Sandler's Professional Advantage
A Systematic Approach To Client Development
What's a word many professionals try to avoid? - "Sell"
"Sell" is not a negative word, especially if you're a professional working to build a thriving client base. Sandler offers a program specially designed for attorneys, engineers, accountants, architects and other professionals who have to sell themselves, their ideas and services. Sandler’s Professional Advantage demonstrates that selling is an accepted and necessary part of today's competitive marketplace.
The program combines interactive, participatory classroom training, follow-up reinforcement, and a workbook and CD set that you can refer back to when you need a refresher. Learn to take control without offending, avoid unpaid consulting, become more comfortable addressing money issues, and develop other skills and knowledge that will make you a successful selling professional.
"From my public seminars I use for prospecting I was bringing in 80% to 90% for appointments. However, my closing the business was dismal. I was focused on what 'I' could provide the prospect instead of asking what the prospect really was looking for. After only a few classes with Brad Massey and the Sandler Sales System, I started the process from 'up front contracts' to really discovering the 'pain' the client wanted first to tell someone like me and then have someone like me fix that which was causing the pain. The best closing statement I have ever heard in my 23 years as a Financial Planner is simply 'what do you want me to do about it?' after going through the stage of discovering the 'pain.' My closing ratio has jumped three fold easily. I could go on with more, but you need to experience it yourself to believe the benefits."
Christian L. Webb, President, LPL Financial Services