Having sat through hours of counter-intuitive training, practised tools, techniques and processes time and again, one might expect someone newly-trained in Sandler to fly out of the blocks, closing everything in sight.
Sometimes that happens. One client of mine was moving from account management to sales, worked with me for just a few weeks and was almost instantly lauded as their top salesperson. She is, however, more of the exception than the rule.
So, what typically, is the effect of all that investment?
Time and again it is the same message. Those that grasp the point of “Pain then Budget and Decision” learn to disqualify prospects that could never hope to be a real client. That means the effect is not an increase in the value of their pipeline, rather a significant decrease.
The relief I hear from so many businesses that they can stop chasing after prospects! We only want to be spending our time with clients, customers who want to and will pay us for what we offer. Why do we want to spend an extra minute with a prospect who does not want to or will not pay us for our product or service?
Our role is to help both sides figure out, as quickly as possible, if they are not going to be right for us or not. That’s it. It’s obvious when put like that. But all our salesmanship is going in another direction; persuading through features and benefits. We think we should be building “pipeline”. In fact, we should only be talking to those who are going to buy.
So the immediate effects of training with Sandler is increased freedom; feedom to choose our customers, freedom to spend more time with people who value what we have to offer, freedom from endless technical proposals. Does all that “freedom” end up in more clients and more profit? Most definitely.
If you want more freedom from the tyranny of trying to close sales, maybe it would make sense to look at Sandler in a bit more detail!