Gary Stancell

Questioner
DISC Type : c

Business Owner at Sandler Training

Greenville, South Carolina, United States

Overview

Gary Stancell is the owner of Sandler Training by Stancell Enterprises, where he helps South Carolina businesses build scalable and profitable sales systems. A US Army Veteran with a Bachelor of Science from Lander University, he has an extensive background in sales leadership, focusing on shortening sales cycles and improving close rates.

Personality Overview

Cautious & Analytical

Systematic

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They prefer to analyze every situation thoroughly.
 They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Sales Process Reform
Helps companies fix broken sales processes, moving them from reactive to predictable and profitable systems.
Strategic Proposals
Advocates that proposals should summarize an already-made decision rather than being used as a primary selling tool, a topic he has recently hosted webinars on.
Sales Leadership
Focuses on training and coaching CEOs, presidents, and sales leaders to build more confident and consistent sales teams.

Media Appearances

Sandler Training - Greenville Business Magazine. Featured in Greenville Business Magazine

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Sandler Training Gary Stancell. Featured in Sandler.com

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Sales Training in Greenville | Sandler Training Gary Stancell. Featured in go.sandler.com

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Work History

9-2019
Business Owner at Sandler Training
9-2019
Business Owner at Sandler Training by Stancell Enterprises
1-2019 - 6-2019
Regional Sales Director at Takeda
4-2002 - 1-2019
Senior Regional Sales Director/Regional Director at Shire
8-2000 - 4-2002
Specialty Pharmaceutical Sales Representative at Shire

Education

1989 - 1992
Bachelor of Science (BS) from Lander University
Certified Sandler Trainer from Sandler

More Information

Social Presence :

Prographics :

Exp : 32 Location : Greenville, South Carolina, United States Job Level : N/A Designation : Business Owner at Sandler Training
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Insights For Selling To Gary

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gary is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Gary

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Gary move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Gary take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Gary

Personality Compatibility


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