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Marcus Cauchi is London's first Sandler Sales Institute® licensed franchisee. CEOs, Sales Directors and Business Owners invite us in to help because they're struggling to achieve their vision for growth and profitable sales. Their salespeople give away profits because they buy into prospects' excuses for stalling and delaying decisions. They give away free consulting believing that will help advance the sale - instead prospects steal their ideas, shop their confidential pricing around town and get their favourite supplier to implement the solution ... or fix the problem in-house using the solution the saleperson gave them .... for nothing. This probably never happens in your business, does it?
Most sales training could be accurately described as SOS-DC (same old s**t - different colour). Buyers are far more educated than they used to be - and many of them can see a conventional sales approach coming from a mile away, and have already prepared and practiced their defences.In an SOS-DC world, Marcus's training stands out from the crowd. Few of us like cold calling - in large part because the balance of power between the buyer and the seller is so messed up. The caller is either so arrogant and over confident that they piss the buyer off from the get go, or so subservient to the buyer that they start off with an unrecoverable disadvantage.
Marcus's refreshingly different approach changes all that. He gives the caller the power and the authority to control the call - and make the buyer like what is happening to them in the process!
I wish I had taught them all using his approach years ago. I - and they - would not have left hundreds millions of pounds/dollars on the table.
I tried it the moment I got off the course. It works. I'm catching up with those lost millions as we speak ...
Bob Apollo, Managing Director, Inflexion-Point
"I've been in sales related jobs for a long time. Having started in 'commission only' advertising sales, sold big-ticket IT solutions, been responsible for building several business development departments from scratch AND being the type of person who is always reading and looking for the next 'tip, trick or technique' I thought I'd seen / heard pretty much every approach there was.
After less than 5 hours with Marcus I was comfortable saying he truly is a master in his field. There is a big difference between someone who is good at what they do, and someone who is great at what they do. The passion that Marcus has in his subject and his business is tangible.
After I attended 1 President's Club seminar and had 1 sales coaching session, already I'd seen/heard enough to completely review the way I sell my company's proposition. Marcus's approach will have you itching to begin cold-calling, or meeting with prospects to try the 'upfront contract' which forever banishes the problem of 'thanks for that, we'll let you know'.
If you are in any way responsible for your company's sales conversion rates, you cannot make a better investment of your time or money than to attend one of Marcus Cauchi's seminars or coaching sessions, then when you decide his material will help you, sign up and participate in Marcus' sales training programme."
James McGilvray - Managing Director, 8020 Development Ltd
"The Presidents Club" is a brilliant ongoing reinforcement sales training programme where we are able to face our greatest selling fears before being "fed to the lions." I have found it very beneficial in my selling career and my business. My closing rate has increased and my sales cycle has dramatically decreased so I am able to close better quality business faster.
I endorse "The Presidents Club" and if you are selling for a profession you can't be without the "Sandler sales system" in your toolbox. Marcus is a brilliant Ssandler sales trainer." Claude Bonte, Founder, spyda V.I.P Business Networks
Presidents Club is probably the only sales training programme you will ever need but chances are, you won't invest in it because it takes considerable commitment, it's expensive and it's tough. You will shatter your long-held beliefs about sales and sales training because Sandler™ is highly counter-intuitive, you learn how product knowledge is dangerous, how not to sell benefits; you learn how to be negative and you learn that the negative prospect is your best prospect.
I can say that it was the most unsettling training, completely 180 degrees from my 20 years of IBM Sales Training. What? You don't power dress and go in like you own the place? You don't do chit-chat to get some rapport? You don't tell them the solution? You don't act like the world expert? You don't sell on benefits? You don't try for multiple affirmations? You don't even do a Powerpoint presentation about how many awards your business has won? These are going to be short sales meetings!
After 20 minutes I was a long way from my comfort zone and wondering if this was a bad decision. By the end of the day I was still out of my comfort zone but had got used to it. I was beginning to see how and why it works. I'm beginning to understand why the old ways don't work, probably never did work.
Graham Emmett, Managing Director, www.360-Fleet-Tracking.co.uk
Perhaps you'll ask us to help you assess your current sales & marketing people and management teams. You may want help to predict who will perform well in your roles before you hire the wrong person or maybe you want to create a sales, marketing or executive hiring template for each position in your business?_________________________________________________________________________________
After attending just one of Marcus seminars on selling there has been a real change in the way we pitch for business. I've been to 2 meetings today and guess what - 2 new pieces of business! No fuss, no mess, no pressure and most important of all no wasted time.
