SNAPSHOT

Marketing Professional 
Marketing Professional
Services
Using a flexible package of content‐rich 
materials to market professional services
CONTENTS

Marketing Professional Services

Flexible components for print, digital & web

ƒ Snapshot – Bob Chapman

Bio/credentials

ƒ Email Bulletin – Turn Challenges into Results

Initial query
q y

ƒ Self-Assessment – Top 12 Mistakes Professionals Make

Analysis & discussion tool

ƒ Success Indicators – What do Clients Say?

Client quotes/testimonials

ƒ Success Story – Impossible Task You Ask?

Results compilation

ƒ Success Story – Dickman Industrial & Electric Supply

Focused results

8 2010 CROSSBRIDGE COMMUNICATIONS, LLC

Trainiing, evaluatioon and 
coachhing that emppowers owneers, 
manaagers and salees teams  

Everry time I tallk to Bob,   SNAPS
SHOT

I learrn somethiing that 
helps me, and II’m having  Bo
ob
C pman
Chap n
much more funn. 
Mal Bass, Managingg Director 
Global Executive Forrums 

WHY SANDLER?

Why does
d Bob Chappman teach the Sandler
Neww accounts hhave  Sales System? It’s simmple. Sandler training
t
increeased substtantially.  changges lives. Few can predict whaat will prompt
a life-cchanging moment, but nothinng matches
Equaally importaant, Bob  that feeeling of pride and joy when it happens.
helped us estabblish a 
Bob teeaches Sandlerr because of Claara Schappe annd the powerfull moment whenn she told him
markketing cultuure  she’d just
th
j become thhe 13 top saless person in all of
o Prudential. When
W they met,, she was 50-
sometthing and earniing $18,000 a year
y as a receptiionist in St. Chharles, Missourii. Sandler
throughout ourr  traininng transformedd her life.
orgaanization.  
He dooes it because of
o Mark Sondles, who called after
a a few weekks of coaching to t say that a
Byron Kentner, Senioor Partner  simplee five-word queestion had elimiinated his fear of closing, whiich had for yearrs hampered hiis
Kentner Sellers, LLP  successs. “That close is making me money
m every week,” Mark sayys.

He dooes it because of
o Tim, a youngg engineer who had a classic “A Ah-HA” momeent, after monthhs
of traiining and struggle. Tim realizeed he needed too reprogram his thinking, so he h made a
This was the beest exposurre  comm mitment to creatte an affirmatioon and use it evvery day for thee rest of his salees career. Six
years later, he droppped in to visit a class Bob was teaching. Tim revealed
r he’s continued this
to saales training I have  affirm
mation day afterr day, year afterr year — and todday, he’s the toop producer in a team of 30
ever 
r had … it provided mee  sales people.
p

withh a fresh annd  Bob does

d it because of the client whho was struggliing to redirect her
h business. Very
V well paid by
large corporate
c cliennts, she ran intoo pricing issues when she apprroached smalleer companies inn
systeematic appproach to  her reegion. Once shee learned to bellieve how good she was, prosppective clients believed
b it, too,,
[acquiring cliennts and]  and shhe began landinng significant contracts at her price.

saless.  
BACKG
GROUND
Tom SSheives, President 
Cornerrstone Manageement Consultaants  Bob has
h more than 30 3 years experieence in product marketing, saales managemennt and personaal
sales production,
p andd for nearly 20 years, he’s beeen helping saless people, managgers and ownerrs
develoop the skills to outsell even thheir most optim
mistic projectionns.
I am convinced Bob is truly  Working with clients brings great satisfaction. He says, “It’s gratifying to see clients achieve
professional goals and reach income levels beyond their wildest expectations. And so many of
a genius when it comes to  them take time to call or write to share their successes or thank me for my help. At least once a
sales coaching.   month, I get to hear someone say, ‘I used your suggestion and got the contract!’”

