The success of our clients is what speaks volumes for us
Turner & Son Homes
Industry: Home Building
Tim Turner, owner of Turner & Son Homes, builds custom homes for clients. He explains the situation in his organization before starting Sandler. "This situation in our company before we met Sandler was one of rapid growth and development in the production side of home building," he said. "But I didn't have really any knowledge or skillset to build or manage a sales force." He continued, "Sandler changed my life professionally by giving me the tools to build a business, and giving me the communication tools that I use in sales."
It's been several months since you were here in Lawton making your presentation to small business owners and key employees. Every seat was filled and more chairs were brought into the room.
The evaluations of your message were excellent from everyone and you made me look good for selecting you as a presenter of sales training for 2011. So, thank you, again, for your good work.
As a frequent presenter myself, I truly enjoyed your class without the usual computer generated slide images. That ability to work with flip charts and pull information from the class participants is a talent that I enjoyed watching.
You made the experienced and inexperienced salesperson think about the process they were using in their businesses every day. I am sure that several in the room left our campus with some renewed enthusiasm towards the selling profession.
Charles C. Middleton, PHR - Small Business Management Program Coordinator; Great Plains Economic Development Center
Thank you for introducing me to Sandler Training and for inviting me to become a member of the President's Club. In the few short months that I have been attending class and practicing the principles you have taught me, I have already seen results in terms of increased business for my company. Perhaps of equal importance is the positive impact this has had on my entire team. I make it a point after every class session to share the key points with my staff and to role play with them for practice - this has also been an opportunity for them to be involved in my personal development (and theirs).
As someone with several decades of experience in business development across a number of industries, I am impressed that Sandler Training is teaching me a completely new and very effective way of discovering the needs of prospective clients and determining if my services are the right ones for them and if they could make the right business partner for me. I am better able to manage and apply the resources of my company to valid opportunities.
I have also benefitted greatly from our "one on one" coaching sessions, helping me to better utilize my skills and to develop further in those areas where I am weaker than I should be. You have also helped me to identify developmental needs of my staff and as you know, I am enrolling two of them in Sandler Training as a result.
Thanks again for all you do and for being such a great resource for us.
Davis Merrey - President & CEO; TeamLogic IT
Sandler Training has been of great significance helping our organization establish a solid sales department, since day one! Now with so many added values within the products Sandler Training offers, we now consider their partnership instrumental to the future success of our organization.
It is unfortunate for large and small organizations that there is not a college degree in the "sales" profession. Thus the only basis for businesses to hire "sales" personnel is from the applicants self proclaimed "sales" numbers. Sales numbers that cannot be verified and are often inflated for the sole purpose of gaining employment.
Most companies expanding their sales department are looking to increase revenue. Unfortunately, most companies base most of their decision on "sales" numbers and often overlook the fact that most numbers are severely inflated. If sales had been that good, do you really think they would be looking for employment?
More challenging than accepting prior sales figures is the fact that this individual will be representing your company at luncheons, networking events, on the phone, and appointments. Will this individual represent you with the values and morals your company set forth when it was founded?
These are only two of the many challenges organizations are faced with when strategically planning to increase revenue. Not long ago, my company looked to add a sales staff in our strategic plan. At the time we had no sales department and it led us to ask other organizations with sales staff, where do you start? What procedures do you establish? How much do you pay? What should we expect in return? How can we be assured they are going to represent our company as we would?
Brian Peterson, Vice President of Commercial Lending at Spirit Bank, recommended that we start with Mike Crandall at Sandler Training. Respecting his recommendation, we proceeded with Sandler Training as our consultant. Three months of due diligence and consulting with Sandler Training helped my company establish an accountable, sales position with measured results.
Sandler Training and staff are available for our sales personnel at any time. As well, our "account development" team, (previously titled "sales" before Sandler Training) continues ongoing weekly education engaging in-depth learning.
Since partnering with Sandler Training our revenues have steadily increased. As well, the time spent preparing estimates has significantly reduced and we all know how it feels to spend so much time on an estimate only to find out, they went somewhere else. That's been eliminated through the Sandler Training method.
Sandler Training is a partner of ours and I highly recommend you invest in their sales education for increased sales. You will receive a huge return on investment investing in Sandler Training!
Michael D. Morrison - Founder & CEO; Comtech Direct Mail Solutions
When I became involved with the Sandler Training program I spent a lot of time avoiding conversations about budget and expectations. I also found myself dedicating a great deal of time to unpaid consulting. When a prospect called I jumped at the chance to meet without much thought into whether I could actually help them with the services I provide.
The foundations program started to peak my interest in that many of my sales and business problems were addressed.
Covering everything from client behaviors, outlining expectations and budgetary planning I knew that the Presidents Club would be of great benefit too.
I now find myself asking questions of myself and of potential clients. Setting expectations and discussing the clients needs and requirements for time and money are huge. I save myself a great deal of wasted time and ultimately loss of profits. I see my company and services in a divergent light and value my time and expertise.
Your diligence in holding me to task and following up on problems discussed is greatly appreciated and to me is above and beyond my expectations. I have found the Sandler Training program of enormous worth and benefit and above all I appreciate our friendship and the time you spend as a personal business mentor.
Michael Hutchinson - Owner/Client Services; Directing Design, Inc.
I've never been a salesperson but now as a small business owner, I know I have to sell. My question was, "How do I effectively convey the enthusiasm I have for what I do to potential clients?" One of the offerings that my company provides is a systematic approach to handling financial transactions, so I know the importance of consistency. The Sandler Sales Training provides a methodical approach that answers that question and is taking the mystery out of selling.
Not incidentally, and as a bonus, the techniques taught are excellent tools for any interpersonal communications. I find as much value in that aspect of Sandler Training as in applying it directly to selling.
Thank you not only for a valuable product, but also for your guidance, support and fine example of an effective business owner.
Paula J. Geisinger - Owner; Geisinger Consulting LLC
Working with Sandler Training has done wonders for my business.
Almost immediately, I started seeing a decrease in time spent in meetings with no loss of sales at all. And soon thereafter, I began to really get organized in my sales efforts as a direct result of the training.
Sandler doesn't teach "quick fixes," but solutions that work long-term. It's made a difference in my business, definitely.
Tim Priebe - CEO & Owner, T&S Online Marketing
Insight and tips on current sales, sales management, leadership and management topics. We invite you to
comment on our posts and to pass them on to your colleagues.