The success of our clients is what speaks volumes for us
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.”
I cannot recommend Sandler Training with Scott Sherwin highly enough. I wish I met Scott many years ago as his training and council has impacted my personal and professional life tremendously. Within the first month of training with Scott, my effectiveness and confidence at cold calling and prospecting blossomed (and I had been in sales for 15 years at that point). Over the months that followed Scott was able to help me put a formal sales process in place that continues to pay dividends.
Stephen Haschke, Business Excellence Systems, Managing Director
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.”
Sandler Sales training has remarkably helped our chief estimator push through a tough Houston market by gaining presence, customer trust, and securing work. Strategic positioning is a key factor to our success and this subject was very well taught. Not only are we now being perceived as a highly sought after company but as a threat to our competitors which the groundwork was helped by the Sandler staff. We now have shifted our new business development director into this training and are excited to see the same results.
Christopher Luberoff, Polk Mechanical Company, LLC, Houston Group Manager,
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.”
There are a number of things Sales Mastery has used to help my company. One of the biggest was teaching my people how to qualify prospects. Our past practices were terribly non-productive. We were frequently trying to sell our service to people who didn't have enough money or weren't in decision making roles. We also learned a lot about human behavior. You can't sell the same way to all people. It's helpful to quickly identify personality types and interact with that personality in a way that creates a bond of trust. My people hated coming across as the "pushy salesman." Those old high-pressure techniques lose sales and make the salesman feel like a creep. Scott's team taught us how to gain the trust of prospects. In the 8 years since we began working with Sales Mastery, we have averaged a 23% annual increase in revenue. The numbers speak for themselves.
Pat Myles, Myles Pest Services, Owner
Before I met Scott, I had no process or plan by which to operate. Scott and the Sandler program have provided a process that I have incorporated that keeps me in control. My confidence has increased dramatically and my sales have increased steadily every year. I've seen an increase of over 50% since I started training with Scott. I have since been promoted to sales manager and my Sandler training has allowed me to maintain a consistent plan for my sales team. It's a great feeling to know that everyone is approaching the sales process with the same mindset. Scott really knows his stuff and is a great instructor. My only regret is not finding him earlier in my sales career. Investing with Scott Sherwin and Sandler Training is an investment in your company's future.
Chris Linkenhoger, Divida Technologies, Sales Manager
I have been working with Scott Sherwin and SalesMastery Consultants since 2015 when I attended the course with one of my new Business Developers. Scott and his team introduced me to a new way of selling and helped me train Southern Botanical's top business developer for the last 4 years running. In 2018, we integrated Scott and the Sandler system into our culture. Now, all client-facing team members are required to complete Scott's course as part of their training. In the last 2 years, our new recurring contract sales have increased by 40% from $5M to $7.1M, and our penetration rate or add-on sales relative to that revenue has increased from 158% to 190%. Scott is a valued partner and I highly recommend him and his system to anyone looking to develop their sales team, and grow their business.
Tommy L. Silvers, SOUTHERN BOTANICAL, INC., DIRECTOR OF COMMERCIAL SERVICES