John R. Grinnell, Ed.D.  Early in his career, Bob refused to think of himself as a sales person. How then did he become
Petra Leadership Solutions  such a respected speaker, trainer and coach?

“I couldn’t do what sales people did,” he says. “Sales people were pushy, aggressive and slick. I
didn’t want to be seen that way. Let’s face it, lots of folks have the same reaction. Then I found
I was able to apply the  the power of non-traditional sales skills.”

tools and teachings from  In one instance, a group of banks wanted their branch personnel to sell annuities to depositors,
but the staff cringed at the word “sell.” Instead of selling, Bob taught them to ask questions.
Bob’s course to close  When they heard the right answers, their depositors would buy the annuities. They discovered
several jobs, one of which  selling was not about making a sale, it was about helping people buy.

was the largest contract in  Not everyone can sell effectively, but the real issues aren’t lack of skill or a tough economy, he
our history. Not only is  says. Are you a full-time sales person? Growing your professional practice? Building your
business? Selling success is about the basics:
selling more effective, it’s  ƒ Do you have a clear vision of what success looks like for you? For your company?
more enjoyable.    ƒ Are you willing to invest the time and money to learn and grow?
ƒ Are you determined enough to turn the impossible into reality?
John Covington, Partner 
Chesapeake Consulting  Learning to sell successfully is that easy — and that challenging.

POPULAR SPEAKING & TRAINING TOPICS

Within six months of hiring  Bob is an accomplished speaker and is frequently invited to address individual businesses, local
Chambers of Commerce, and commercial, industrial, professional and service associations.
Bob to be my sales coach  Request a presentation tailored to your specific audience, venue and challenges, or choose
and trainer, I had acquired  popular, timely topics that include:

two large corporate clients  Owners, Managers & Sales Teams  Professional Firms & Consultants 

and had rekindled  The Art of Selling – Today  Stop Trying to Sell & Grow Your Practice  

Getting Everyone onto the Same Page  How to Become a Trusted Advisor 
business contacts with  Why Sales People Don’t Prospect  The Professional Advantage 
many past clients.  Choosing the Right Sales People  Take Your Practice to the Next Level 
Selling in a Difficult Economy  Advanced Business Communication Skills 
Robin Elston, President  Break the Rules, Sell More  Why Prospects & Clients Do What They Do 
Elston Consulting 
  To schedule Bob for a speaking or training engagement, or to discuss how to enroll in the
Sandler Training program, see the contact information below.
 
 
 
   
   
Robert Chapman   Bob is an accomplished speaker. He’s 
  The Roger Wentworth Group, Inc.  also a churchman, husband, certified 
  Phone:  937.231.9517  ToastMaster, story teller, salesman, 
Email:   bobc.sandler@prodigy.net  sales manager, fisherman, grandfather 
Developed by Crossbridge Communications, LLC  Web:     www.roger.sandler.com  to 17 grandkids, and Buckeye fan. 
  

Tu
urn Challe
engess into
o Resu
ults
N
New account
ts have  Are yoou turning business challennges into bussiness results??  
inncreased subbstantially.  Hundreeds of our clientts have found m meaningful ways to distinguish themselves froom their 
E
Equally impor
rtant, Bob  compettition. They enggage rather than negotiate. They land contraccts without slashing 
without feeling sold. 
prices oor giving loads oof free consultinng. They help customers buy w
h
helped us est
tablish a  They reespond to inquiries and RFPs, aafter they discover customers’ real needs andd build 
m
marketing cu
ulture  relationnships.  

