About Sandler Training Institute®

Sandler Training Institute®, a licensee of Sandler Systems, Inc. operates a training center under the direction of Donald W. Bonnett, president. The company offers various training programs including professional development, sales, sales management, general management, customer service and "presentation" skill instruction.

Training is a process, not an event.

Our philosophy of training is based on the adult learning model of self-discovery utilizing classroom instruction, self-study and individual coaching and counseling. We want our clients to develop skills to be the very best they can possibly be. Training is not just about learning the course material; training that "truly sticks" is about growing people. Sandler training is customized to the client’s profession and industry, and it is ongoing and reinforced to assure changes in behaviors so that it is not forgotten or fades away as many other typical instruction provides. The design of training curriculum includes the three factors of success which are Techniques, Behaviors and Attitude. Each is addressed to assure that skill development is achieved.

We are trainers, not just teachers.

Donald W. Bonnett has over 32 years experience in sales and management business development. For most of his career, he has been involved in managing or developing people skills for the various companies he has worked for. He left corporate America to start his training business in 1993. He developed his unique teaching style of self-discovery utilizing his many years experience being in corporate management positions, his years experience as a school teacher in secondary education and his education degree from the University of Maryland. Clients typically increase their business levels over a year’s period an average of 33% to as much as 150%. Don Bonnett hosts "Today’s Sales Meeting Minute" on WCBM Radio (680 AM) at 8:35 A.M. which gives advice to all professionals that are in business development.

Vision Statement

The Sandler Training Institute® exists to develop understanding, commitment, growth and competence. Our vision is to help you, our client, grow ever closer to your potential.

[Return to top.]

Mission Statement

We will achieve this by:

• Providing on-going training to change behavior.
• Providing individual coaching,
• Customizing the Sandler Selling System® to each client’s industry and personality.
• Utilizing non-traditional approaches to traditional sales problems.
• Working on not only technique, but also attitude and behavior.
• Forming partnerships with our clients for mutual growth.
• Doing whatever it takes to help you achieve and maintain the goals you commit to.
• Guaranteeing our level of commitment as long as you maintain yours.

[Return to top.]

Philosophy of Training

• Training is a process, not an event.
• There is a difference between knowing and owning the material.
• Commitment to a goal requires an investment in time, money and effort.

[Return to top.]

• Talking control of the sales interview without being pushy.
• Separating qualified prospects from unqualified prospects quickly and professionally.
• Shortening the sales cycle.
• Closing more sales at higher margins.
• Eliminating the stress normally associated with selling.
• Insuring that your clients won’t mistake you for the "typical salesperson".
• Adding a sales trainer and coach to your staff without the associated overhead.

The Sandler Training Center is located in Timonium, Maryland, minutes from I-83 at 1966 Greenspring Drive, Suite 101.

[Return to top.]