Lou Amico
When I first attended a class at Dunn Enterprises I thought I knew something about sales. I quickly discovered I had it all wrong.
As a long time manager of companies I occasionally participated in the sales process but this was never my primary responsibility. When I started my own company the sales role was completely on me. I had been taught to educate the prospect to all our features and benefits, present lots of examples of our work and then submit an extensive proposal explaining in detail what we would do to produce their project. The process was time consuming and once the proposal was delivered the prospect went into hiding protected by voicemail and email.
The worst part was that I felt I had no control over my success. It seemed I was strictly dependent on the prospect. Dunn Enterprises and the Sandler method changed everything. Jim Dunn showed me there was a better way.
Today when I visit a prospect I have a clear agenda, I only come with a pad and paper and I just ask questions and listen to the prospect. I have eliminated 20 page proposals and submit a simple 1 page quote. Sales have been converted quicker and I spend very little time chasing unqualified prospects.
I had run successful companies and felt my management and interpersonal skills would help me be a successful sales person. I was wrong. I’m thankful every day for the skills and insights I learned from Jim Dunn. My business has doubled since I began the program. When I look at the money I’ve invested in myself and my company and the financial benefits I received there is no question that the money I spent at Dunn Enterprises learning the Sandler Method was one of, if not the best, investment I made.
Lou Amico, President
L.A. Management Company, LLC
The Sandler Selling System® methodology has made a very positive impact on changing the culture of my district sales force as well as our customers. They helped me customize a curriculum that was perfect for our industry in driving change.
Mike Miles
District Manager
LENNOX Industries