thhroughout oour  Most business people who search forr professional seervices don’t reecognize their reeal 
problem
m.  All they knoow is they’re feeeling frustrated,, and have painful symptoms. They 
o
organization.   need yoou! Can you find them before they find your ccompetition? 
Byron Kentner, Sr. Partner  
Kentner Sellers,, LLP 
How would you feel if you could stopp wondering if yyou’ll get a call bback? Or how m many 
Dayton, OH  meetings it will take too figure out what happens nexxt?  You’re a proofessional and ddeserve 
to be trreated as such. Prospective clieents like it, too,, because it givees them a feelinng of 
  controll.  
E
Every time I t
talk to Bob,   Is it tim
me to learn the aart and science of professionallly engaging clieents? Our clientts say: 
I learn sometthing that 
ƒ I a
am convinced B
Bob is truly a ggenius when it comes to saless coaching.  
h
helps me, and
d I’m having  John R. Grinnell, Ed.D. | Petraa Leadership Solutioons | Greensboro, NCC 
m
much more fu
un. 
ƒ I w
was able to appply the tools annd teachings fr
from Bob’s courrse to close sevveral 
Mal Bass, Managing Director  joobs, one of which was the larggest contract inn our history. N
Not only is selliing 
Global Executivve Forums 
m
more effective, iit’s more enjoyyable.  
Euless, TX  
John Coviington, Partner | Chesapeake Consultingg | Severna, MD 
   
ƒ W
Within six months of hiring Boob Chapman to be my sales cooach and trainer, I 
 
R
Robert Chapman  haad acquired tw
wo large corporrate clients andd had rekindledd business conttacts 
The Roger Wentw worth Group, Inc.  w
with many past  clients.  
Phone:  937.231.99517      Robin Elstton, President | Elstton Consulting | Celiina, OH 
Email:  bobc.sandller@prodigy.net  
W
Web:  www.roger .sandler.com 
 
Deve
eloped by Crossbridgge Communicationss, LLC | Simple. Clear. Solutions.
  

SALES
S SUCCESS SER
RIES
 

I waas able to aapply the  Toop 12
1 Mista
M akess
Prrofe
essio
onals Make
toolss and teacchings from
m 
Bob’’s course tto close 
seveeral jobs, oone of 
E & PERFORMA
PRIDE ANCE
whicch was thee largest  It’s a matter
m of pridee and performannce. You’re a trrue professionaal dedicated to helping your
conttract in our history.  clientss. You willinglyy expend your time,
t money annd energy to deliver excellencee every day. Yoou
investt in higher educcation and speccial training to hone
h your abiliities and stay cuurrent. You
Not only is selling more  cheerffully use your talents and expeertise to create optimum resullts for your clieents. You’re
willingg to market, buut the last thingg you want to doo is sell.
effecctive, it’s m
more 
Does this sound fammiliar? If it doess, you may be making
m one or more
m common mistakes as youu
enjooyable.   markeet yourself and your business. Take a momennt to find out.

John CCovington, Parttner   12 Coommon Mistakkes  YES  NO

O 
Chesaapeake Consultiing  
1. I aam comfortable aacting as a salesperson.     
  2. I uunderstand how tto differentiate m
myself and my firm from all otherss.     

3. I ddo not give away my expertise forr free in an effort to build credibiliity.     
 
4. I uunderstand the im
mportance of andd know how to deevelop high levels of trust.     
 
5. I aam successful in aattracting prospeects away from thheir existing provviders.     
  6. I uunderstand why cclients choose to work with me annd my firm.     

7. I kknow when it’s time to talk price aand I handle pricee issues well.     
 
8. I aam comfortable eexplaining how I gget paid and whyy paying on time is important.     
 
9. I cconsistently geneerate referrals andd introductions ffrom clients and oother professionaals.      
  10. I aam comfortable ccross‐selling addittional services too clients and prosspects.     

