that Roaring Springs has one of the highest safety records in the nation for water parks. Pat explains the success of his park by going deeper into his desire for feedback. “We audit our facility and lifeguards to make sure we are extremely safe. I love when someone points out something we can work on or get better at.”
SUCCESS TAKES TIME
Much of the impact we’ve had with Pat, Tiffany, and their teams
comes from the understanding that what Sandler does is a process, not a quick fix. It’s been 10 years, and we’re still learning how to serve Roaring Springs/Wahooz better, and they are still learning new ways to reach people. “I tell people it’s all about time. Sandler retrains the way you think about sales. It’s not a quick fix; it’s done over time,” Pat says. The results speak for themselves. “Our work with Sandler is reflected in our sales growth, which morphed into the Galaxy. Sandler has been instrumental with that.” The Galaxy opens Nov. 1, but if you want a sneak peek for yourself, head on over to WahoozFunZone.com. If you have an event such as a prom, movie premiere, or conference, you can reach out to Tiffany through the contact form on the website. Don’t wait too long, though; space is going fast!
commitment and a willingness to branch out of your comfort zone to make genuine progress. Tiffany was able to do that with her aversion to confrontation. “Just the other day, one of my assistants failed to do something I asked of them, and it caused us to miss a major opportunity. I knew I needed to address that, and when I did, I was comfortable and confident. She was wonderful, took responsibility, and apologized. We talked about a plan moving forward. I learned she felt underchallenged in her job, and it turned out to be a very productive conversation, all thanks to my training,” Pat also sees a powerful impact from Sandler on his team. “Employees who have been with me for years go to training and come back invigorated. Recently, there was a two-day event called ‘No Guts, No Game,’ and it was exactly what we needed. It retrained our brains to help our team understand it’s about helping people buy rather than trying to sell.” Tiffany concurs with this sentiment. “Sandler gives them the skills to sell in a way that is different than the way anyone else is selling. It’s a deeper level of finding what someone’s needs really are and then finding a way to help.” Courses like these aren’t easy because they require a lot of emotional labor, but that is often the best way to move forward. To enact meaningful change with someone, you have to understand what goes on at the deepest levels of the human psyche. When we train our constituents, we find that sales
strategies aren’t the roadblocks that prevent success. Limiting beliefs and other psychological challenges come from conditioning, and it takes time to overcome those. “We had team members who went through the ‘No Guts, No Gain’ workshop, and they said it made them cry in a good way,” says Tiffany. “It was powerful and drove deep into their sense of self. One of our salespeople revealed a very authoritarian background at home that prevented them from making decisions due to lack of confidence. They moved through that course. Now they have some opportunities to prospect for the Galaxy, and they’re elevating their self-esteem.” product is if you can’t sell it. What about the opposite? You can have sales, but if the product doesn’t back up the promise, you run the risk of alienating consumers — and more importantly, your brand. “We don’t take anything for granted. We love feedback, and we retrain employees if service isn’t up to standards,” Pat says. Roaring Springs/Wahooz employs secret shoppers and other measures to ensure the client experience is up to the company’s standards. “We’re always looking to up our game. We’re always trying to increase the quality of our facility,” It’s hard to improve near-perfection. We met Pat at a conference in New Orleans a little while back, and news broke there QUALITY FIRST Sales 101 will teach you that it doesn’t matter how good your
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