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BWA Sales Training – How to align sales strategies with customer expectations

September 18, 2019, the BWA hosted its Sales Training Event – An Export Readiness Series in Milton, ON and hosted by the President of Sandler Training Milton, Andrew Wall. 

Small & medium size companies may not always have the time and resources to train their sales staff in house on effective selling techniques and it can be difficult for companies to grow without a solid sales growth strategy. 

That’s why the BWA continues to offer an effective and practical sales training event to assist wood manufacturers, service providers and wood product suppliers.  It provides techniques and honest approaches to sales, that customers can feel good about as well as the salesperson.  

The event addressed where often the struggle of sales occurs in its cycle and reflected on the natural behaviours and tendencies of typical sales interactions.  Andrew shared with the group, an effective systematic process to help the prospect and salesperson discussion continue to move forward. 

Andrew Wall, President of Sandler Training Milton discussing the decision-making process with clients

These sales methodologies are strategic and valuable when considering global markets and prospecting internationally.  Andrew, with international sales training experience also highlighted key components on planning a prospecting strategy including: Where your focus energy should be; how you will enter the market; what is your market focus; and a ‘Cookbook Formula for Success’!

Whether your market is local or 3000 miles away, the techniques and strategies for your sales force- be it a team of 1, 5 or 20 is an essential part of your business.  In today’s competitive market where prices can be accessed almost anywhere by the customer, the relationship with the client is likely to become an increasingly important role.  Are and your sales teams ready for the future of the digital market?

Andrew Wall has built a highly successful career in sales and sales management and now focuses on training and mentoring companies and individuals to be successful.

If you would like more information about this event and the BWA, please contact:

Ryan Tabone
Program Coordinator/Advisor
Bluewater Wood Alliance
e: [email protected]

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BWA Sales Management Training Event attracts Leadership

BWA’s S.M.T.E. attracts Leadership to Milton

Thursday, February 7th the BWA hosted its Sales Management Training Event with award-winning sales trainer and President of Sandler Training Milton, Andrew Wall.

Though the weather was challenging, many attendees made the trek to explore the multi-faceted aspects of leading sales teams.

Do your sales teams have best practices systems in place? What measurables are you currently using? How is performance evaluated and what are its comparables? Andrew Wall provided a hands-on, interactive training session that explored these topics and much more.

Andrew Wall leading breakout sessions with a hands-on approach to learning

“As we get busy, it’s easy to skip a lot of those details. The process is important, no matter how busy you get” – Sales Manager attendee from the event.

Systematizing your sales processes leads to consistency and predictability. The training event also incorporated breakout sessions to put into practice methods learned further imprinting the key points.

This event kicked off with members identifying their challenges in their company and moved forward to uncovering key indicators that can affect desired goals. In the end, BWA members were able to complete the day with a new insight and tools to take back with leading and managing sales teams.

Andrew Wall showing Sales Managers scientific insight on sales teams

Andrew Wall showing Sales Managers scientific insight on sales teams.

Sandler Training has approximately 270 training centres in more than 27 countries worldwide. Andrew Wall has built a highly successful career in sales and management and now focuses on training and mentoring companies and individuals to be successful.

If you would like more information about this event and the BWA, please contact:
Tara Davey
Program Administrator
Bluewater Wood Alliance
e: [email protected]

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BWA Sandler Training Milton – Sales Training Event!

Too much time with prospects without certainty they will become clients?

Customers & prospects over scrutinize price & not seeing your true, high quality value?

Lacking a system for you or your sales teams?

On October 17th, 2018 the BWA Sandler Training Milton – Sales Training Event hosted a full day of training for our members with Andrew Wall – President of Sandler Training Milton.

The day began with Andrew identifying the current challenges of each member to tie in with the lessons to be learned. Often the way we approach, communicate and conduct our sales transactions is a key component to successful sales. The event included techniques to cultivate new behaviors and sales strategies that make for lasting success.

Following the learning sprints, the groups were divided up into workshops to review, discuss, and actively working out methods taught. The interactive learning methods were very positively received.

Members were receiving a lot of valuable sales strategies and methods to employ in their businesses throughout the day. Roundtable discussions also were beneficial in helping members problem-solve common issues shared and helped develop new methods and systems of approach in sales.

BWA Sandler Training Milton Sales Training – October 17th, 2018

Upcoming Sales Events…

As part of the BWA’s ongoing program initiatives, we are working towards more sales training events, and an upcoming Sales Manager training event on February 7, 2019, from 9:00 am – 4:00 pm.  Click here to learn more. Stay tuned for more dates in the coming months.

