Sandler Sales Institute and Training ?

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Q. Sandler Sales Institute and Training ? I've been in business for 1.5 years. I have a problem with getting customers to close/commit to the service. I've contacted Sandler Sales Institute for advice. Has anyone heard of Sandler? Is it a reputable company? Any advice?

A. -If you are having doubt about this company check references. This sounds so simple but if they can perform they will not hesitate to let you call clients. You did not specify your problem in depth, i will assume you are having difficulity with _your_ selling strategy as opposed to your product/ service or marketing efforts. Question: have you actually identified your problem.. -When closing the deal listen to and answer any objections as the arise. Your must control the dialog to move the prospect to saying yes. Use a pen and paper, write down the conversation as you talk show the prospect the benefits and what they've said yes to and how you've eliminated problems and overcome objections. If they still won't commit then they were just kicking tires all along and you need to screen and prequalify your prospects more rigorously - every lead is -not- a prospect! -A vendor provided a mini-Sandler as part of a training weekend. I was impressed. The local guy is a jerk - I am not impressed. They are a franchise with a good program if you have the right franchisee. Also, there is a company Rainmaker that is very good. -I've been with Sandler now for the past two years. Their approach is totally different from everybody if for no other reason it being an ongoing sales training program. Personally, I've seen my own closing average go from 1 out of 5 to about 1 out of 2.

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