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On behalf of Sandler Training, our thoughts are with our clients and their families and businesses impacted by COVID-19. We are committed to working with you to help you and your business through these extraordinary times. Sandler is open but operating remotely in accordance with recommendations by the CDC to do our part to hopefully help ‘flatten the curve’ of the spread of the virus. We’re here for you and our community. Please don’t hesitate to call or email us to talk through your concerns. Best wishes for the health and safety of your families, teams, and clients.
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Sales Concepts, Inc. | Westlake, OH
 

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Dana Allender

SUN MANAGEMENT & CONSULTING

“ People don’t really care about what I do. They care about whether or not I understand what it is they do and what they need.”


Before training with Sales Concepts, I would rush in and talk about all the great things I could do, and about all the things my company offered. Then the prospect would ask for contact information and the phone would go silent. Now I spend a lot more time learning what prospects want to accomplish. I have more control of the sales process and control over the flow of information. The process is more professional, much more strategic. The first time I put my training into practice was on a call with a new prospect — an important, globally known apparel company. In the past I would have talked about myself and my company, but after going through The Right Track course, I decided to do things differently. I decided to see how long I could go without answering a single question about my company. We were 47 minutes into an hour-long call before I really spoke about myself and they were already gushing about how helpful the call had been. Perhaps the most important thing I learned is this: people don’t care about what it is I do, they only care about whether or not I understand what it is they do and what they need.