In our clients' own words
The success of our clients is what speaks volumes for us
Revenue cycle enhancement and business partner
Credit Systems of the Fox Valley, Inc
I was promoted to a new position in the company where I work in 2015. I was to become the one and only salesperson for our company, and, although, I had run my own business for 20 years, this type of sales was something I have never done before in my life. .
The company was in jeopardy of losing its largest client, so it was my job to secure a new client that could absorb the loss we might sustain. No stress here right? I blinked back tears every time a prospect hung up on me. I saw myself as the plaid clad car guy or the pesky sales person that would chase me around my business. One day, my employer saw a workshop opportunity in an email from the chamber and asked if I would be interested in attending. Eric told me I was welcome to join the free workshop, but I would need to contribute my stories. After the first workshop, I was invited to attend a second and that was the “Ah-Ha” moment that I needed. I asked my employer to sign me up.
Eric worked tireless with me teaching me how important it is to be confident and strong to make the dreaded cold call. Once the deer-in-headlights finally crossed the proverbial street, Eric then started teaching me the psychology of sales. I would have never thought about mirroring a prospect, walking into a meeting with no material, asking for a referral, looking at a sales encounter from the perspective of a buyer or suggesting that maybe my company wouldn’t be a good fit for the prospect! The sales process is amazing when you know the Sandler way!
Eric and Jim never coddled me or told me that “everything was going to be fine”. They told me that sales; true and effective sales, is hard and takes time. They never ceased to challenge my “beliefs” and showed me how destructive “head trash” can be. I enjoyed my class time, and continue to enjoy the times when I get invited back for a refresher session.
I would stack the Sandler training that I received from Jim and Eric against any other sales training product out there, and I would strongly recommend their instruction to anyone new to the sales industry. The difference in my confidence and effectiveness is amazing!
I still cannot believe that in one year’s time, I have brought on 43 new business partners to our company. It seemed so simple!
Samuel Hoff, Executive Vice President of Sales and Marketing for Patti Engineering, talks about how his company’s sales more than doubled after Sandler sales training. “In 2007, we were a bunch of really good engineers and really bad salespeople; now we’re the same good engineers but we’re a lot smarter about the sales process.” In 2007 the company did a little less than $3 million in business and spent $1.10 for every dollar it made. Last year it did $7.5 million in business and spent 88¢ for every dollar it made. “My personal income is seven times what it was in 2007,” says Hoff. “That’s living proof of the success of Sandler.”
Health o meter
Ken Harris is Vice President of Sales and Marketing for Health o meter, which manufactures devices for the medical community. He describes his history with Sandler, which spans 15 years and four companies. “Sandler is the one process I’ve seen that puts customer behaviors and salespeople behaviors together to help the customer in a way that ends up helping the company.” Harris uses a sports analogy to describe the impact of a great system, whether in college sports or sales training: “In a college team, turnover is every four years by definition, yet dynasties exist because they have good systems. Sales is also a skill set that needs to be constantly honed and, for me, Sandler is the only method that provides that level of consistent and intimate training.”
Industry: Financial Planning
Roy Cook, who works with Merrill Lynch to help clients strategize their retirement plans, explains his mindset when he started Sandler training. “When I was introduced to Sandler I didn’t think I had any problems,” he says. He did have problems, though, including the lack of a systematic approach to generating new business. “Sandler has a very logical, very cerebral approach to sales. I saw more than 20 percent growth in my business year after year. Some of that I attribute to the market, but a lot of it I attribute to the Sandler process, with me implementing it and working more efficiently.”