Steve Swatman: technology sales.

Just months after launching a new training career, a former technology sales director has been recognised for his endeavour with an award.

Steve Swatman, 50, won Sandler Training’s ‘new franchisee’ award following a record-breaking start to his new enterprise. Swatman swapped a 25-year career in the technology industry to join the training company.

Swatman, who works in Surrey and South West London, tells ModernSelling.com that he is delighted with the way his new career has begun.

‘I’ve been with Sandler for seven months now and I like to make all my training courses entertaining. I’ll train anybody from one-man-bands to massive businesses like Nokia,’ he said.

New career taking off

He started with Sandler after 25 years of sales and sales management in the technology industry, selling to all types and sizes of business. The former Wallington County Grammar School  pupil said: ‘I'm really pleased with the way it's taken off and the award was very nice to receive.’

Swatman added: ‘I’m currently training staff in a deal worth £30,000 with Rapid Action Packaging. I’ve carried out behavourial skills assessments with all members of staff to improve their sales techniques.

Vision and goals

Sandler Training’s UK chief executive officer, Shaun Thomson said: ‘Steve epitomises what we are
looking for in both our clients and people who join Sandler training.

‘We look for people with vision, who set business and personal goals, have been successful in their business career to date, but can't help feel they could do better and achieve more with the right tools.

‘When you combine these things with Steve’s passion for helping people reach their goals and the right behaviours, it was no surprise to me that Steve would achieve success and quickly. ‘

Whilst in his last position as worldwide sales director at iO Global Ltd, Swatman discovered the Sandler Selling System and realised why business had been getting consistently harder.

He now trains anyone who has to win business for a living including business owners, sales managers, sales executives, and professionals in this ‘stress-free, innovative and highly successful approach’, mixed with his own skills and experiences.

Winning deals

Swatman says he has helped director of Science Exchange, Jason Kerr, make massive improvements by helping him win ‘more and more deals’.

Kerr enthused: ‘After a life time of selling, I have found the Sandler approach a revelation. Steve’s style, training and coaching have been an inspiration, and within two months, I am winning more deals and, importantly, getting a higher sales value.’

Swatman (right): success stories.

Steve Swatman is pictured right with client Josh Maxey of Banking firm, Cognolink.

Motivation

Another one of Steve’s success stories is Hayder Felaiki, who said motivation was the key and making sure you get in control of the deal.

The Managing Director of Monde said: ‘Although not a natural sales person, I have always tried to succeed on passion and experience in front of customers. My biggest problem was ‘unpaid consulting’ and getting customers to decide after I had invested loads of time.

‘The Sandler training fits comfortably with my approach but I now know how to gain control in sales situations, qualify properly and put my efforts – at the right time – into those deals that I can win. It’s the best personal investment I have made, and I always come away motivated from Steve’s coaching sessions.’

Economy

Swatman’s philosophy is that, although you can't control the economy, you can control how you deal with prospects and customers, to ensure that you win those precious sales. He believes in a ‘no-nonsense but dignified approach to sales development’.

Principal with StudioBrink, Rosie Taylor is another fan of this approach. She said: ‘The training has been a revelation to us – and thanks to our new skills of not pitching till we know the pain – we have won a nice contract for regular work with a manufacturing company in Twickenham. The goal-setting session was truly inspiring – just what the doctor ordered.’

Please click for further information on Sandler Training.

My Question / Comment Is...