Sandler Essentials Program
Sandler Essentials Plus is an eight-session foundational program that introduces the core principles of the Sandler Selling System. Over the course of this cohort, you'll build a structured, repeatable approach to sales conversations—one that creates clarity for both you and your buyers.
Each 90-minute session is live and interactive, combining instructor-led concepts with real-time practice. You won't just learn theory; you'll develop practical skills through role-play, receive direct feedback, and address the specific challenges you face in your sales environment.
Program Curriculum:
The eight sessions follow a deliberate progression:
Session 1: The Case for a Sales Process — Examine the traditional buyer-seller dynamic and understand why a defined methodology creates better outcomes for everyone involved.
Session 2: Cultivating a Sales Mindset — Develop the mental framework that separates effective salespeople from those who struggle with rejection, pressure, and inconsistency.
Session 3: Communicating with Buyers — Learn questioning techniques that uncover what your prospects actually need rather than what they initially say they want.
Session 4: Getting Commitments Throughout the Sales Process — Master the upfront contract—a tool for establishing mutual clarity and eliminating the ambiguity that leads to stalled deals.
Session 5: Discovering Buyers' Motivations — Go beyond surface-level pain points to understand the emotional and business drivers behind purchasing decisions.
Session 6: Questioning Strategies — Develop the tactical questioning techniques—including reversing, the curiosity curve, and the pain funnel—that uncover what prospects really need rather than what they initially say.
Session 7: Identifying the Decision-Making Process — Map out how decisions actually get made within your prospect's organization.
Session 8: Closing the Sale — Bring opportunities to a clear conclusion—whether that's moving forward or mutually agreeing it's not a fit.
What's Included:
Enrollment in Sandler Essentials Plus provides access to:
Live Training Sessions — Eight 90-minute sessions with certified Sandler trainers who actively sell alongside their training work.
Weekly Mastery Workshops — 30 days of access to live virtual workshops covering tactical application of Sandler concepts across various selling scenarios.
Prospecting Sprint Series — A focused module on building pipeline through disciplined outreach strategies and messaging.
Account Management Sprint Series — Approaches for deepening existing client relationships and expanding revenue within your current base.
Extended Online Course — Self-paced content to reinforce and review concepts between sessions.
Sandler Online Access (1 Year) — A comprehensive library of on-demand resources for continued development.