11. I uunderstand the im
mportance of andd know how to usse and locate anccillary services.     
 
12. I ccharge substantiaal fees and am veery well compensated for my workk.     
 
 
Roberrt Chapman   Countt your YES and NO responses. If every answeer was an unquaalified YES, youu’re an effectivee
The Rooger Wentworrth Group, Inc.  professsional earning top-dollar feess for your experrtise. If some annswers were NOO, you’re makin
ng
Phonee:  937.231.95117  classicc mistakes typiccal of most proofessionals and probably earniing far less thann your true
Email::   bobc.sandlerr@prodigy.nett  potenttial. Is this a prroblem you wannt to fix? Are you
y ready to leaarn how to overrcome these
Web:     www.roger.sandler.com  pitfallls and effectivelly develop yourr business? If you are, give mee a call.
  

SALES
S SUCCESS SER
RIES

W t do Clie
What entss Sayy?
How do you  
turn ssales challeenges  
into ssales resultss? 

Sanddler workss. Sure, it  CHALLLENGE

How do d you turn salles challenges innto sales resultts? Clients who’ve experiencedd Bob
seem
ms expensiive at firstt. 
Chapm man’s sales andd business deveelopment trainiing and coachinng believe they’’ve discovered
But when you see the  the soolution:

resuults and thee  ƒ I am convinceed Bob is trulyy a genius when

n it comes to sales coaching.
conffidence it ggives your  John R. Grinnell,
G Ed.D. | Petra Leadershipp Solutions | Greeensboro, NC

salesspeople, yyou  ƒ New accountss have increaseed substantially

ly. Equally impportant, Bob heelped us
undeerstand what it’s  establish a marketing culture throughout our organizatiion.
Byron Keentner, Sr. Partneer | Kentner Sellers, LLP | Dayton,, OH
wortth.  
ƒ I was able to apply the toolss and teachinggs from Bob’s course
c to close several jobs,
Doug BBorchers  one of which was the largesst contract in our history. Nott only is sellingg more
Vice Prresident & Saless Manager 
effective, it’s more
m enjoyablee.
Dickman Industrial & Electric Supply 
John Covvington, Partner | Chesapeake Coonsulting | Severnna, MD

 
ƒ Within six moonths of hiringg Bob Chapman to be my salles coach and trainer,
t I had
 
acquired two large corporatte clients and had
h rekindled business contaacts with manyy
past clients.
Robin Elston, President | Elston Consultingg | Celina, OH

ƒ Every time I talk

t to Bob, I learn
l somethinng that helps me,
m and I’m having so much
more fun.
Mal Basss, Managing Direcctor | Global Executive Forums | Euless,
E TX

ƒ Bob Chapman
n is a real guru. A master off powerful non--traditional sellling
techniques, annd a genuinelyy warm and enngaging facilitaator.
Gerald Hutchinson,
H Partnner | Petra Leadership Solutions | Greensboro, NC
 Bob’s individual  ƒ The training I received from Bob Chapman was the best exposure to sales training
I have ever had. As a business and management consultant, it provided me with a
attention, with the  fresh and systematic approach to [acquiring clients and] sales.
Tom Sheives, President | Cornerstone Management Consultants | Arlington, TX
follow‐up relationship 
and mentoring, has  ƒ I can’t tell you how much difference Bob has made in my business by just helping
me deal effectively with “think-it-overs.” It has helped my attitude, my sales process
brought in new business  and my revenue.
and been extremely  Ron Wiley, Owner | Executive Boards | Cincinnati, OH

valuable.   ƒ I have noticed significant improvement in our [account executives’] performance,

which has resulted in improved bottom line results.
Tom Sheives 
Robert V. Miller, President & CEO | Cooper Research, Inc. | Cincinnati, OH
President 
Cornerstone Management Consultants 
ƒ This is an excellent program of common sense applied to the sales process. I will
use it daily.
Ed Hill, Partner | Chesapeake Consulting | Waxhaw, NC

ƒ Sandler Training helped our sales grow to the point where we had to hire more
people, add locations, expand our facilities and start two new business units. These
are good problems to have.
Tim Geise, President | Dickman Industrial & Electric Supply | Sidney, OH