If you would like more information about this event and the BWA, please contact:
Ryan Tabone
Program Coordinator & Advisor
Bluewater Wood Alliance
e: [email protected]


About BWA – Sandler Training Milton – Sales Program

Sandler Training system has over 250 training locations recognized in over 27 countries around the world. Through the partnership with the Bluewater Wood Alliance, the BWA can provide specialized training to woodworking businesses – raising their competitive edge, increasing their know-how and increasing internalization.

Andrew is an award-winning sales professional with decades of experience in sales and sales management. He has managed hundreds of millions of dollars’ worth in sales in the energy markets and now focuses on mentoring and training sales professionals. Read Andrews article in the BWA Pro’s Corner on how to create a One Page Strategic Plan and help ensure employees understand your business strategy.

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BWA Sandler Training Milton Sales Training: Retraining Behaviours for Sales Successes!

Do you ever think to yourself there just isn’t enough hours in the day, or wonder how you can work more effectively? The BWA Sandler Training Milton – Sales Training was designed to help by teaching strong business tools to our members. Tools that focus on the development of new behaviors and sales skills that help lead to lasting success.

Ten member companies participated in the BWA Sandler Training Milton – Sales Training Event, April 6th in Milton, the second of two planned events. It was designed to help with sales challenges unique to business owners, partners and sales managers. It addressed challenges like hiring great salespeople, developing a sales growth strategy, building consistent sales processes and improving upper management sales skills.

The day-long interactive workshop was led by Andrew Wall of Sandler Training. Sandler Training has 250 local training centres in more than 27 countries worldwide, and Andrew has already had a highly successful career in sales and management. He now focuses on training and mentoring others to be successful.

The day started with Andrew helping each member identify issues affecting their company. One member’s issues were often issues for all those attending. The day was spent focused on improving sales as Andrew offered proven advice based on experience as well as science to help members tweak their sales processes.

Not only was the day full of great teachings from Andrew but the participating members were able to share their experiences and knowledge with one another. The round table discussions and group activities gave members plenty of opportunities to help each other solve common issues and shed new light on how to improve their sales processes.

Due to the overwhelming feedback of this event, we plan to offer other sessions in the future, so stay tuned and check our event page.

Group activities gave members plenty of opportunities to help each.

BWA Sandler Sales Training Group Photo – April 6th, 2018

If you would like more information about this event and the BWA, please contact:

Tara Davey
Program Administrator
Bluewater Wood Alliance
e: [email protected]

 

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Members Get a Shot of Sales Expertise: Tip of the Iceberg

Most of us in the wood industry who run our own businesses also perform a sales role for the company. Most of us have to deal with the distractions of multi-tasking other aspects of the business, whether it be in production, procurement, managing people, and other tasks.

The minute you sit back to actually look at what is involved in the sales and relationship development and management function, and how we as human beings are so diverse, it is no wonder that increased sales remains an ongoing challenge and need for our businesses.

Thirty BWA member companies participated in the BWA Sandler Training Milton – Sales Training Event Jan 30 in Milton in an effort to break the paradigm of not fully engaging the opportunity and potential of making the most of your time devoted to the sales function.
As human beings, we all have our personal styles for communicating and relating to others. The same goes for learning new information when you consider the potential customer that you are speaking to. Understanding where we fall under the DISC communication and decision-making model (Compliant/Dominant, Steady Relator/Influencer) dictates our comfort zones when we engage others, and manage the sales function. There are also shortcomings of each and we need to understand how to “Adjust and Adapt” to the diverse people we meet. This also impacts the modes of communication we choose to use to engage potential customers.

In face-to-face communication, for example, we as humans first perceive body language and tone before actually deciphering the works being spoken. With telephone contact, we first perceive tone before the words spoken. And email and texting is, unfortunately, the worst option as it commoditizes you, poses with the highest risk, and is unfortunately used most often.

The learning styles of both yourself and the potential customer also come into play: Visual, Auditory, or Kinesthetic. Which one are you? What are your pitfalls and how do you adjust and adapt on the fly?

This is the “tip of the iceberg” for BWA members as we begin our journey to dig deeper into understanding ourselves and others better and using this information to manage sales prospects. The BWA/Sandler sales training program is a DISCIPLINE that when applied actually gets results.

BWA members also have the opportunity to engage in a more intense and focused BWA Sandler Training Milton – Sales Training Event to help engrain the discipline with your company. Funding is available through the Canada/Ontario Jobs Grant.

Due to the overwhelming feedback of this event, we have scheduled another session on Friday, April 6th.

If you would like more information about this event and the BWA, please contact: