The Sandler Approach

In the “sales dance” between seller and prospect, you can either lead, follow or get
stepped on. Traditional selling approaches and techniques often place the sales
professional in the awkward position of responding to the prospect’s initiatives,
rather than confidently managing the sales process.

To address the problem, many sales and management consultants promote

solutions that rapidly lose their effectiveness either because today’s sophisticated
prospects simply won’t tolerate them or the approaches are not aligned with the
sales professionals existing behaviors and beliefs – a component most training and
consulting organizations fail to address.

Instead of emphasizing technique only, the Sandler Selling System fosters an

attitude of leadership. From approach to close, the Sandler client learns how to
assertively and professionally take charge of the sales process. Breaking all the
conventional rules that have made the sales process ineffective and demeaning, it
provides an entirely new road map to long lasting success by developing new and
empowering behaviors, attitudes, and sales skills; changes that are only learned
by doing and internalized over time.

Long after the excitement of a traditional sales seminar fades, when the insights
and inspiration become dampened and muddled, Sandler trainers and their clients
will continue to meet regularly for ongoing training and reinforcement – changing
their thoughts, sharpening their actions, forever improving their performance.

The Sandler Selling System is working in over 200 industries with clients typically
experiencing a minimum of 30% improvement in sales. Sandler ideas and
methods remain on the cutting edge of selling. We demand excellence in
management and sales training and insist on using state-of-the-art delivery
systems. We continue to back our superb training with the constant support
necessary to make a lasting difference.
Sandler Approach (Continued)

Coaching
Workshops
& Classes

Sales / Self
Goal Setting Management

Skills / Self Sales Templating

Awareness

Sales & Professional

Development

Sales Management Prospecting

Systemization Systemization

Advanced Strategic Sales

Communication Process / Systemization
Tactics

Problem Solving Structured

& Role Playing Self-Study

2
Sandler Success Triangle
Becoming the best Sales Professional you can be requires the same type of
training that other top professionals endure. Ongoing training and reinforcement
in the following areas is the only way.

ATTITUDE - What we ponder, and what we think about, set the course of
our life... At this very moment how do you feel about yourself, your company,
and your product? Do you have a deep sense of self-appreciation? Are your
beliefs setting you up for victory or defeat? What is your current level of
confidence and motivation? People will only perform in a manner that is
consistent with how they see themselves conceptually.

BEHAVIOR - Do you have a reason to stretch and are you stretching to

reach it? How well do you use your time? Do you have a plan in which you
have conviction? Are you willing to do the daily activities required to execute
your plan?

TECHNIQUE - When you are in front of a customer how effective are you?
Are you leading, or is your customer? Are you developing strong up-front
contracts every step of the way? Are you finding out what's really going on or
are you settling for smoke and intellectual nonsense?

You

Your Market Your Company

ATTITUDE

Success
Triangle

Goals Presence

BEHAVIOR TECHNIQUE

Actions Plans Tactics Strategy

3
The Sandler Selling System

- Communications Skills
- Increasing Comfort
- Mirroring Behavioral Style
- Selling Psychology
- Plan for Strategic
Account Management
- No Buyers Remorse
- Referral Process
- See the
- Setting Clear Agendas Future
- Creating Mutual Comfort
- Permission to Ask Questions
- Permission to
say YES or NO
- Present Only to Their
Issues & Pains
- “Proof” of ROI
- Agreement to
Move Forward
- Finding the Real Issues
or Not
- Determining the Impact of
those issues, Technically
and Emotionally
- Cost of the Issues (ROI) - A Mutual Process for
- Qualified?? - Is there Commitment
making Decisions
to Really Change?
- Buying Influences
- Willing & Able to
& Modes
Invest $$
- Qualified??
- Qualified??

4
 McDonell Consulting and Development, Inc., an authorized licensee of Sandler Training SM, is a
Maryland based premier training, development and consulting company. We focus on sales and
management training designed to increase productivity and revenue; management and business
development to strengthen the company’s infrastructure; and business owner and executive
coaching to direct and grow businesses in a focused and planned manner. Founder and President,
Chris McDonell, is a strategic and results oriented senior executive leader with over 20 years of
experience delivering measurable results in sales, management, and corporate training for some of
the world's leading financial corporations, such as Morgan Stanley, Citigroup and The Associates.

Over the course of his career, Chris has led large sales and management teams of over 150 people
to reach and surpass business goals on a continual basis; and has been assigned on many occasions
to turn around struggling operations. He has a proven track record of creating and implementing training programs that have
significantly impacted the businesses he has worked in. In addition, Chris has extensive experience presenting meaningful
training sessions nationwide to thousands of business executives and salespeople. These sessions were designed to implement
new sales strategies, improve existing sales performance, and foster leadership development in both small group and large
audience settings. Chris helped to establish national training platforms for multi-layered, decentralized organizations and led
teams to determine optimal sales, collections, human resource, operations, and leadership development training needs. He
has hands-on experience and expertise in all areas of marketing and sales, having trained and coached sales professionals,
sales managers, and senior level management of both large and small companies across the country. Chris is a dynamic
award winning public speaker.

Team Leadership and Motivation • Communication • Issue Resolution • Sales and Business Development
Start-Up Operational Development • Human Resource Management • Training/Operations • Mergers & Acquisitions
Project Management • Process Improvement • Organizational Reform • Top Line Revenue Maximization
Performance Improvement Plans • Territory Management & Account Growth Strategies • Optimal Sales Force Leadership
Career Path Development • Sales Process Templates • Accountability & Ownership vs. Blame Best
Fit Job Qualifications • Assessments • Internal & External Team Dynamics

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. Sandler Training recognizes and capitalizes on the power of
reinforcement. Understanding and implementing a complex set of human attitudes, behaviors and selling techniques is not a
“quick fix” solution that can occur simply in a one-day seminar. These are sustained changes that produce lasting results
through the use of participatory and recurring training and strategic business development programs. At Sandler, we
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. Improving the skills and work of an organization’s managers is
one of our top priorities.

Instead of emphasizing technique only, the Sandler Selling System fosters an attitude of leadership. From approach to close,
the Sandler client learns how to assertively and professionally take charge of the sales process. Breaking all the conventional
rules that have made the sales process ineffective and demeaning, it provides an entirely new road map to long lasting
success by developing new and empowering behaviors, attitudes, and sales skills; changes that are only learned by doing and
internalized over time.

The Sandler System is working in over 200 industries with clients typically experiencing a minimum of 30% improvement in
sales. Sandler ideas and methods remain on the cutting edge of selling and leadership development. We demand excellence
in management and sales training and insist on using state-of-the-art delivery systems. We continue to back our superb
training with the constant support necessary to make a lasting difference.

"....If You Think Training Your Employees & Having Them Leave Is Expensive..... Try NOT Training Them & Having
Them Stay..." ~Interviews With Presidents & Owners~