ƒ Bob and the Sandler system helped us reach our goals and achieve extraordinary
growth. We’re excited about the possibility to go to an even higher level now.
Doug Borchers, VP & Sales Manager | Dickman Industrial & Electric Supply | Sidney, OH

ƒ Bob and the Sandler Selling System have far exceeded my expectations. My
knowledge of how to be a better businessman is far greater, and I now understand
how my actions and attitude play a significant role in my success. If you care about
yourself and want to see success on your horizon, invite Bob into your life.
Jarrod Shell, Sales Representative | Kitchens by Design | Dayton, OH

Bob Chapman provides training, evaluation and coaching to empower owners, managers and
sales teams. If you’re interested in learning how to build your business by turning sales
challenges into sales results, see the contact information below.

 
 

 
Robert Chapman  
The Roger Wentworth Group, Inc. 
  Phone:  937.231.9517 
  Email:   bobc.sandler@prodigy.net 
Web:     www.roger.sandler.com 
Developed by Crossbridge Communications, LLC 

How do you turnn
sales challengess
into sales
s resultss?
Bob and the Sandler
Selling System
m have far
exceeeded my
expeectations. My
know
wledge of how to bee
a beetter businessman is
far greater,
g annd I now
undeerstand hoow my
actioons and atttitude plaay
a siggnificant roole in my
succcess.
If yoou care aboout
yourrself and want
w to seee
succcess on youur horizon,,
invitte Bob intoo your life.
Jarrodd Shell
Sales Representative
R e
Kitcheens by Design
SALES
S SUCCESS STO
ORY
Im
mpo
ossib
ble Task
T k
Yo
ou Ask?
A ?
CHALLLENGE
Are yoou turning sales challenges intto sales results?? Hundreds of our clients havve found
meaniingful ways to distinguish
d themmselves from thheir competitioon. They’ve learrned to sell
ratherr than negotiatee. They’ve discoovered how to make
m the sale without
w slashinng prices or
spillinng their candy in the lobby. Thhey’ve masteredd techniques thhat help custommers buy withouut
feelingg sold. They’vee found effective ways to handdle cold calls annd prospects whho say “no” or
“I’ll thhink about it.”
RESULLTS
ƒ John Covin
ngton never thought his compaany would secuure a single $1,7700,000
consulting contract
c with one visit to the prospective
p clieent.
ƒ Bob Kenneddy never expected he would have
h sales peoplle earning $1000,000 a year wiith
commissionns based on maargins.
ƒ John Grinn
nell didn’t expecct Grinnell Leaadership Solutioons would be teeaching
leadership skills
s to the larggest constructioon companies in
i the world.
ƒ George Hum
mmel never thoought a prospecct would pay hiis salesman $3,,000 to make a
sales call.
ƒ Daryl Kulakk never expecteed that followin
ng his first mornning of Sandlerr training, he’d
place one phone call, acquuire $15,000 off committed connsulting contraacts and
eventually start
s his own traaining institute.
ƒ Jeff Barker never anticipatted he’d not on
nly make cold saales calls, he’d take fuel oil
customers away
a from his competition.
c
ƒ Bob Kuzmicck, our first clieent thirteen yeaars ago, never expected
e to plaace three more
sales peoplee in our Sandlerr training.
ƒ Clara Schap
ppe never prediicted that, afterr opting out of a receptionist job
j to pursue a
newly createed sales positioon, she’d becom
me one of the toop ten Prudentiial agents in the
country.
ƒ Bob Kenneddy never imagin
ned his companny could get paaid by a prospecct for a needs
analysis.
 ƒ Doug Borchers and Tim Geise never anticipated that two young electrical engineers
Bob and the Sandler would generate so much business they’d have to create two new companies to handle
the growth.
system helped us reach
ƒ Steve Langer asked if we could help develop his twenty-two year old son into an
our goals and achieve effective sales person. Eight months later, Andrew was signing up accounts for their
steel servicing business.
extraordinary growth.
ƒ Greg McAfee never thought he would disqualify a prospect for his business. Today,
We’re excited about the Greg’s sales people focus solely on qualified prospects, because their time is too
valuable.
possibility to go to an
ƒ Byron Kentner never expected our sales training would help his accountants
even higher level now. communicate more effectively on a day-to-day basis with their clients.

Doug Borchers
Vice President & Sales Manager
Dickman Industrial & Electric Supply
ƒ Dave Doerman didn’t anticipate that our training could enhance his method of selling
for IBM.
ƒ Steve Waible wasn’t sure what our training could do for a pastor. He was used to
working with the invisible, now, he’s turning the impossible into the possible.

ƒ Ralph Quinter wasn’t sure his sales manager would be able to learn the competition’s
prices when he called on customers, but now customers readily share the price sheets.

ƒ Charlie Puissegur never expected to get paid by a prospect to demonstrate a computer

software program.

ƒ Ron Wiley never expected he could stop taking “think-it-overs” and start making
money.

ƒ Carolyn Chisano never envisioned making a sales call without her portfolio, until she
walked into a significant prospect’s office without it and walked out the door with a
new client.

BOTTOM LINE

How did all these people accomplish what they once believed was impossible?

They were willing to create a clear vision of success. They were prepared to take action. They
made important commitments in response to four simple questions:
ƒ Will you invest the money?
ƒ Will you use what you learn?
ƒ Will you show up?
ƒ Will you risk doing something different?

Sandler isn’t for everyone. It’s not easy. It takes time. It’s expensive. It works.

Crossbridge Communications, LLC

develops results-based communication
solutions. To learn more, contact:
Robert Chapman
The Roger Wentworth Group, Inc. Barbara Spencer Hawk, President
Phone: 937.231.9517 Phone: 937.299.6489
Email: bobc.sandler@prodigy.net Email: hawk@crossbridge1.com
Web: www.roger.sandler.com Web: www.crossbridge1.com
  

SALES
S SUCCESS STO
ORY

Why ddid Dickman SSupply createe 
two new business uunits?   Dickm
D man n Ind
dusttrial &
To hanndle new busiiness generatted 
by its SSandler‐trained engineers.  Ellectrric Supp
S ply
COMP
PANY PROFILE
Sanddler Training helped 
d
Dickm man Supply is an
a electrical annd industrial prroducts wholesaaler that providdes engineered
our ssales grow
w to the  produuct solutions annd value-added services to the electrical contrracting, industrrial MRO and
OEM machine-building markets. It also provides retailr showroom ms and expert sales
s consultannts
poinnt where w
we had to 
for coonsumers tryingg to make decissions about toolls, electrical peeripherals and lighting fixturess.
hire more peoople, add   Basedd in western Ohhio, the companny employs 90 people, includiing seven electrrical engineers,
and it operates facilities in Sidney, Greenville andd Celina.
locaations, expaand our 
CHALLLENGE
facillities and sstart two 
Tim Geise,
G presidentt, had a clear viision for Dickmman Supply. Hee envisioned a major
m companyy
new
w business units.  with exceptional
e exppertise and multtiple facilities. It
I would be ablle to respond too market demannd
for staandard shelf iteems and providde customized solutions,
s such as product kittting for just-in-
Thesse are goood problem
ms  time manufacturing,
m custom-fabricaated electrical controls
c and wiire harness systtems. Unless
sales performance
p im
mproved, this viision was unatttainable.
to haave. 
Whenn Doug Borcherrs joined Dickm man as vice preesident and salees manager, he assessed the
situatiion. The sales team
t consisted of several salesspeople plus thhree young electtrical engineerss
Tim Geise 
who were
w highly com mpetent in theirr technical speccialties. Sales performance
p waas steady, but
Presiddent 
stuck in the $10 to $15
$ million rangge. Doug wresttled with severaal questions: Could
C the electriccal
  engineeers sell? Could the team grow sales? Could increased sales bee sustained longg term? He
soughht expert help too obtain the rigght training andd coaching for his
h team.

