Thursday, December 27, 2007

Excellent B2B Sales Training

Sandler Sales Institute has an outstanding reputation for sales training that is markedly different and more effective than traditional training. The reason is their ongoing and intensive group training (they refer to it as their "President's Club") that allows business executives and staff salespeople to participate in weekly sessions with salespeople from other organizations. They also offer one-to-one daily executive coaching. They don't do 1 day hoo-rah, let's get you pumped up for a day, and we'll see you next year for another shot in the arm (the effects of which usually last for no longer than a month). Their pyschology of sales is based on Transactional Analysis.

TA is used to address the following needs, among many others:
  • Iinstitutional climate and culture
  • Self esteem building
  • Staff morale
  • Behaviour management

Sandler has franchisees all over the country. I've had the privilege of undergoing some of their training at Awareness Management, their institute in central Missouri.

Here are some of the Sandler Rules:
1. You don't have to finish the presentation.
2. Don't buy back tomorrow what you sold today.
3. Money does grow on trees; referral trees.
4. You don't have to like cold calls; you only have to make them.
5. You cannot fail at prospecting unless you fail to prospect

Some of the salespeople I have come across, including myself, that have had a lot of success with Sandler are those in retail wireless, wireless B2B, real estate, furniture sales, among others.

Any sales manager or senior executive who is looking at sales training for themselves and for their entire organization needs to give Sandler a call to at at least check 'em out.

No comments:

Intro to OpenID

OpenID Bootcamp Tutorial

From: daveman692, 4 months ago

Simon Willison and David Recordon's OpenID tutorial from O'Reilly's OSCON 07.

SlideShare Link