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Our sales staff is composed primarily of engineers. Darrell quickly discovered that we prepared too many expensive proposals, therby becoming unpaid consultants. This caused our salespeople to lose control of the selling process, and be boxed in by prospects. As a result of our Sandler training, customer requests for proposals are now fielded differently. Sandler active listening and questioning techniques, and confirming our expectations with our prospects have helped our staff stay focused on our primary goals. We reduced the number of published proposals and saved approximately 20% of our annual proposal cost. Prospects return more of our proposal follow-up calls with less inclination to hide from us. Our sales level results show a 21.9% increase over the sales goal we had set for this year. Thanks to Darrell, we are making progress towards improving our close ratio and making more effective use of our sales staff.

Thomas Acheson National Sales Manager Dynamic Air, Inc.