"I have been in sales for 30 years. I taught sales in the real estate industry and even authored a sales course for Mission College in Santa Clara, CA. So every time I heard about “Sandler” I was sure it could do nothing for me. But my partner needed sales training and so we met with Michael Luckman and both decided to try Sandler.

Well, I’m here to tell you that the Sandler system is the best I’ve ever encountered. It is incomparable. It is a system covering far more than just sales techniques. But the best part of my Sandler training is my trainer Michael Luckman. He’s my coach and my mentor, dedicated to my success.

I just wish I hadn’t been so pig headed and had taken Sandler years ago."

Carol J. Rose, CR
President
Trojan Remodeling & Design, Inc.

Dear Michael:

It’s a new year, and I want to thank you. Our company has participated in your President’s Club training class for just over a year now and the results have been amazing. While many things contributed to our turn-around over the last hard years, your company, Achievex, was responsible for getting our sales force performing. In fact, if it weren’t for the sales training we received from Achievex, I sincerely doubt that we would still be in business.

Since enrolling in the training program our business is running a four-fold increase over what we did previously – and still continues to grow as we put more and more of what we learned into action. Thank you.

Most Sincerely,

Ed Correia
President
Sagacent Technologies, Inc.

Dear Michael:

I am writing to express my sincere thanks for your training and coaching over the last year. You have helped me in so many ways that it is hard to know where to begin. One of the most significant areas is that I have learned how to stop telling and start listening. As an engineer from a family of talkers, I must admit that before the Sandler training, I was only too anxious to tell everybody about how they just had to have my services. Of course I still have a long way to go, but now that I’ve been through your class, I am much more likely to ask questions and then listen. It is amazing what I’ve learned by simply shutting up and listening!

One of the particularly interesting things about your training is how I have been able to apply what I’ve learned in other areas, situations outside the normal selling process. For example, your coaching on how to respond to questions has been extremely helpful. As part of my work, I am often in situations where I am asked questions during presentations. Now I am much more able to listen carefully, ask for details in order to get the question clarified, and then to respond appropriately. Often the person isn’t even asking a question, something I was never aware of before because I was too busy talking myself. Before your class and coaching, I think I was often responding before the person even had a chance to finish speaking.

The Sandler approach has also really helped me clarify how to set up my business. “No pain, no sale!” By thinking in terms of the prospects’ pain, rather than my features and benefits, I have been able to create more customer-focused solutions. That is clearly better for everyone involved. After all, if I’m not helping them solve a problem, why should they bother with me? Before your course, I was much more concerned about what I was selling rather than the problems that the prospects might have.

I could go on and on, but I think I’ll stop at this point. I should add that the bad thing about “graduating” from your class is that I don’t see you regularly any more. I must say that I always really looked forward to your classes and your encouraging words week after week. Thank you again for everything.

Sincerely,

Mark Green
President
Data Strategy

"The business climate in the mid to late 1990s made it easy for anybody entering the field of sales to strut their stuff. The economy was hot and most, if not all industries loved to buy. Then the spigot was turned off in 2000. Sure we were selling in the 90s. We worked hard to get orders. That's what I thought. We knew all the steps. Sell high in the organization, get to the decision maker, find budget, skillfully present your offering and differentiators and then close. Ask for the order.

By 2002 we were frustrated and had to admit to ourselves that since our sales reps weren't writing up business left right and center and also weren't face to face in front of several new prospects on a daily basis that maybe we had lost the art of selling and were instead merely competing throughout the 90s all along. Just maybe our sales team never had to fight for "new" business in years. Sure, there was the occasional, regular or even constant squabble with competitors, but did we have to create a market? Did we have to make the customer realize that he even had a problem worth solving?

We needed a change in the way we worked to get business and needed this to be a repeatable method. There are a dozen methodologies out there that each have many merits. However, we were frustrated that all the sales training programs we looked at didn't enforce long term, systematic change. We fretted about how to not just be book smart, but truly apply "sales" knowledge every day. After all, how many sales reps did we know that are writing up business consistently in 2002/2003. It was one thing to implement a selling process and methodology, but an entirely different challenge to bring about lasting and consistent behavioral change with measurable dollar results. Much more than process we needed to improve a sales person's capabilities. Capabilities that included winning business with prospects that didn't know they had a problem in the first place.

Beyond training, we also planned to hire. Since most sales people interview reasonably well we were challenged with selecting candidates that could actually produce. Not by sheer luck, but with skill. Michael Luckman contacted us and explored our issues with us. He wasn't selling us on a wiz bang seminar, but helped us discover what we needed. We realized that the way Michael sold was the way we ourselves wanted to develop new business. Having worked with Michael now for several months we have come to realize that the way we sell alone can differentiate us significantly. Weekly training helped us reinforce behavior and ingrain techniques that are applied and refined as we apply learned knowledge to our daily sales activities. We didn't just learn a new programming language, we actually began to understand what makes a processor work and how the bits and bites interrelated to form commands, routines and applications.

We also stopped looking at candidate's resumes for new hires. The extensive Sandler course work that Michael teaches is a most valuable toolset. The active discussions with fellow sales professionals, weekly role playing, advice on active sales situations and situational explanations allowed us to immediately put knowledge to work. What Michael teaches is not a quick fix bandaid to a serious tumor, but sophisticated chemo therapy. His training let us regain long term health and a regimented life style that enables us to run marathons, again."

Alex Hammer
VP Business Development
MJM Technologies, Inc.

"I've been through many sales programs that mostly taught techniques. In many cases all I learned was to use gimmicks. Sandler goes beyond that. By managing my behavior and using the Sandler techniques, I'm having a career year and having fun. Michael Luckman has been an excellent trainer and coach. The hardest part of Sandler, for me, is to let go of stubborn habits and ask Michael for help. But, we're getting there. Thanks Michael! See you at the top!"

Marty Desmond
President
Advantaquest

"At the beginning of this year I joined the Sandler Sales Training program. The program takes you through the whole sales process, from prospecting to closing the sale. In the last six months I’ve seen my sales volume double. I’ve won quarterly sales contests at work and am on track to qualify for the “Leader’s Conference” held by my company for individuals who have surpassed their requirements for the year. I have the Sandler System and my trainer Michael Luckman to thank for my achievements."

Dean Trinh
Financial Services Professional
Mass Mutual Financial Group

"I have been able to consistently take what used to be a 6-8 month sales cycle and bring it to a decision in 2-3 months. The bottom line is that I've never enjoyed selling more. It has made my career even more enjoyable."

Pam O'Neill
Regional Sales Manager
ADP

"As a top producer at Nationwide Insurance, I have been exposed to dozens of training programs. The Sandler Selling System is the most practical and certainly the most effective of all the training material I have used over the years. I have saved thousands of man-hours and increased my income tremendously using the Sandler Selling System."

J. Phillips
Nationwide Insurance