SOLUT
TIONS

Initiallly, Doug and Tim

T enrolled fivve salespeople/engineers in thhe President’s Club
C sales
traininng program. Thhe goal was to help them deveelop the skills to
t take sales to the next level.

Doug attended class and learned neew skills and teechniques alonggside his team. A graduate of
other training systemms, he was interrested from thee first session. Recognizing
R thaat change
couldnn’t occur in a vacuum,
v he creaated a campaign of ongoing reeinforcement. Every
E sales
meetinng included a debrief
d segmentt, where a salessperson could describe
d a succeess or failure,
and thhe team would dissect, analyzee and share feeedback about whatw worked, whhat didn’t and
why. He
H incorporateed Sandler remiinders into everry sales discusssion and providded personal
coachhing in betweenn customer callss with his salesppeople.
 RESULTS
Sandler works. Sure, it 
After a few short months, the Dickman salespeople began to muster their courage and apply
seems expensive at first.  the Sandler techniques. They had learned how to gather information and ask powerful
discovery questions that helped customers more precisely define their most urgent problems.
But when you see the 
As a result, the sales engineers could apply their
results and the  expertise and target solutions in ways customers
valued. This collaborative, problem-solving approach
confidence it gives your  helped customers feel in control and able to buy
without feeling “sold.” The salespeople began to
salespeople, you  experience significant sales breakthroughs, and on
average, their monthly sales increased by 10 to 20%.
understand what it’s 
By the end of the first year, annual sales grew to $17
worth.   million. As revenues increased, Dickman expanded. It
created a wire assembly division to build wire
Bob and the Sandler  harnesses and custom wire leads. It moved the Union
City store to the larger community of Greenville. It opened a third branch in Celina and
system helped us reach  created Electro-Controls, Inc. as a separate corporation, to handle the growing custom
electrical controls business. It added employees and launched a well-designed and highly
our goals and achieve  functional website that included an online retail component.

extraordinary growth.   In 2008, annual sales reached $38 million, a $25 million increase in less than 10 years — in
large part due to the sales team and electrical engineers who understood that successful selling
We’re excited about the  meant solving the right problems for the right customers. The initial goals Tim and Doug
defined have been realized, and they’re refining their vision for the future.
possibility to go to an 
BOTTOM LINE
even higher level now. 
The people of Dickman Supply effectively leveraged the Sandler Training and translated it into
increased sales, physical expansion, new corporate entities and a growing workforce. How did
Doug Borchers 
Vice President & Sales Manager  they do this? They made important commitments in response to three simple questions:
ƒ Will you invest the money? Dickman leadership committed funds for in depth, ongoing
training and development — and they followed through.
ƒ Will you use what you learn? Participants committed to apply the Sandler techniques —
and they followed through.
ƒ Will you show up? Participants committed to attend the weekly sessions — and they
followed through.

Not every company can triple sales revenues in 10 years, but most see significant, measurable
gains in less than a year. Why? They have a clear vision of success. They’re willing to take
decisive action. And finally, they’re determined to turn the impossible into the possible.

   
  To learn more about Dickman Industrial & 
Electric Supply, contact: 
 
Robert Chapman   Doug Borchers 
  The Roger Wentworth Group, Inc.  Vice President & Sales Manager 
Phone:  937.231.9517  Phone:  (937) 492‐6166 
  Email:   bobc.sandler@prodigy.net  Email:   dborchers@dickmansupply.com 
Developed by Crossbridge Communications, LLC  Web:     www.roger.sandler.com  Web:     www.dickmansupply.com 
 82010
CROSSBRIDGE COMMUNICATIONS, LLC
SIMPLE. CLEAR. SOLUTIONS.
www.crossbridge1.com
937.299.6489