The Training Center For Sales & Business Development News
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If you think everyone is reading The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them, you might be right. This week yet another accolade came in, this time from BusinessWeek where the ultimate “how to” guidebook for inside and outside sales people hits #3 on the non-fiction bestseller list. Not bad when you consider the approximately 8,800 business books published within the year, and nearly 7 million books in print.
“What I like most about The Sandler Rules is you can read one chapter in less than ten minutes, learn the lesson, then pick up the phone or go to your meeting and get the deal – or move the relationship in exactly the right direction,” says publisher Nance Rosen. “I’ve heard from several professional sales trainers who purchased The Sandler Rules in large quantities for their sales training clients. When I ask them why the book is so successful, they typically reply it’s the simplicity and clarity of the 49 rules. Some report telling their veteran and newbie trainees, ‘If you were going to read only one sales book in your career, this is the one.’”
Power Through Reinforcement
The book is a superb introduction to Sandler Training’s philosophy, because it reveals proprietary principles previously disclosed only to the company’s private clients. Sandler Rules is also a sales bible for tens of thousands of Sandler Training clients and alumni, who endorse the company’s motto: Finding Power Through Reinforcement(R). At SandlerBlog.com, you’ll find ongoing support for putting the Sandler Rules to work for you.
One Chapter a Day
Many Sandler Training clients have scheduled reading one chapter each morning before starting work as a way to ingrain the right behaviors before they speak to their first prospects or customers. Visit SandlerRules.com to read a sample chapter. While you’re there, view the book’s table of contents to see some provocative chapter titles, including “Money Grows on Trees,” “All Prospects Lie All the Time” and “Don’t Spill Your Candy in the Lobby.”
“At a rate of reading one chapter per day, the book takes you just past Independence Day this year, which may be a metaphor for what the book can do for salespeople and their companies,” says author and Sandler Training CEO David Mattson.
The Training Center For Sales & Business Development has helped us to create systems and processes that we need to run our business effectively and profitably. My cousin and I attended the Management Cornerstones program at The Training Center to improve our management skills. Over the last 3 years, we have been sending our managers through the program and have had great results. With attending the ongoing management reinforcement programs, we recognized it was time to get our staff involved in a structured sales training program. Read More
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“The Training Center gave each member of our sales team an analysis to identify our areas of strength and weakness pertaining to sales. This opened our eyes to the fact that we definitely needed to be connected with the experts at The Training Center. We all attended the ‘QuickStart’ Sales Training sessions and then continued religiously with the ‘Open Forum’ Classes & Topical Workshops a couple times each month.”
The Training Center For Sales & Business Development recently unveiled its newly redesigned Web site with the guest in mind. The new Web site features a “Sales Training Videos” section featuring over 50 internally produced video clips from training workshops in Lafayette Hill, PA. The video clips feature the multiple trainers and range from one to five minutes in length. The videos highlight key points made in past workshops, helping to reinforce learning material for current clients as well as give others a preview into what the workshops are like. View the new site: http://www.thetrainingcenterinc.com
The Training Center’s new Calendar/Newsletter is now available online. Please click here for a .pdf file (846k) printable download. In this issue, we have a testimonial from The McMahon Automotive Group, our new clients, and upcoming sales training & management training workshops for July, August, and September 2008. Enjoy.
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Here is a excerpt from the article:
The Training Center has helped me create systems and processes that are standards in our operations. Our clients have clearly noticed this and consequently, our referrals have doubled.
I have been able to successfully add key employees to our sales and service team. Now our business has grown impressively, but our clients continually comment about our personal attention and the quality of our work.
So how did all this get started? I was lucky enough to know a contractor who was involved at The Training Center…and was smart enough to check it out. I was glad that they thought highly enough of me to get involved.
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