:

The Sandler Foundations Module contains the essential components necessary to allow you to implement a methodology that is radically different to ‘traditional’ sales.

Not only is it an ethical system that is founded on the principle of ‘equal business stature’ between salesperson and potential buyer, but also it is proven to reduce the length of the selling cycle, increase profitability, and help sales-driven businesses to achieve their targets.

The course teaches the kinds of Techniques necessary to achieve consistent, predictable, success, and helps the learner to build those Techniques into his or her daily Behaviours by helping them to adopt outlooks of possibility rather than outlooks of limitation, unlocking their true potential by helping them to realign their own Attitudes.

Course topics covered within the Foundations Module include:

1. Why Have a System – efficient, effective, predictable and replicable results;
2. Bonding & Rapport – how to communicate effectively with the prospect;
3. Upfront Contracts – how to clearly establish the rules of engagement and run a meeting with equal business stature;
4. Pain – how to identify the real reasons for doing business;
5. Questioning Strategies – seek the truth, not the sale … understanding what is really going on and not listening with ‘happy ears’;
6. Budget – finding out what the prospect can invest in a solution to his or her problems;
7. Decision – understanding how the prospect makes decisions, and ascertaining whether you can align yourself with that process;
8. Fulfilment & Post Sell – giving an effective and efficient presentation to the prospect and ensuring that the solution is right for all parties, avoiding buyer’s remorse.
9. Behaviours, Attitudes & Techniques – making sure your self-esteem is high and that you feel good about what you are doing so you can continue to do it to a high standard and learn from any mistakes you might make along the way; and,
10. Prospecting – how to do it both effectively and efficiently.

What comes after the initial Foundations Module and Introduction to Mastery?

A key element of success is repetition and reinforcement.

Our most successful clients continue to invest in themselves on a weekly basis by attending a ‘Mastery’ class that broadens and deepens the understanding of the basic concepts and we teach during the Foundations Module.

The first four ‘Mastery’ sessions are included in this initial course fee as an ‘Introduction to Mastery’.

For clients that go on to engage us to provide the reinforcement training through regular weekly Mastery Classes, these are typically charged at £6500 + VAT per year (charged at £550 + VAT per month on a rolling monthly basis) plus £500 + VAT for initial materials and assessments, which will include a Devine assessment to complement the DISC analysis you received as part of the Foundations Module.