© 2011 Sandler Training. All rights reserved.

Delivering Uncommon

Results!

© 2011 Sandler Training. All rights reserved.

Principles for Successful Training

Simplicity

• Increases Adoption Rates & Application in the Field

Customization

• Personalized World

• Relevance

Sustainability

• Avoid Flavor of the month

• Leverage and Protect Investment in Training

Consistency

• Content

• Facilitation

© 2011 Sandler Training. All rights reserved.

Sandler Training Is…

o The recognized global leader in corporate training and development

o A proven sales, sales management, leadership, and strategic customer

care process and methodology

o An innovative and forward thinking progress company with more than

40 years of demonstrated growth

o A unique sales process that gives sales people and sales managers

control of the buying and selling process

o A company that embraces technology and blends instructor led

classroom training with reinforcement and sustainable adult learning

methodologies

o About performance improvement rather than motivational quick fixes

Sandler has been awarded the #1 ranking for training

programs in Entrepreneur Magazine’s “Franchise 500”

nine times since 1994, the most recent being for 2010.

© 2011 Sandler Training. All rights reserved.

Core Competencies

CONSULTING

• Strategic & Tactical Planning Sessions

• Auditing and Editing Existing Content & Training Programs

• Complete On-Boarding Programs

• Assessments

TRAINING

• Sales

• Sales Management

• Leadership

• Customer Care

• Keynotes/Breakout Sessions

• Systems Process and Implementation

REINFORCEMENT

• Online Tools

• Conference Calls

• Webinars

• Podcasts

• Audio/Video

• Access to 250 Training Centers

• Individual & Team Coaching

© 2011 Sandler Training. All rights reserved.

Behavior Attitude Technique

ATTITUDE is at the top because it

drives performance. People will

only perform in their role as they

see themselves conceptually.

BEHAVIOR is what translates

positive thoughts to actions.

People have to know what proper

behavior is and demonstrate it in

their roles.

TECHNIQUE is what will make

your company’s leaders more

effective when they are in front of

clients. Technique training alone

will not take you to the top. We

believe in helping the manager

understand the balance of

attitude, behavior, and technique

and its long-term effect.

Sandler not only

provides the initial and

advanced strategies

and tactics needed to

succeed, but our

training also includes

the attitudes and

behaviors necessary to

reach the highest levels

of success, both

personally and

professionally. We call

this the Success

Triangle.

Attitude

Behavior

BAT

Technique

© 2011 Sandler Training. All rights reserved.

MANAGEMENT SALES PERSONAL DEVELOPMENT

Recruiting, Interviewing, & Hiring

Understanding Your People

Communication Skills

Managing Behavior

Leadership Skills: Supervising

Coaching, Mentoring, and Training

Performance Evaluation & Managing

Turnover

Conflict Management

Setting the Course

Setting Goals

Managing Organizational Change

Staging Effective Meetings

Account Management

Territory Management

Account Planning/Servicing

Sales Templating

Managing a Proposal Process

Debriefing Strategies

Team Selling

Selling to Groups

Partnering

Customer Relations

Trust, Loyalty, and Growth

Creating Change

Time Allocation and Management

Establishing Relationships

Setting Clear Call Expectations

Identifying Client/Prospect Need(s)

Uncovering Budget

Identifying the Decision Making Process

Presentation Skills

Preventing Buyer’s Remorse

Good questioning Strategies (Reversing)

Identifying Company Process and Culture

(Gate Selling)

Using Product Knowledge Effectively

Effective Telephone Prospecting Strategies

Major Account Development

Relationship Management

Negotiating Effectively

Running Effective Meetings

Obtaining Referrals

Conducting One-on-One Meetings

Conducting Brain-Storming Sessions

Time Management

Handling Objections

Setting Goals – Becoming a Self Starter

Moving Goals into Action

Identity/Role Differentiation

Personal Accountability

Identifying and Improving Behaviors,

Attitudes and Techniques to Ensure Success

Effective communication Skills

Dealing with Difficult People

Learning Styles

Setting Vision

Strategic Planning

Succession Planning

Dealing with Adversity

Public Speaking Skills

Understanding Financials

Mind Mapping Ideas

Breaking the Success Barrier

How to Spot and Stop Procrastination

Breaking Out of Your Comfort Zone

Dealing with Rejection

On-Boarding for a New Career

Interviewing Skills

Overview of Sandler

Training Topics

© 2011 Sandler Training. All rights reserved.

The Sandler Process

Discovery Design Facilitation Reinforcement

• Assessments

• GAP Analysis

• “Day in the Life”

• Interviews

• Ride-A-Long

• Observations and

Recommendations

• Program

• Identify Facilitators

• Work Book

• Playbooks

• Cookbook

• Reinforcement

Modalities

• Instructor Led Training

• Coaching

• Blended Learning

• Facilitation of

Conference Calls

•Facilitation of Coaching

• Sandler Online

• E-Tactics

• Coaching

• Toolkits

• Meetings-In-s-Box

• Audio/Video

•Text Books

• Access to 250 Training

Centers