see What our clients are saying about sandler sales & management training programs
Hi Andrew,
I just wanted to take the time to put in writing how impressed I am
already with the results I'm seeing from the Sandler Training System.
I'm only a few weeks into the program and I'm selling more jobs at a
higher profit based on your teachings.
You've been clear, patient and firm.
Thank you!
Sean James
Fern Ridge Landscaping
March 8, 2010
Hi Andrew,
A few years ago, I decided to invest in a website with a great web hosting company WSI in Milton Ontario. The website has been very successful generating many e-marketing leads however; I was very frustrated with my closing ratio. I would spend many hours every evening responding in great detail, to many inquiries we were getting. I was trying to sell the way I wanted to be sold explaining the features and benefits of our company, I was spinning my wheels. What was going on?
After an extensive meeting with you the light went on. My selling techniques were antiquated. I decided that after 31 years in business, I needed to go back to school and get some serious sales training. In less than 3 months with your help, my closing rate has increased by over 20% and I am far more efficient with my computer time.
Your sales approach and strategy is refreshing and current…designed for the way people do business today. The training is paying for itself in just a short time and I was surprised to see that I was not the only business person with the same frustrations.
Thank you for all your help Andrew.
Joe Loiacono
Sales Manage
Superior Window Films
February 10, 2010
Dear Andrew:
One of the deliverables we discussed when I signed up with Sandler
Training was the ongoing coaching and “mission support” I might need in
the course of my work as an M&A advisor.
Well, you have delivered! And I can only say I am very relieved that I can
count on someone as level-headed and focused as you for wise counsel on
the essentials of selling a professional service.
I recently met with the CEO of a major tech-services firm. Your advice
helped make the meeting flow efficiently and allowed us to get to the core of
the problem very quickly.
Thank you for this and all the “mission support” you have provided.
Kind regards,
Cameron Turner
Canadian Partner - CDI Global
January 26, 2010
To Andrew Wall, Sandler Training,
I joined Amazing Custom Fabricators three years ago. At that time, it was a career change for me in a new industry, as I had been a cabinet maker for 10 years. I was experienced in dealing with clients, so I was confident that this would be a good career move.
As a Customer Service Specialist I learnt a great deal about custom fabrication, dealing with people, and sales. Custom Fabrication is an industry which is vibrant, extremely fast paced, and filled with opportunity. The company I work with, immediately, enrolled me into Sandler Training in order to equip me with the tools necessary to excel in my portfolio.
Since starting at Amazing Custom Fabricators I have surpassed my employer’s expectations. I am currently, unofficially, a manager within our facility.
Sandler Training has been of tremendous value. Below, are three major lessons, from Andrew Wall, which have greatly assisted me in my current role: D.I.S.C. personality profiling, establishing bond and rapport with a client, and assessing client’s pain to determine their “felt need.”
1. D.I.S.C. personality profiling helped me to see myself, and others in a new light. First, I conducted a self examination. I am so glad to understand myself better and know how I come across to others during business meetings or on the phone. The greatest initial challenge at my job, was dealing with certain clients that seemed very pushy. I did not understand highly demanding people, who needed answers faster than I could think. (They seemed very rude to me.) Later I learned that their behavioural profile was high (D). Myself, being (I / S), initially struggled with high D personalities – they seemed to be a large portion of my business cliental. Once I learned about the behavioural style of a D personality, I no longer took their actions personally, and was able to serve them much better.
2. Bond and Rapport is a technique I use the most when dealing with purchasers or business owners. I found that through using this technique I'm able to connect with my clients on a personal level and help them become comfortable with me. After a bond is created, typical automatic defence mechanisms comes down, and the client openly explains their actual needs, their actual budget, and whatever personal effect an order may be having on their life-- in essence the “true pain.” For example, may people often forget to order components for a job and can get into trouble with their employer. Once I know how I can help them get out of trouble with their employers, I'm in a position to solve their “true pain.” I have received more orders as a result of helping people in this manner.
3. Customers buy to relieve “Pain”: THE CHEAPEST PRICE DOES NOT ALWAYS MAKE THE SALE. Initially, this concept made no sense; however, after I learned lessons from Sanlder Training, I conducted an examination of my own purchasing behaviour. Low and behold, I made several purchases, based on eliminating pain and trusting the sales person’s expertise. I said to myself, “It’s true, people pay to eliminate pain and desire professional consultation”. In fact, the largest client we have doesn't come because of offering the lowest price; rather, it’s our service and we solve their pain.
Overall Sandler Training was instrumental in my career acceleration and has made my business life exciting. Andrew Wall's teaching style allows one an ease in understanding the different aspects of the Sandler philosophy. Andrew is fun, brings life to the course and is highly encouraging.
Pedro DeDeus,
(Customer Service Specialist).
