Rating Scale:

***** (5-Star): "Excellent Opportunity"
**** (4-Star): "Good Opportunity"
*** (3-Star): "Average Opportunity"
** (2-Star): "Below Average Opportunity"
* (1-Star): "Poor Opportunity"

Company:

Sandler Sales Institute

Centercourt Rating:

***** (5-Star)

Business Type:

Franchise

Description:

Sales and Sales Management Training.

Mailing Address:

Sandler Systems, Inc.
10411 Stevenson Road
Stevenson, MD 21153

Telephone:

800-669-3537

Fax:

410-358-7858

Web Site:

www.sandler.com

Direct Link Topics:

Program Summary
Program History
Franchise Components
Rating Summary

Program Summary:

The vision of the Sandler Sales Institute is to be the largest and most effective sales and sales management training organization in North America. We are well on our way with more than 160 certified trainers across North America. The Sandler Sales Institute Difference provides its customers with much more than motivational "quick fix" seminars. The Sandler team agrees with the psychological studies that prove that memory fades very quickly. Even during the most inspiring seminars and immediately afterwards, participants "feel good" and plan to put into action the ideas they just heard. But 48 hours later, most people can only remember a few one-liners and power phrases. As a result, no permanent change takes place in their performance.

There is a world of difference between these so-called "quick fix" training programs and the reinforcement training provided by the Sandler Sales Institute. Effective training takes place with repetition. Effective training demands reinforcement. Reinforcement training takes time - certainly more than one or two days! It also requires committed trainers and coaches to help people make significant changes in their lives. This is part of the Sandler works(TM) difference.

We take a very active role in the training arena by:

• Combining continuity of product with evolution and innovation in development and delivery.
• Growing our company in partnership with our franchisees - we believe that their success and our success should be mutual goals.
• Inspiring in the entire team a sense of pride, a passion for success, and dedication to win/win solutions.
• Demonstrating our high ethical standards in all our actions.
• We build and promote brand awareness and value for the Sandler Selling System and its franchisee network of trainers.

The Sandler works(TM) difference is what puts us a step ahead of the competition and keeps us striving for your success.

Since a number of territories are now closed, the company is restricting growth to about 20 new franchisees for the year of 1999. Those selected will receive initial training on how to operate and manage their business and receive extensive ongoing support from their assigned Personal Coach, who is available to the franchisee as many times a day as needed. This is another unique approach in the training business initiated by the Sandler team. While the company provides experienced assistance and advice on a day to day basis, individual business decisions are made by the franchisees.

The Sandler Selling System will provide honest, no-nonsense sales techniques that get results through their different sales training programs that include:

The President Club which provides on-going training and reinforcement in Sandler Training Centers throughout the United States and Canada.

Sales Strategies for Non-Selling Professionals offers a proven approach to practice development. The course combines interactive, hands on training with quality home study materials, and live follow-up sessions designed for accountant, engineers, lawyers, and anyone who needs to build a client base for their services.

Pro Summit is the Corporate Retainer business that relies on the powerful sales training technology of the Sandler Selling System.

Corporate Consulting is a comprehensive and highly flexible modular sales training program that can be custom tailored to meet the needs of companies and corporations at all stages of their development.

Strategic Sales Management enables management to maximize performance and profitability while growing margins and market share.

Specialized Training is comprised of several short-term curriculums, which pinpoint specific business issues such as How to Present Yourself with Impact and Quality Service.

Program History:

David Sandler began his career in sales training and the development of the Sandler Selling System in the late 60ís and early 70ís. He created an extraordinary sales training program for small and mid-sized companies, Fortune 500 Corporations, and individual selling and non-selling professionals alike. Sandler expanded the companies impact on the marketplace in 1983 by beginning the franchise division of our company and marketing our proprietary training programs under the Sandler Sales Institute name.

The Sandler Sales Institute was the first training organization in the world to have its programs certified by Certified Marketing Systems, Inc. for the important and prestigious (CS) Certified Sales and (CMS) Certified Marketing and Sales programs under the International Standards Organization (ISO). The designation recognizes and distinguishes those organizations and professionals that have reached the highest level of achievement in marketing and sales.

The Sandler Sales Institute collaborated with Sam Deep and Lyle Sussman and produced "Close the Deal" which is available through www.amazon.com. In addition to David, both Sam and Lyle are well known Management Consultants and authors. David also produced "You Can't Teach a Kid to Ride a Bike at a Seminar," available at bookstores and from Sandler Sales, Inc., which points out what psychologists have know for a long time. Sales training can't be done in one or two day sessions.

Franchise Components:

Sandler Sales Institute franchisees invest a one time initial franchise fee of $39,500.00.

Sandler Sales Institute franchisees are responsible for payroll, inventory, cash variation, supplies, business taxes, licenses and other controllable expenses. Sandler's franchisees are independent business people and not employees of Sandler Sales, Inc.

This is not an offer to sell or a solicitation of an offer to buy a franchise. An offer is made by the Uniform Franchise Offering Circular only.

Rating Summary:

Sandler Sales Institute Franchise Program has been rated as a 5-Star (*****) franchise offering by InterAct Concept Development Corp., a franchise and business opportunity management and marketing firm with 12 years of experience in the franchising industry.

The factors that led InterAct to assign its highest franchise program rating include high scores involving the following components:

1. Extensive ongoing training to franchisees through continuous seminars such as The President Club as well as the assignment of a Personal Coach to each franchisee.

2. Sandler Sales Institute restricts the number of new franchisees so the market is not saturated.

3. Programs are certified by Certified Marketing Systems, Inc., a prestigious designation in the marketing and sales industry.

4. Business is based on filling the needs of many companies in a variety of industries and not limited to only a handful of topics.