Training Methodology

We champion honest, no nonsense sales and management techniques that get results while preserving the team member's self-respect. The Sandler methodology embodies a comprehensive approach to selling, the mastery of revolutionary techniques, and an entirely new attitude toward the sales and management process. Moreover, it challenges salespeople to treat their clients the way they want to be treated: as intelligent, reasoning individuals that are empowered to sell themselves vs. being sold.

An important component for winning new business is having a common sales culture in place. Another key ingredient is the ability to form new high-level relationships and strengthen existing relationships in order to grow existing accounts into larger ones.  A strong and effective sales methodology will undoubtedly shorten the sale cycle by implementing innovative strategies in client development techniques to improve the closing rate of the individual salesperson.

Implementation of a consistent sales methodology will result in the following:

• Shortening of the selling cycle
• Creating an easier methodology for managing the sales process
• Quickly establishing needs and opportunities within the sales cycle
• Identifying quality prospects
• Selling effectively against the competition.
• Increasing the salesperson win rate. 
• Establishing strong relationships with prospects and clients quickly.

An effective selling process is one that enables the salesperson to: 1) Qualify or disqualify the prospect or business opportunity quickly and accurately; 2) Uncover the parameters of doing business early in the process; 3) Develop an understanding with the prospect as to exactly what is to happen (when, how and with whom) and then make it stick; and 4) Get a decision when a presentation is made.

To efficiently implement such a process, one must first identify the specific areas for improvement.  Then, they acquire the knowledge and understanding of what to do to identify what changes to make.  Next, they must learn how to apply that knowledge and receive feedback, reinforcement and encouragement in a supportive, collaborative based environment.  Through experiential learning in the adult learning model, participants have the ability to take the theory, customize it, and apply it to their daily lives. 

In order to fulfill organizations long-term goals, McDonell Consulting & Development must be able to, over a defined period of time, provide an on-going reinforcement-training program.  We can customize training programs and delivery platforms, enabling a blend of presentation based workshops, local or distant coaching, and web based applications.  Organizations will increase their effectiveness by training the staff in sales, management and personal development skills that can be applied, reinforced, supported and measured.

Sandler Track Record

Sandler Training has a proven track record for training management and salespeople on how to prosper in today's environment. 

• Sandler Training's 35 year history of training companies and individuals in over 200 different industries is well documented.
• Sandler methodology has demonstrated proven results in providing superior training that includes not only management behaviors and techniques, but also the importance of attitudes in successful managers.
• Entrepreneur magazine has rated us the number one management training company in the United States the past 5 years running.
• Sandler Training has been the sales training and management consulting choice for companies in a wide variety of industries ranging from small development and service companies to global Fortune 500 companies.
• Sandler Training's network of over 220 authorized trainers and business owners across the globe has successfully completed consulting and training projects ranging in size from complex video-based training and customer performance support systems to individual and personalized coaching and mentoring from entry-level to professionally established executive management personnel.
• We realize that salespeople are not likely to consistently implement a particular selling strategy or tactic, regardless of how effective it may be, unless it is part of an overall behavioral plan. And, they are not likely to implement a plan unless it is supported by the appropriate attitude and outlook. Sandler Training addresses all three areas necessary for success--attitude, behavior and technique.

McDonell Consulting & Development, Inc.  (‘MCDI')

Chris McDonell, President of MCDI,  is a strategic and results oriented senior executive leader with over 18 years of experience delivering measurable results in sales, management, and corporate training.   

Chris has lived and worked around the country for some of the world's leading financial corporations, such as Morgan Stanley, Citigroup, and The Associates.  Chris has extensive experience presenting  meaningful training sessions nationwide to thousands of business executives and salespeople. 

MCDI is a company that is uniquely qualified to help all businesses, on local, regional and national levels, to identify and implement successful sales tactics, from prospecting to closing the sale & customer retention.  We are able to develop innovative solutions for management that will improve team leadership and motivation, create accountability, resolve conflicts and foster a positive work environment.

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