August 17, 2009
Sandler Training
Attention: Andrew Wall
Dear Andrew:
It has been over six months since we began utilizing your services for our company and we wanted to share with you our experiences and results from your training and consultations.
As Business Owners, it can be difficult and lonely making all the tough decisions we need to make. Your willingness to sit down with us to discuss, review and evaluate alternatives for these challenging decisions has been very helpful. We feel more confident managing our business as a result.
The Communications Workshop you conducted with our entire company had a tremendous impact on the team. Everybody enjoyed the workshop and left feeling better about our communication styles, learning how to more effectively speak to one another. More importantly, our two key staff independently developed an idea to take on more responsibility which has been successfully implemented!
In your Strategic Management Program, we enjoy interacting with other business owners to cover similar challenges that we face in terms of recruiting, developing and leading our staff. We leave these half day workshops feeling more empowered to better manage and lead our team to success.
Throughout the regular Sales Classes we have been learning to better qualify prospects to know who we should really focus our time and energy on. As a result, we are closing more business with a smaller time investment. Although it is still early days with our sales training, we see how applying the Sandler Selling System to our landscaping business will allow us to successfully grow our business.
Andrew, it has been a pleasure having you as our trusted advisor to assist us in the many aspects of our business. Your sessions are lively, interactive, at times entertaining and we are learning a lot of great business skills along the way.
We look forward working with you as we continue to grow and develop our business!
Sincerely,
Joanne and Brian Gallant
Owners, Cedargate Landscaping
February 3, 2009
Andrew,
As a client of yours for nearly 2 years, I thought it would be appropriate to put into writing how Sandler Training and your professional business and sales coaching has affected my business.
When we started working together in the spring of 2007, my business was nearly 1 ½ years old and was growing, but slowly. At that time I shared with you my frustration with chasing non-decision makers and wasting a lot of my time in doing so. Having a long sales career of 12 years at that time, I was finding success in closing deals but it took way too much time and energy to do so.
Working with you, I have been able to shorten my selling cycle to 2 or 3 calls at most and in some cases even 1 call. On top of this, my average first year client value has increased by 105%. In 2008, my business grew by more than 65% over 2007. This growth has enabled us to move from our home based office into a new commercial facility and despite the slowing economy, our business continues to grow thanks to your help.
Through the Management Program, Denise and I are most impressed with the recruiting process that you have taught and personally guided us through. Not only has this enabled us to find a perfect fit for our team, but it enabled us to do so in the most efficient and effective way possible - saving us countless hours of interviewing. The value of having the right person on our team without having a revolving door recruiting process has alone produced a return on investment. Now, on our second round of recruiting, we were able to sift through more than 65 applications and narrow them down to just 5 in person interviews with highly qualified individuals.
I should also mention that Denise has just enrolled in the Sales Program as well as renewed her enrolment in the Management Program and I have also enrolled in the Management Program for this year as we start to look at bringing on a sales team. This was a substantial investment for us and we know from experience that it will be well worth the money spent.
For any small business owners who are considering using the Sandler System to improve their business, I would strongly recommend your services. Our business would not be where it is today were it not for our involvement with Sandler and your help.
Sincerely,
Jason Gervais
WSI we simplify the Internet
905-864-1110
Andrew,
When I signed on with you, I knew I was in trouble, but now I had a plan, a course of action to change my selling behaviour. Hands on instruction in a class where we practiced what we were learning. This made perfect sense to me.
The first couple of months in your classes, I didn't see a change, but it was because I wasn't applying what you taught. It was the same old story I would get in front of a potential customer and be nervous and I couldn't remember. Then you said something that clicked, "If you do just this one thing you will see a difference in your closes." I decided to focus on one change at a time, I could remember that. I telephoned my next appointment and asked if he could make the decision on his own or if he needed to have anyone else there that he would need to consult. It worked, he said yes and he scheduled in his advisor. At the appointment I focused on the "Think it Over" in the upfront contract, that was all I did was add that one piece... and again it worked. I walked out of that meeting with a new customer.
So, I was bringing on 1 to 2 new customers a month, and my first goal was 3 to 5 new customers a week, the next goal was 1 a day and then 2 a day.
Two weeks ago, after 3 months of weekly classes, things started to click and I was remembering more of what I should be doing. Instead of bringing out my laptop and showing all the features and benefits, I just brought out a complied chart showing them the results of Google searches for their business and how they were not being found. I didn't even mention the features and benefits, instead I listened and asked questions. That week, I acquired 3 new customers all in one day. Last week I acquired 4 new customers again all in one day and a 5th that still asked to think it over. This morning that ‘think it over' phoned me back and became a customer.
I know the struggle's not over, I still have a LONG WAY to go in learning how to sell this way, but I went from averaging 1 or 2 a month in what I call "Life before Andrew" to 8 in 2 weeks, now that's a definite improvement!
