Sandler Training

What you should know before you invest in Sales Training

1. What is the outcome you desire?

"Paid Professional Baby Sitting"

Enter"train"ment

Measurable Results

2. Three Types of People: Who is Who?

Productive / Not Trainable

Not Productive / Not Trainable

Productive or Not, but Trainable.

3. What Weaknesses have to be corrected before other training will be effective?

4. What capacity for growth do the participants have?

10%

200%

5. What Weaknesses have the most serious impact on the Sales Effort?

Non-Supportive Buy Cycle

Need for Approval

Inability to Control Emotions

Self Limiting Belief Collection

Discomfort Talking About Money

6. How much training will it take to resolve the issues?

How much should be Impact vs. Reinforcement Training?

7. Does training include all 3 components that are essential for sustained success?

8. Can you quantify the impact of the problems to justify the cost of the right sales development process? What will the ROI (return on investment be?)

9. For most executives, these are the symptoms, so what are the real problems?

10. What was the last item that the trainer who will be in front of your people, sold?

For how much?

Will he or she come across as an authority with recent success or someone who is no longer exposed to where they use real bullets?