Product Overview: Sandler Training
Sandler Training is a globally recognized sales training and development company that empowers sales professionals and leaders to master the craft of selling through a comprehensive and transformative approach.
What Sandler Training Does
Sandler Training focuses on a consultative selling methodology developed by David Sandler in the late 1960s. This approach shifts the sales mindset from transactional selling to building meaningful relationships, establishing trust, and providing significant value to clients. The training is designed to help salespeople act as advisors, understanding clients’ needs through strategic questions and addressing their core challenges and pain points.
Key Features and Functionality
1. Consultative Selling Approach
The Sandler method emphasizes a two-way communication process, fostering an environment of mutual respect and collaboration between the seller and the buyer. It encourages salespeople to identify and address the client’s specific needs and challenges through tools like the “Pain Funnel” and the “Sandler Submarine”.
2. Seven-Step Sales Methodology
The Sandler sales methodology is structured around seven key steps:
- Bonding and Rapport: Establishing a connection with the client.
- Up-front Contracts: Setting clear expectations.
- Pain: Identifying the client’s core issues.
- Budget: Discussing financial feasibility.
- Decision: Guiding the client towards a decision.
- Fulfillment: Ensuring the client’s needs are met.
- Post-sell: Maintaining the relationship post-sale.
3. Personalized and Experiential Learning
Sandler Training offers configurable learner journeys personalized for individual strengths and goals. The training includes experiential learning, gamification, and flexible pacing to ensure continuous engagement and development.
4. Technology-Enabled Solutions
The training integrates adaptive content and techniques to align with evolving technologies and sales enabling technologies within the organization’s revenue operations systems.
5. Ongoing Reinforcement and Application
Sandler Training provides continuous guidance and support to help sales professionals apply new skills at various stages of their careers. This includes ongoing coaching, accountability systems, and virtual and live training sessions.
6. Global Reach and Customization
With a global footprint, Sandler Training offers localized training through experienced trainers in over 30 countries. The content is customized to meet the specific requirements of large enterprises, scaling companies, and individual sales professionals.
7. Proven Efficacy
Sandler Training boasts impressive results, with 50% more salespeople hitting their quotas compared to those without the training. Additionally, 88% of salespeople report an improvement in their sales strategy, and 96% of clients recommend Sandler Training.
Benefits
- Improved Sales Performance: Enhances the ability to meet sales quotas and improve overall sales strategy.
- Relationship Building: Fosters long-term relationships with clients through a consultative approach.
- Leadership Development: Provides training and development opportunities for sales leaders and managers.
- Global Support: Offers localized and customized training solutions worldwide.
- Continuous Development: Ensures ongoing reinforcement and application of new skills through various training tools and methodologies.
By adopting Sandler Training, organizations can transform their sales processes, enhance their sales teams’ performance, and achieve sustainable business success.