So, "Thank you Andrew, I couldn't have done this without you!"
See you in class tomorrow!
Cindy Faria
Oakville Direct
December 7, 2007
Dear Andrew,
It has been around 10 months since I have enrolled in Sandler TrainingSM. As one of the founders of a fast growing consulting practice, I had doubts about the value of the President’s Club at the present stage of our business cycle and the investment it would entail. It wasn’t until a couple of months into the program did I really appreciate the strength of the program and the well thought-out mix of delivery and services bundled in the President’s Club. The CDs, Andrew’s consultations, team room tools, course material, and the weekly meetings all work well together to reinforce the selling system. I noticed the benefits and results to my business fairly quickly. By using a more effective approach than I was using previously, I was able to reduce the time spent on closing sales, as well as determining much earlier those opportunities that will not be successful.
My ability to qualify myself to my prospects and for me to qualify my prospects, as well as confidence in bonding and rapport, has significantly increased due to the program. That, combined with application of the 7 step sales system has enabled me to become much more efficient with prospects, greatly diminishing the time from first contact to first invoice for several new clients.
Of note, I greatly value the weekly sessions with other President’s Club members. Due to the project nature of my work, there are entire weeks where I have not been in a “sales situation”. Through class exercises, role playing, and discussion, the concepts and structure of the system are greatly reinforced.
I consider myself fortunate that I did not delay enrollment. Without a doubt, the Sandler Sales System has improved growth and profitability this year and serves as a great base of knowledge for the future. As a business owner, it is comforting to have strong confidence in your ability to generate sales as you make investment decisions for continued growth.
Regards,
Dean Morris
Phone: 416-850-1751
Fax: 416-628-8356
www.ceterisgroup.com
November 30, 2007
To Whom It May Concern:
Almost a year ago I had the good fortune of connecting with Andrew Wall from Sandler TrainingSM, which was timely for my business progression.
I was frustrated with “think it over” responses, stalls from prospects, and unpaid consulting. I wanted to expand my prospecting activities without sacrificing valuable personal time. I was not in control.
Andrew’s mannerism is super supportive, non pressure and approachable. Andrew has a philosophy of believing that no one catches on the first time, which was a huge relief to me, someone very resistant to change. The ongoing, incremental learning and weekly meetings are hugely beneficial.
Never having had formal sales training, I didn’t know it could be packaged into such a neat process, which Andrew makes so highly entertaining and easy to incorporate into ‘every-day’ aspects of my business.
I qualify more effectively, and am now spending my time more efficiently, which has increased my profitability. More importantly I feel great about the time and effort I have put into my personal growth this past year, not to mention the goals I’ve attained, all with Andrew’s continuous, tireless patient support.
I look forward to further building on a great foundation Andrew has helped me create and raising the bar further.
Thank you Andrew.
Cassandra Thompson, CFP
September 24, 2007
Dear Andrew,
It’s been a little over a year since I started with Sandler, and I thought I would drop you a quick note to share with you some of my thoughts regarding the progress that my practice has experienced over that period of time.
As you know, over that period of time, my business has experienced fundamental changes. One of those fundamental changes has been incorporating Sandler into my day-to-day business activities. As I write this little note, I am happy to say that I am on my way to tripling my revenues for this fiscal year compared to the prior one. There is more than one reason why this has happened, but I have to say that my involvement with Sandler has been instrumental in achieving this improvement in revenues, and I wish to say thank you Andrew.
I look forward to working with you over the next year as I am continuing to raise the bar in my business.
Yours Truly,
Peter Draper
Indee Wealth Management
Dear Andrew,
I wanted to take the opportunity to thank you for all that I have learned in the few shorts months that I have been enrolled in the Sandler program. Beginning with my personal assessment and then those of my team to The Presidents Club and finally the Strategic Management Program it has been a very worthwhile experience.
I look forward to even greater learning and development over the coming months as I embrace the Sandler Selling System®.
I would not hesitate to recommend you and your services to entrepreneurs and businesses.
Sincerely,
Dave Peers
State Farm Agent
Dave Peers State Farm
Dear Andrew:
Thank you for introducing Sandler TrainingSM to me and my sales team. The concepts we learned through your training opened our eyes to a new way of selling and proved quickly that some of our current techniques were outdated and limiting.
In particular the concepts of an Up Front Contract, Pain Funnel and Questioning techniques have proven to be very successful and an important ingredient in our sales process.
Not only have we been successful at acquiring new business, but we have dramatically increased the amount of business we do with our current customers.
I believe it is of utmost importance to have a sales plan and a system that all members of the sales team can follow together. I have followed other selling systems in the past and I believe the Sandler Presidents Club is among the best.
Our sales volume and margins have almost doubled since we started receiving your sales training and support. I highly recommend Andrew’s sales training, support and other services to any company looking to increase the performance and success of their sales team.
