CHANGING THE WORLD ONE LEADER AT A TIME
Here at Sandler Training, one of the things we love about working directly with the owners and staff of other businesses is that sometimes we can trade services, learning from their expertise in exchange for offering them our valuable sales training. Twenty years ago, we struck just such deal with Ron Price, the owner and founder of the Boise-based, global executive consultant firm Price Associates. For nearly 50 years, Price has been doing his utmost to change the world, one leader at a time. But while he’s a true business guru, an excellent leadership coach, and a renowned public speaker and author, Price admits he had a bit of a blind spot where sales were concerned until he went through Sandler’s training program — twice.
“The first time I went through, it was quite intimidating because Jim [Stephens, a Sandler business coach and trainer] always asks you questions you don’t know how to answer,” Price jokes. “But one of the things I loved about it was that as we were learning new skills, we had scripts we could read where somebody else had already done [that type of sale], and by reading them, we could build our confidence.” Over time, Price says he and his staff made those scripts their own, customizing them to sell the workshops, executive coaching experiences, and team-building exercises that Price Associates offers its clients in the U.S., China, France, Spain, Ireland, Chile, Mexico, and beyond. “I think what Sandler did that I really enjoyed was help me understand the process of building a relationship with a client. When is the right time to talk about their problems, when is the right time to talk about what you can do to help solve their problems, and how to help them feel good about the decision once they’ve made it, instead of going away hoping they don’t reverse their decision the next day,” Price tells us.
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