What's in the Sandler Essentials?
The Success Triangle
Most sales training focuses only on technique, which leads to short-term change at best. This session is an opportunity to pause, reflect on your career, and discover how long-term success depends on the inextricable connection between attitude, behavior, and technique.
The Buyer-Selling Dynamic
The buyer's journey is rapidly becoming digital and increasingly independent. Armed with information, the educated buyer seeks out sales consultants who enable and empower them to make their buying decisions.
Essential Communication Skills
Imagine creating rapport with prospects quickly — without resorting to small talk about the weather or their favorite sports team. This no-fluff session focuses on the essentials for communicating effectively and building mutual trust with buyers.
Initiating Buyer-Focused Conversations
Cold-calling is just one prong of an omnichannel prospecting approach, but it's an important one. If the idea of cold-calling makes you sweat, you're far from alone — and it doesn't have to be that way.
Creating Mutual Agreement
Most people have experienced meetings that go off point or get derailed. The Up-Front Contract is a tool that helps sales professionals set expectations upfront and establish control over their meetings.
Discovering Buyers' Motivations
Loss aversion is a powerful motivator. Buying decisions are driven by an instinct to avoid loss, solve problems, and alleviate pain. By identifying what hurts, you appeal to your buyer's intrinsic motivation to change — and to invest in your solution.
Better Understanding through Asking Questions
From loaded questions to disguised objections, buyers' questions can feel risky to answer. Learn how to maintain momentum while navigating stalls and objections with tact — using curiosity, not just expertise, to cultivate trust.
Understanding Investment Parameters
Nothing provokes anxiety like talking about pricing. Investment conversations don't have to be uncomfortable — and there's much more to an investment decision than just the budget.
Identifying the Decision-Making Process
Buyers' decision-making processes are growing more complex, with more decision-makers involved in every sale. It has never been more difficult — or more important — to gain access to key decision-makers and understand how buyers decide.
Communicating the Solution and Closing the Sale
Whether a deal closes is decided by the many qualifying events that occur well before closing. Your presentation doesn't have to feel like a high-stakes event that makes or breaks the deal.
The Sandler Experience
In addition to highly engaging instructor-led sessions that feel tailor-made for your sales motion, we provide the resources your teams need to change the way they sell.
Sales Simulator
15-minute Sales Simulators where you join a Sandler-enabled sales team to learn from mentors and real-world examples — and see the Sandler Selling System in action.