Sales Development Series
Sandler Essentials
New sessions start on: March 11 • April 29 • June 10 • Sept. 9 • Nov. 4
Overcome Today's Sales Challenges
Sandler Essentials is your foundation through the Sales Development Series.
9 Virtual classes held over 4.5 weeks - Your first step to sales certification.
Companies that invest in sales training are 57% more effective that their competitors.
Are You Reaching Prospects?
Sales growth is a challenging undertaking in today's economy and with highly educated buyers. There are hundreds of potential pitfalls including self-limited beliefs, prospecting struggles, the marketplace, and of course, the competition.
The Solutions to Sales Success
Sales development is an investment in the growth of your company and yourself. While an effective sales team drives business success, an ineffective sales force can result in missed revenue opportunities, low customer satisfaction, and losing to your competitors.
Develop Consistent Lasting Results
- Build Better Habits - Install a “more, better, different” approach to your goals, plans, and actions.
- Reinforce Positive Beliefs - Improve the way you think about yourself, your organization, and the marketplace.
- Drive Performance - Change the performance of the entire sales organization.
- Execute Innovative Strategies - Apply more effective strategies and tactics with the appropriate personal presence.
Evolve
Evolve the Attitudes, Behaviors, and Techniques of salespeople that improve performance.
20%
On an individual basis, sales training can increase a rep's performance an average of 20%
Elevate
Elevate and systematize your customer journey to support sustainable growth goals.
57%
Companies that invest in sales training are 57% more effective than their competitors.
Excel
Excel with a methodology to drive pipeline growth, increase forecast accuracy, and accountability.
93%
Companies that implement a sales coaching strategy see 93% of their salespeople meet quota.
2025 Sales Essentials Dates
Sandler Drives Results: 34% Reported >50% increase in first year sales after working with Sandler
Virtual 4.5 Weeks • Tuesday & Thursday 11:00am-12:30pm ET
Program includes 3 additional Mastery Classes
New sessions start on: March 11 (class time 3:30-5:00 for this session) • April 29 • June 10 • Sept. 9 • Nov. 4
The Buyer-Seller Dynamic
Identify the dynamics of the buyer-seller relationship. What causes sellers to lose control in a sales pursuit. Recognize when you are giving “unpaid consulting”.
Essential Communication Skills Tailor non-verbal communication to create closer bonds with buyers. Analyze how the Pattern Interrupt technique helps differentiate ourselves from other sellers. Identify the 4 basic behavioral styles in the DISC model.
Creating Mutual Agreement Explain the importance of showing up as an apparent equal to your buyer. Illustrate the Up-Front Contract technique. Understand the four elements of the Up-Front Contract.
Discovering Buyers' Motivations Recognize the importance of uncovering the buyer’s emotions. Identify the three levels of pain. Explain why the seller must understand more than just the buyer problem. Use the Sandler Pain Funnel to conduct a thorough exploration of buyer pain.
Questioning Strategies Recognize the need to clarify buyer questions before answering them. Use the Sandler technique of Reversing for clarifying buyer questions. Apply the Pendulum Theory to avoid pressuring buyers. Use the Third-Party Stories.
Understanding Investment Parameters
The concept of value differs by buyer and by product/service. Describe the relationship between willingness to invest and ROI perception. Explain how to transition to a conversation about money. Uncover the buyer's buget using the Bracketing technique.
Identifying Decision Makers Identify the 6 components of decision intelligence sellers must understand about every deal. Create a set of questions to elicit information regarding each component. Create verbal responses to common challenges in uncovering that information.
Closing
Show the importance of using Clear Future Commitments in creating momentum for the close. Select strategies for closing presentations or for sending buyer proposals. Identify seller steps after receiving verbal agreement from the buyer to complete the sale. Determine the 4 common buyer objections and create responses.
The Success Triangle Cultivate behaviors, attitudes, and techniques to meet your goals. Define the three pillars of success that drive sales performance. Gain personal accountability practices and build productive selling activity. Elevate your attitude by dismantling self-limiting beliefs.
_________
"Sales is an evolving concept. This program provides the necessary practice to keep skills sharp."
Class Participant
Sandler Essentials Certification
Training with Sales is an investment in yourself and your team's success. Completing the Essentials Certification demonstrates competency in key sales areas. Sandler certifications are recognized by industry professionals and provides a competitive advantage to your success.
