Hotcaller
Has anyone taken any sales training from the Sandler Sales System? My company is putting me through their program right now, and it seems like they say the same thing over and over again...?
9
They are all the damn same, Sandler, Meddicc, Force Management. Take what you can from it and leave the rest. There is gold in there but alot of it doesn't necessarily translate to sales today or after a pandemic.ย
Iโve done sandler and generally I liked it. That said, I find things like setting an upfront contract on price and requirements and then saying if we have a demo itโs a no or yes is kind of bullshit in practice because there are other vendors. They also have rules like โdonโt paint seagulls in the clients paintingโ to mean donโt start suggesting ideas the customer didnโt care about. I find that to sometimes be the case but other times if you actually have ideas people view you as a trusted advisor and itโs easier to close.
Agreed. Especially when you sell a product with differentiators, you have to paint those seagulls to stick out/above or separate from the rest. For those companies to exist they need a platform and do not delineate from it, and most of the stuff works. If you have an open mind you will find some gems, but a lot of it is old school ways of thinking and does not correlate to sales today, especially SaaS
Repetition is a mother of memorization
Itโs also a time suck if it isnโt beneficial information. I have numbers to hit.ย
I hear ya , was trying to be funny. Sorry bad timing for jokes. take as much as you can from it , but yea it's annoying when it's mandatoryย
Sandler has been solid for me. Take what you think is beneficial from it and personalize it. Some of their stuff is a little tacky to me, like โpattern interruptsโ.
I bet you find a few good lessons in there.ย
I bet you find a few good lessons in there.ย
I have a very contingency oriented approach to sales.ย You need to adapt your approach to your context.ย The Sandler approach is valuable in many contexts. You should learn it.ย ย I've seen it get out of hand where the objective of the approach seems to be to refuse to compete for any deal that the customer isn't just rolling over to give you.ย Sometimes the buyers process and organization are too chaotic to fit into your Sandler Sub.ย ย
Also Sandler training is done by franchised affiliates who cover a territory.ย I've met Sandler trainers who were absolutely brilliant and I've also met some that I didn't want to get to close to for fear some of whatever that was would get on me.ย
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I feel like you have to take enough sales training to be able to decide what works for you. ย Sales is a personal game and every sales person can't do it exactly the same. ย You need to figure out what works for you whether it is MH, SPIN, Challenger, Sandler or a mix of all of them. ย Take enough and you'll figure yourself out.
It's so repetitive and only works if the prospect is halfway nice and the execution is perfect. Would not suggest. However, there are pieces of it you can utilize that are great, then tailor your own sales strategy with those unique pieces and others that have worked.ย
My former company put us through it. It's ok.
Really sad to hear some of these comments... Sandler Training is all about sales psychology, discovering a sales process that works for you and your organization, demanding equal business stature, and selling in a way where both parties are discovering together.
If you want to hate your sales role less... if you want to learn a better way to prospect, a better way to qualify, have better conversations, and eventually close a higher percentage of the jobs you work on... it's a great methodology.
If you want to sell the lowest price widget, spend hours and hours "just following up" with prospects that never buy, or love having no idea what is going to close in your pipeline then you should continue doing what you do now... and hope.
If you want to have a quick 20 minute discussion about it... you can find my email on my profile here in Bravado.
If you want to hate your sales role less... if you want to learn a better way to prospect, a better way to qualify, have better conversations, and eventually close a higher percentage of the jobs you work on... it's a great methodology.
If you want to sell the lowest price widget, spend hours and hours "just following up" with prospects that never buy, or love having no idea what is going to close in your pipeline then you should continue doing what you do now... and hope.
If you want to have a quick 20 minute discussion about it... you can find my email on my profile here in Bravado.
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