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Mike Miller and Sandler Sales Training have been absolutely critical in the survival of my business. When I decided to start my own company, I assumed that my experience running other companies would be enough to successfully launch a new venture. But, I was really floundering the first year. I didn't know how to prospect and had no idea what to say when I found one. Also, I avoided cold calling and had real anxiety every time I had to make a call. The Sandler process takes you through every aspect of the sales and business development process—from bonding and rapport through fulfillment—and teaches you skills for setting goals and maintaining motivation. In the past, I had attended sales seminars and short classes and would get all revved up for a few days and then the effect would wear off and I'd realize I hadn't made a long-term change. Sandler is all about helping you to make lasting changes in attitude, commitment, and behavior in order to reach goals. It's not 'rah-rah' but very process-oriented (which appeals to me). Plus, the individual coaching sessions with Mike helped me create customized goals and strategies. It does require the willingness to push yourself to take risks. But it also emphasizes the importance of maintaining self-respect and integrity so you never feel like you're begging or being pushy or disingenuous. It's a significant commitment of time and money and, for me, it's been worth every minute and every dollar. I now prospect every day, make cold calls (without anxiety), and never leave prospects bewildered anymore. And it's leading to new contracts, real futures, and lots of productive sales activity. Sandler really does work!

Julia McClung, President, InContext Inc.

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