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About us
There's no point even considering working with Sandler unless you are open to doing things radically differently; you need to be committed to fixing your leadership, sales & sales management problems forever; and you're ready to take direction and accept help.
We pull no punches. No one pays us to be nice. We deliver real results and stop the problems you face with your selling and sales management FOREVER.
If you want to make printers rich, carry on sending out your information. If you want to waste perfectly good enquiries, make sure your website tells them all about your features and benefits. If you want to give away the sale to a competitor ... answer your prospects questions in detail, write proposals, get involved in bids and tenders without qualifying if you can win first.
WARNING: If you are easily offended by directness, salty language and would prefer to keep deluding yourself by fighting for your old excuses, go to our competition. Most people fear facing the cold, hard, ugly truth. Our job is to get you to look into the Abyss, face facts and fix yourself, your head-trash and your old bad habits.
How to make your sales and selling easier to win more customers
You don't differentiate in what you sell; you differentiate in how you sell it.
Life is too short to waste it pitching for business with people who are never going to buy. It's too precious to spend chasing people who are avoiding you, giving you the run around, using your proposal to get the same solution cheaper from one of your competitors, or using your price or better service to beat up their current supplier, isn't it?
Buyers lie to your salespeople all the time, not because they're bad people but because they don't trust salespeople. Then they try to get the salesperson to give their solution away for free by asking lots of questions and encouraging free consulting. Then, just when the salesperson thinks they're ready to buy and trial closes, they hit them with objections, excuses, smokescreens and stalls. Once the salesperson has handled the buyers' objections, they have no where to go other than to ask for a proposal and once again manage to avoid making the decision to buy because the salesperson now goes away, writes up a proposal and on average has to spend 6+ attempts just to get through to the prospect, who by now has gone cold.
IMPORTANT WARNING: Unless you are closing 100% of the proposals you write and send to prospects YOU ARE DOING IT WRONG! Yes, I did say 100%. Come along to our next Directors' Briefing for Owners, Directors and CEOs
http://eepurl.com/bC2dyD. It's FREE but you will leave asking yourself some of the toughest questions of your career!
Wrong Hires Are the Single Highest Hidden Cost in Any Business; Wrong Hires in Sales Kill Businesses
Q: What do you call a conversation between two adults where both sides are lying through their teeth?
A: A job interview
The one thing any salesperson can do reasonably well is sell themselves ... even if that was the last sale they'll make for you until you fire them!
Have you ever interviewed a salesperson who sounded like they were James Bond, but the minute they were on your payroll, they developed an allergy to the phone, became champion blamers and excuse makers, and behaved more like Mr Bean.
I bet you recruited them for their excellent skills, relevant experience and historical results, didn't you?
Why is that a big mistake? Because those tell you that "Fred" used to be good until he posted you his CV. It doesn't tell you if Fred will be good in your job, nor if he was lucky or if he was being carried in his previous role, or he was working an easy territory with lots of cash cow customers?
Learn how to identify the leading indicators (predictors of success) in the role you are hiring for. Discover how to spot the difference between those who could but won't and those who can and will succeed. Spot false positive hires (Mr Bean in Bond's tuxedo), get to the truth behind every candidate.
Email: scauchi@sandler.com to find out about our next "Hiring Bond not Bean" bootcamp or to discuss us training your managers on how to hire predictively and accurately.
A Salesperson Who Can't Prospect Can Never Be Any More Than An Order Taker
Our clients get past 80% of gatekeepers on the first call. 96% of the decision makers they speak to, invite them to explain why they're calling. 75% of them want to talk beyond the elevator pitch. And our clients get up to 80% call backs from voicemails.
With stats like that do you really believe cold calling is dead?
In all my 27 years of selling I have never had to queue to make a cold call. Most salespeople would rather have their wisdom teeth pulled than make cold calls. they avoid them. They make excuses for not making them. They say they don't work, and given the way most of them make cold calls, I'm not surprised.
Email: Scauchi@sandler.com to find out when our next Cold Call Bootcamp is being held and book places for all your team.