I am a huge believer in the value of sales training. Lousy salespeople hurt our economy and are responsible for their clients missing opportunities due to their own incompetence. As you know, top producers outsell all others by wide margins. Becoming good in sales in my early twenties allowed me to start a business at age 29 that sold $3M last year and should $4M to $6M this year.

Having 30 years in sales, I had hundreds of hours listening to tapes of Zig Ziglar, Tom Hopkins, etc… along with seminars that cost up to $5,000 each.  I can tell you that the Sandler/Lushin training is far more effective than all the other techniques and is impossible to forget once you do it.

Everyone really prefers feeling honest about what they do instead of being slick and manipulative to make a sale.  The Sandler approach gives you that immediately.  Instead of intense thinking, listening, and pitching your guts out as soon as you sense an opening, you let the most desirable and productive process happen.  Sandler helps you cut the crap in the first two minutes of a meeting or phone call.  Instead of a stupid game of cat and mouse and distrust, you just naturally work together with your prospect to see if you can help them.

Our company quickly got the essence of Sandler which is the attitude that you don’t have to push.  Every day someone at EMS mentions how they “Lushin’d someone”….meaning they quickly changed the direction of some sales interaction.  That alone made us far more effective.  If we attend more classes to become proficient in more techniques, we’ll get better still.