Sales-Training-Sandler-Essentials

From Salesperson to Sales Professional:

Master the Mindset, Methodology, and Process

The difference between a salesperson and a sales professional comes down to two things:

- A defined sales process that guides prospects through a discovery journey
- A proven methodology to consistently execute high-quality sales conversations

Sandler Essentials is a foundational program that introduces the principles of the Sandler 7-step selling process. Discover the tools, structure, and mindset to sell with confidence, qualify with precision, and close with consistency. If you’re ready to stop winging it and start winning with purpose—this is for you.

Why Should You Attend?

If any of these sound familiar, Sandler Essentials is your reset button.

Do your deals stall because you don't have a clear path forward?
Are you relying on the buyer's process instead of leading with your own?
Do you finish sales calls unsure if it was a win or a waste of time?
Do unqualified leads live in your pipeline?

You’ll stop chasing and start leading. Gain control, build credibility, and drive conversations that move deals forward—on your terms.

What You'll Learn:

Stop chasing and start leading! Gain control, build credibility, and drive conversations that move deals forward—on your terms.

A clear sales process to guide every conversation and how to apply it in real-world scenarios
The confidence to lead meetings, establish clear next steps, and establish equal business stature
Uncover buyer motivation through pain-focused questioning.
Techniques to disqualify weak prospects early
A proven framework for handling objections and eliminating ghosting

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.

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"Sales is an evolving concept. This program provides the necessary practice to keep skills sharp."
Class Participant