Sincerely,
Stephen Sabean
President
GO Energy
This letter of recommendation is both in reference to Andrew’s association with Haldex Limited as business associate and as a character reference to the integrity and trust Haldex as a company and I held for Andrew. Under the direction of Andrew over the past year, Andrew worked with the Haldex District Managers to bring them to a higher standard of sales professionalism and instilled a confidence level in the sales team to a very noticeable level worthy of Customers unsolicited comments. We at Haldex have been very impressed with the level of training and personal attention paid to details.
Regards,
Brian Bowerman
President / General Manger
Haldex Ltd.
525 Southgate Dr.
N1G3W6
1 800-267-9247 ext 1204 (Cell#1 519 732 2221)
Dear Andrew:
Thank you for your business development services over the past two years. Through working with yourself and implementing Sandler TrainingSM concepts our business is now staffed with stronger sales representatives and once again growing!
In particular I’ve enjoyed the varied approaches that you have used to help our staff become a more effective team. Whether it was facilitating a business plan, sales recruiting, facilitating a business mapping session or having one-on-one sales coaching sessions with my sales representatives you continue to show a passion and commitment to helping our company grow. After working with you for one year in learning and applying the more effective Sandler Selling System® one of my sales representatives increased his business by over $100,000!
Although I’ve worked through the Strategic Management Sessions of the Sandler program, I have found our one-on-one executive coaching sessions very helpful in applying these ideas to my business. Thank you for developing a service plan that worked around my hectic schedule.
Creating a stronger team takes time, dedication and effective leadership. Sandler Training’s ideas, techniques and approaches as well as your public and private training sessions reinforce these ideas. Creating a more positive business culture has allowed the business to continue growing. These services have definitely played a role in elevating our business. With confidence I will lead our company into the next generation of our family business.
Sincerely,
Richard Habsch
Owner
W.H. Lubricants Limited
To Whom It May Concern:
Over the past year I have had the opportunity to train under Andrew Wall at Sandler TrainingSM. Andrew has helped me to achieve my goals for 2005 and given me the tools I need to continue to achieve those goals in the years to come.
I joined GO Energy in 2004 and was able to meet my target that year. As with most companies, as you come to learn the business expectations go up. My sales target for 2005 was ten times my target for 2004 and I must admit I had concerns about meeting those expectations. As 2005 draws to a close I can honestly say that I am well on my way to exceeding my target and I feel Andrew’s sales training techniques played a large role in achieving this. Some of the main areas I believe Andrew helped me were:
- Increasing my closing rate
- Time management
- Developing rapport with my clients
- Cold calls
- Identifying customer needs
I would highly recommend Andrew’s training techniques to anyone for they have truly made me a professional in sales.
Creating Energy Solutions,
Rob Benninger, BSc. Agr. Business
Marketing Executive
Gas Ontario Inc.
Re. Sandler Training/Andrew Wall
I am currently enrolled in both the Sandler President’s Club and Sandler Strategic Sales Management training programs. Both programs to-date have been very rewarding in that they offer a fairly logical and easily understood process to streamline the corporate sales approach. The programs bring quick rewards to the table with specific powerful techniques that one can start to phase into their sales program in fairly short order. The programs have brought to light many flaws and inefficiencies in our previous corporate sales program that coincided with lack lustre sales. We look forward to the continued participation in the Sandler programs and revitalization of our sales process for stronger sales growth.
Two key features that help make the Sandler sales training programs work are the group participation environment and the professional sales coaching. With participants from a wide variety of industries and service organizations, the group interaction from open forum discussion to various sales techniques being tested through role-playing exercises has been a very powerful learning approach.
The sales coaching, specifically offered by Andrew Wall has been second to none. Andrew’s breadth of sales experiences and his fine personal candour have made the sales learning experience intense and at the same time very enjoyable. Andrew’s business acumen in the sales field allows him to provide very effective responses to participant questions. Andrew is eager to see participants succeed in their sales planning to the point where he will assist on specific sales issues facing participants either in or outside the classroom environment.
I fully give my endorsement behind the Sandler TrainingSM programs through the professional coaching of Andrew Wall.
David Shaw
Vice President, Consulting Services
ECNG Limited Partnership
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Testimonials
Video Testimonials
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Thank you for introducing Sandler TrainingSM to me and my sales team. The concepts we learned through your training opened our eyes to a new way of selling and proved quickly that some of our current techniques were outdated and limiting.
Not only have we been successful at acquiring new business, but we have dramatically increased the amount of business we do with our current customers.
I believe it is of utmost importance to have a sales plan and a system that all members of the sales team can follow together. I have followed other selling systems in the past and I believe the Sandler Presidents Club is among the best.
Our sales volume and margins have almost doubled since we started receiving your sales training and support. I highly recommend Andrew's sales training, support and other services to any company looking to increase the performance and success of their sales team.
