Recommended Courses
Since many BusNet members are independent consultants, we would like to take this opportunity to draw your attention to our first recommended course: Sandler Training's Professional Advantage.
Sandler will run a course specifically for Business Consultants from early February to the end of March. This will enable you to focus on the key selling areas that are particularly important for your business delvelopment. Learn how "the buyer's system" operates, and how to avoid unpaid consulting.
Sandler's training centre in Morges are offering free Exective Briefing sessions on Thursday 14th [sold out] and Tuesday 19th January [places available].
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BusNet recommendation
Now that we are getting back into the flow of work, and wondering what fortunes 2010 will bring, I would like to recommend a course that could make a difference to the year's profitability.
Based on my own case, I see myself as a management consultant first, and a deal-maker a distant second. The only trouble is that without the deal-making, there can be no new engagements, and that means lower-esteem and lower revenues. How gloomy!
The thing is, I've shelled out thousands on getting a good MBA (even after the much appreciated scholarship, thank you Ryoichi Sasakawa) and I'm continuously improving my consulting and problem-solving skills. But I have invested less on my selling skills than I have on maintaining my car.
So that leaves me on the sidelines. I feel like I'm watching a board game, with others charging ahead while I'm the only one who has yet to throw a double six to start.
If this matches your experience, perhaps you want to take a leaf out of the books of Sandler Training - a world leader in sales management training. Their methods have been developed to bring lasting sales performance...which sounds like a vastly better game-plan than mine!
To introduce you to their Professional Advantage programme, Sandler Training is offering Executive Briefings for independent consultants. You have the choice of Thursday 14th January [sold out] or Tuesday 19th January [places available]. Each briefing takes place from 6pm to 8pm in Morges. View the venue on a map
These Executive Briefings are free, however places are limited so please register.
Sandler's Professional Advantage
Professional Advantage provides a systematic approach to client development.Selling is a necessary skill in today's competitive marketplace. This course is specifically designed to address the attitudes and behaviours essential to productive business development. It will help you develop a sales awareness, without the stereotypical salesperson image, by showing you how to:
- Sell yourself and your ideas
- Conduct presentations that permit the client to say "yes" without pressure from you
- Help your organisation develop a larger client base
- Learn why people really buy
Download the brochure
View the programme modules
Register for their free executive briefing
Book: The Sandler Rules
This book distills the essentials of the Sandler selling system into 49 unforgettable rules, which are frank, sometimes fun and always easy to put to use. Develop your real world tactics for successful prospecting, qualifying, deal-making, closing and referral generation.
Sandler's system is a complete reversal of traditional selling methods. I no longer 'sell', rather the prospect buys. No more do I give away all my information or make such long presentations 'for free'. There is no pressure, no 'handling objections', and no think-it-overs. I know that sounds wierd, but it is by far the most ingenious selling system I've seen. I will never, ever go back to those traditional selling methods that led me to burn out. K. Maddis, review on Amazon
This is the lean process of sales - it really cuts the waste out of selling time and energy!
[Source: Blain Tiffany, President Castle Metals Plate]
Download two sample chapters.
Visit their web page
Order your own copy
About Sandler Training
Sandler Training is a world leader in innovative sales and sales management training. For more than 40 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.
Their training is designed to create lasting “performance improvement” rather than the motivational “quick fix” typical of many seminar-based training programs. To help you accomplish your goals, Sandler provides “reinforcement training,” a system that combines quality materials along with access to ongoing training workshops and individual coaching sessions. Through their local training centre in Morges, they provide continuing face-to-face support and reinforcement of one of the world’s most successful selling systems.
Sandler understand that business success is directly related to the effectiveness of upper- and mid-level managers within an organization. Sandler’s management solutions help managers at all levels become more effective communicators, better mentors and coaches, and competent managers of change.
Sandler Training opened the first office in Switzerland in Morges in August 2009, check their website.