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Sandler Sales Institute
Sandler’s History David H. Sandler, founder of the Sandler Sales Institute, began sales training and developing the Sandler Selling System in the late '60s and early '70s. He created an extraordinary sales training program for small and mid-sized companies, Fortune 500 corporations, and individual non-selling professionals. Sandler expanded our marketplace impact in 1983 by franchising our proprietary training programs as the Sandler Sales Institute. In 1995, David Sandler died, but his legacy lives on through the national entrepreneurial network of approximately 160 Sandler trainers and consultants who continue to deliver exceptional training to the marketplace. top For Salespeople Traditional selling techniques simply don't work anymore. Most sales prospects have heard the lines and gimmicks before. That's why the prospect can so easily control a sales call -- and destroy a salesperson's self-esteem in the process. Sandler breaks the conventional rules that make the sales process ineffective and demeaning. We teach honest, no-nonsense sales techniques that get results while preserving the sales professional's self-respect. Prospects are treated as they want to be treated: as intelligent, thinking individuals; BUT, the prospect NEVER controls anyone who masters the Sandler Selling System. top For Sales Management This program offers you comprehensive instruction and support as well as the expertise and philosophy that have made the Sandler Selling System the most powerful selling system on the market today. The three modules of this exciting program  are:
top Personal Coaching As a new Sandler franchisee, you’ll begin with an intensive, 5-day Initial Training programme. You’ll learn about the Sandler Selling System and how to deliver the material to clients, and you’ll get information on the basics of setting up your business as well as programmes Sandler has in place to jump-start your new business. Later, you’ll attend additional days of the Initial Training programme. It's been said that when you own your own franchise you are in business for yourself, but not by yourself. At Sandler we go the extra step by providing you with a personal coach to help get you off to a fast start. "Hands-On" Coaching Whether you call once a week or once a day, your coach will provide guidance and reinforcement, working with you "hands-on" in all aspects of your new business, including the best approach to take with a potential client, debriefing and critiquing sales calls and helping you identify potential clients in your marketplace. Site Visits Periodically, Home Office coaches conduct site visits in the field. They'll observe your training sessions, get a first-hand look at how you operate your business, and give you relevant feedback based on what’s going on day-to-day in your operation. Conferences The Sandler Selling System stresses reinforcement, and that philosophy is the same for our franchisees. In addition to personal coaching, the Home Office offers conferences three times a year to “train the trainers.” The conferences are packed with sessions to help you become an effective trainer and business owner. It’s your best opportunity to talk to other franchisees from around the world. top Lead Generation In the first year of your new business, you will be focusing on building your client base. To assist you in this start-up phase, the Sandler Sales Institute has developed several marketing tools and programs that are designed to assist you in lead generation. Starting a business takes time and effort. The more leads you have to call on, the greater your opportunity for success. These proven systems have been used for over 20 years to grow leads and turn them into customers. top Training and Support The International Franchise Association has identified "Lack of Support from the Parent Company" as the #1 concern from a new Franchisee. Sandler's powerful support and training mechanisms are probably the reason Sandler has enjoyed a successful relationship with its Franchisees. This same support programme is available to you. Give Someone a Fish - Feed Them for a Day. Train Someone to Fish - Feed Them for a Lifetime. The Sandler Sales Institute believes in this wise, old adage - because it really is true. That's why Sandler has many different training and support programs for its Franchisees. From the Sandler Franchise Support Console (Team Room) to unlimited personal coaching by phone to regional business development workshops, The Sandler Sales Institute wants to teach - then empower - then support its Franchisees. The more tools Sandler puts in their hands, the more that it teaches them and the more that it supports them - the more successful its Franchisees will be. Click below for information on just a few of these types of support tools that the Sandler Sales Institute has developed for its Franchisees. top Initial Training Phase I To help you get your new business started on the right foot, you will attend a 5-day training session at our corporate headquarters in Stevenson, Maryland. In addition to helping you get off to a quick start, you will meet and interact with our staff who will support you once you are in the field. You will learn how to set appointments, call on leads, and close sales. You will learn how to sell and deliver the President’s Club, the backbone of the Sandler Selling System, and develop a thorough knowledge of the programme’s theories and techniques. Phase II After your initial week of training you will return to your home and implement the things you learned. You will start calling on the leads generated by the various programmes and start selling the President’s Club. As part of this phase, you will be in frequent contact with your coach, who will be reinforcing what you learned in training and guiding you through any rough spots. Phase III The third phase in providing you with a strong start as a Sandler franchisee is Initial Training 2, which integrates our first week of training with your initial field experience. In addition, you will learn how to conduct an Executive Briefing, a two-hour presentation that demonstrates the strength and potential of the Sandler Selling System. This powerful selling tool demonstrates to your potential clients the value of our programmes. Phase III is a two-day programme that is conducted in conjunction with our training conferences, held three times each year. top Who is Ideal? In 2003 in the UK, companies and the public sector spent more than £28 billion pounds on training. More than half of this money was spent training directors, managers and sales people, with the majority of this amount spent with outside trainers. Through Sandler, you can tap this vast market - and beyond. Ask yourself if these characteristics fit you:
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