In a fast-paced sales environment, it feels like there’s never enough time to invest in your professional development. This session is an opportunity to pause, reflect on your career, and map out your future trajectory.

In this course, learn how to conduct an honest self-assessment to root out destructive thought patterns and to model behaviors and techniques that will help you achieve your goals. By determining your roadmap to success, you can establish loftier goals and close more profitable deals.

Through eLearning simulation, hands-on activities, and peer-to-peer learning, you can be the author of your own success story.

The buyer’s journey is rapidly transforming into one that is digital and increasingly independent. Armed with information, the educated buyer seeks out sales consultants that enable and empower them to make their buying decisions.

This session introduces the Sandler philosophy for the modern sales professional. We believe sales professionals should be known as trusted advisors who are focused on the buyer’s interests and solution-orientated professionals who craft personalized solutions.

In this session, you’ll be introduced to a sales methodology that works with any sales process to drive effective outcomes. You’ll learn to protect your time by qualifying strategically, to build trust by empathizing with your buyer, and to eliminate inefficiencies and replicate what works.

Through hands-on activities and peer-to-peer learning, you will gain tools to help you succeed in the modern sales landscape.

Imagine a world where you could create instant rapport with prospects without resorting to small talk about the weather or their favorite sports team. This no-fluff session can get you there. It focuses on the essentials for communicating effectively and building mutual trust with buyers.

In this course, you’ll learn how to: establish equal stature with buyers to nurture collaborative—not transactional—relationships; ask questions that resonate and advance the relationship; and develop the confidence to assert your right to forthright communication.

Through this course, which includes eLearning simulation, hands-on activities, and peer-to-peer learning, you can learn to build rapport with anyone.

If the idea of cold-calling prospects makes you sweat, you’re far from alone. The pressure to make a good first impression with a potential client is enough to make anyone nervous. But it doesn’t have to be that way. 

In this course, learn about the psychology of call reluctance and how to turn down the pressure with authentic curiosity. Craft a compelling 30-second commercial that’ll leave your prospects hanging on every word. By creating a no-pressure environment, you can approach prospective conversations with confidence. 

Through eLearning simulation, hands-on activities, and peer-to-peer learning, you can initiate effective conversations with anyone.

Most people have experienced meetings that go off point, get derailed, or are overall ineffective. An Up-Front Contract is a tool that helps sales professionals set expectations up front and establish control over their meetings.

In this course, you’ll learn about the four components of an effective up-front contract and when and how to use one in your sales interactions. You’ll explore establishing equal business stature with your buyers by getting permission to ask questions and giving them permission to say no. You’ll practice and refine your up-front contract with peers so that it becomes intuitive to use with your buyers.

Through eLearning simulation, hands-on activities, and peer-to-peer learning, you can create mutual agreement and drive effective outcomes in your sales meetings.

Loss aversion is a powerful motivator. Customers’ 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.

In this course, you will learn the four buying emotions underlying your customers’ buying behavior. You’ll learn how to uncover the three levels of pain to empathize with the personal impacts of pain and activate emotional drivers that motivate purchasing decisions. You’ll also learn how to use the Pain Funnel technique to investigate pain indicators and qualify buyers before investing time in the opportunity.

Through eLearning simulation, hands-on activities, and peer-to-peer learning, you can learn to have pain conversations that qualify buyers and motivate them to alleviate their pain.

From loaded questions to disguised objections, buyers’ questions can feel risky to answer. Asking you to share information without reciprocation is at best unpaid consulting from you, at worst a genuine bad-faith practice on your buyer’s part.

In this course, you’ll learn strategies for asking questions that uncover your buyer’s true intentions and help you qualify them for further development. You’ll discover how to maintain momentum throughout the sales interaction while navigating stalls and objections with tact. Instead of leading with your own expertise, you’ll learn how to use curiosity to cultivate trust.

Through eLearning simulation, hands-on activities, and peer-to-peer learning, you can learn to protect yourself from unpaid consulting—and better serve your buyer.

Nothing provokes anxiety in a salesperson like talking budget. What if the buyer doesn’t have a budget? What if their budget is too low? What if they don’t want to talk about it? But budget conversations don’t have to be uncomfortable.

In this course, learn why you don’t have to live and die on the buyer’s budget. Discover how to discuss money confidently by developing awareness of your internalized money scripts. Think beyond the budget to address all investment parameters on which you need to qualify your buyers, setting them up to implement your solution successfully. You’ll also practice techniques for eliciting legitimate budget estimates from buyers, regardless of whether a budget has been predetermined.

Through eLearning simulation, hands-on activities, and peer-to-peer learning, you can learn to discuss budget proactively with your buyers so you won’t be cornered into negotiating on price.

With an increasing number of decision-makers involved in every sale, buyers’ decision-making processes are growing increasingly complex. It has never been more difficult—or more important—for a salesperson to gain access to key decision-makers and understand how their buyers make decisions. 

In this course, you’ll learn the four pivotal decision-maker roles and how to gain access to the people qualified to make decisions in the sale. Learn how to partner with champions and win over blockers to move deals forward. Use the investigative approach to uncover your buyer’s decision-making team, timeline, and process. By increasing transparency about your buyer’s process, you can prevent deals from stalling and align your approach to their buying journey. 

Through eLearning simulation, hands-on activities, and peer-to-peer learning, you can learn to discover the information you need to close the sale.

Marathon winners aren’t determined on race day alone. The fate of a marathon runner is determined by months of training and thousands of miles logged well before race day. In sales, whether a deal closes is decided by the many qualifying events that occur well before closing. Closing the deal is the end game in sales, but your presentation doesn’t have to feel like a high-stakes event that makes or breaks it.

In this course, you’ll learn a three-step strategy for presenting your solution that takes the pressure off and gets you closer to a close. You’ll learn how to handle pressure to demonstrate your solution before you’ve vetted your prospects. You’ll use the thermometer technique to conduct a temperature check on your potential to close. You can even leverage the moment you’ve landed the deal to secure referrals and future business.

Through eLearning simulation, hands-on activities, and peer-to-peer learning, you can learn to translate an effective sales qualification process into a low-stakes close.

There is a vital connection between self-esteem and role performance. In this course, you will learn how your level of self-esteem creates a comfort zone of performance in your various roles. You will also learn how to break through your comfort zone and improve your performance. 

One of the most important lessons in this program is learning to separate one’s “identity” from one’s “role.” 

In this course, you will understand how your identity level plays a part in your role performance and learn to replace self-limiting beliefs to improve your mindset and accelerate your growth journey.