I've already booked a place in one of Marcus selling programmes starting in February and just can't wait. What Marcus doesn't know about selling isn't worth knowing.
Walter Cruz, Co-Founder, Bosenet Ltd .... in 12 months Walter grew his business by 1200%
Marcus exudes enthusiasm & passion for what he does best. But not only that, Marcus effortlessly combines his great people and questioning skills to amply demonstrate his high level of competence in business. There is no doubt that by working with Marcus you will learn a lot and enjoy it at the same time, and that is why I shall be working very closely with him.
Simon Warman-Freed, CEO, Xploit International
I've met a great many sales people in my time. Some were terrible; some were good; some were great. However, I'm not sure I've ever met anybody with a more powerful grasp of the sales process than Marcus demonstrates. This is what Tom Peters describes as "Towering Competence". If your sales process is in a mess, or even just not performing to your expectations, look no further; dial up Marcus Cauchi, sit back and relax!
Patrick Moore, Founder, Moore Vyas
Sell More, Smash Your Targets
You know that to hit your target you and your salespeople must:
- Find and Secure NEW BUSINESS
- Increase your AVERAGE ORDER VALUE (deal size)
- Increase your AVERAGE ORDER FREQUENCY (how often customers buy)
- Cut your ATTRITION rates (losing customers)
"With Sandler Training, our business has grown by 44% in less than a year. " Thomas Fulner, Vice President/General Manager, PIP Printing, Northwest
Incorporate Marcus' ideas into your sales process and you will see the improvement. He has a great knack of gaining an immediate understanding of what is required in any selling situation. Dave Clarke , CEO, NRG Business Networks
You may recognise that fixing these 4 factors will help you achieve predictable, profitable growth, fast. Call 0845 458 1237 either now or later to learn more.The biggest reason for failure in sales is that you quit.
Buyer Empathy Kills Sales & Hurts Your Profits.You accept the buyer's excuses. You accept your buyers objections as being reasonable. You probably empathise with them because you buy in the same way they do! When you're buying you expect the salesperson to do all the hard work upfront, produce proposals, demonstrate their products or services, give you their pricing BEFORE you commit. So why wouldn't you accept this as reasonable when your prospects do it to you.
STOP! Never again get frustrated by prospects who use you to educate themselves at your expense. Never be in the position where a prospect wants you to hurry-up, do your demonstration, write your proposal .... and then they make you wait, wait, wait.
SANDLER RULE: You can't blame a prospect for doing something to you that you didn't tell them wasn't OK!
It's Your Own Fault
You, your predecessors & your competitors have been training prospects to behave in this way for years.
Does your sales process look anything like this? You introduce yourself, they say "We always like to keep up with what's going on in our market, why not show me what you've got". You meet them, you present, they ask questions and throw out objections, you handle them, you "trial close" (Would you like us to start on Monday or Tuesday? Would you like it in red or blue? Would you like the premium or economy service? Whatever fits your business......). Then they ask you for a proposal, pricing, a tweak here and there on your features or service. You work over the weekend to a tight deadline for a decision on Monday.
Then ....... nothing. Monday closes. Tuesday passes. Wednesday you begin to feel uncomfortable. Thursday you leave a message. Friday you look forward to the weekend with a cloud over your head. You worry all weekend. You leave a mesage first thing on Monday (after their Monday morning meeting). And ....... nothing. 2 weeks pass. 3 weeks and still no reply.
You get smart, you call before their secretary gets in and manage to get through. Then they tell you, thanks for your proposal, sorry for the delay "Thank you for your excellent proposal. It's a superb piece of work and I was very impressed. I've been meaning to get back to you. You wrote a great proposal, your demo was excellent and if it were up to me, I'd probably go ahead now. Unfortunately I need to get my CFO/Managing Director/ my wife/ my lawyer/ my accountant/ my business partner/ my dog to take a look at it. Let's talk in a week or so" then you hear the buzz of the disconnected tone on the phone.
Meanwhile how does this make you feel? How do you feel when you have to report in at your own sales meeting? What do you tell your boss or your peers? "We've got a good chance of winning this. They loved the demo and the product. But we need to speak to Mr Smith and my contact is going to get back to me next week."
How do you think it makes you look when you have used up all this time, you've forecast the business, you've eaten into scarce resources, you've told your boss that it can be forecast .... and then it slips by days, weeks, or even months? What about when you eventually hear that it has gone to a competitor or they stuck with their current provider (using your excellent ideas)? Feels bad doesn't it?
Speak to an expert in sales performance improvement & profit optimisation. Just call 0845 458 1237 or email Enquiry@SALTeurope.com with your contact details.