Sales Development Series
Sandler Essentials
Our next 10-week virtual session starts on Oct. 16 • 9:00-10:30 am PT
Overcome Today's Sales Challenges
Sandler Essentials is your foundation through the Sales Development Series.
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.
50%
More salespeople hit quotas
than those without Sandler
96%
Of clients polled would recommend Sandler
Take the Next Step to Boosting Your Sales! Contact Us.
Evolve
Elevate
Excel
Evolve the Attitudes, Behaviors, and Techniques of salespeople that improve performance.
Elevate and systematize your customer journey to support sustainable growth goals.
Excel with a methodology to drive pipeline growth, increase forecast accuracy, and accountability.
20%
57%
93%
On an individual basis, sales training can increase a rep's performance an average of 20%
Companies that invest in sales training are 57% more effective than their competitors.
Companies that implement a sales coaching strategy see 93% of their salespeople meet quota.
Sales Essentials Topics
Ten weekly virtual sessions • 9:00am-10:30am PT
Upcoming class start date: Oct. 16th
Sandler Drives Results: 34% Reported >50% increase in first year sales after working with Sandler
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”.
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.
Essential Communication Skills
Identify ways to tailor our non-verbal communication to create closer bonds with buyers. Analyze how the Pattern Interrupt technique helps us differentiate ourselves from other sellers. Identify the 4 basic behavioral styles in the DISC model.
Initiating Buyer-Focused Conversations
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.
Better Understanding Through Asking Questions
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 budget using the Bracketing technique.
Identifying the Decision-Making Process
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.
Communicating the Solutions and Closing the Sale
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.
Breaking Through the Comfort Zone Expand your comfort zone to consistently reach higher levels of performance. Discover how your identity shapes your role performance, and learn to replace self-limiting beliefs with a growth-focused mindset that drives impact and success.
What's Included:
- 10-Week Course - weekly virtual sessions of 60-90 minutes
- Sandler Selling Certificate upon completion
- Access to online class content & bonus content for 12 months
- DISC Assessment & Report Review
- Weekly business coaching session
- Access to Marin Sales Advisory’s private Community for reinforcement & networking
Earn Your Sandler Essentials Certification
By completing the Sandler Essential Class requirements, you'll achieve the first level of sales certification. This confirms that you know the philosophy and techniques behind the Sandler Selling System and how to apply them in context.
"This is not about taking historical knowledge and starting over, Sandler’s unique training is about sharpening critical sales skills. That extra ten to fifteen percent improvement in productivity makes a huge difference and will help sales professionals at all levels of their careers succeed. We chose Sandler because their world-class methodology empowers salespeople to improve incrementally over time. The Sandler training is a master class in sales."
Yamini Rangan, HubSpot CEO