What you should know before you invest in Sales Training

1. What is the outcome you desire?: "Paid Professional Baby Sitting"; Enter"train"ment; Measurable Results
2. Three Types of People: Who is Who?: Productive / Not Trainable; Not Productive / Not Trainable; Productive or Not, but Trainable.
3. What Weaknesses have to be corrected before other training will be effective?
4. What capacity for growth do the participants have?: 10%; 200%
5. What Weaknesses have the most serious impact on the Sales Effort?: Non-Supportive Buy Cycle; Need for Approval; Inability to Control Emotions; Self Limiting Belief Collection; Discomfort Talking About Money
6. How much training will it take to resolve the issues?: How much should be Impact vs. Reinforcement Training?
7. Does training include all 3 components that are essential for sustained success?
8. Can you quantify the impact of the problems to justify the cost of the right sales development process? What will the ROI (return on investment be?)
9. For most executives, these are the symptoms, so what are the real problems?
10. What was the last item that the trainer who will be in front of your people, sold?: For how much?; Will he or she come across as an authority with recent success or someone who is no longer exposed to where they use real bullets?

In This Section

"Brad Ferguson's Sandler Training has been instrumental in helping us to put ORDERMAN©, the leading European Wireless Restaurant Ordering Solution, 'on the map' in North America. Our sales have more than doubled in 05 and we are presently encountering our best Q1 ever and certainly see the effect's of Sandler. Brad's trainings go beyond the core Sandler material and offer insightful, practical selling help, ideas and strategies. We recommend it very highly."