Establishing A Foundation For Your Growth In Sales - 7 Week Program
The Sandler Foundational Training Program is a complete overview of the proven Sandler Selling System -- instructor-led and delivered over a 7-week cycle. The Foundations Program is designed to provide an understanding of basic skills, techniques, and behaviors needed to improve sales performance.
Other professions are consistently honing their skills and so should salespeople. This program will help you broaden your selling scope, brush up your skills, and/or set a new foundation from which to start. Participants will attend a two-day introduction session to the Sandler Sales Process and will each be given their private portals for self-study online learning reinforcements.
After the introduction, participants will attend weekly live sessions to discuss and practice application of concepts and approaches with other sales professionals. They will also be required to complete online reinforcement assignments to supplement live sessions. In addition to having your trainer by your side, you will also have the opportunity to network, role-play, and hear from other professionals in the program. These sessions will lay the groundwork to deliver attitudes and techniques that are critical to success in a career in sales through specialized training.
Upon successful program completion, participants will qualify for Sandler Bronze Certification status and receive a Sandler Foundational Training Completion Certificate. Additionally, participants will be eligible for potential advancement to Sandler’s Advanced Sales Mastery Program, should continued development be desired.
The Foundations program gets sales professionals on the right track to implement a clear sales process that results in predictable sales that drive revenue and profits. Learning and understanding the Sandler system of selling puts you, the sales professional, in control. It is unlike any sales training you have ever seen, and it is what has made Sandler Training the world's largest and fastest growing selling system in the world.
“Since adapting the Sandler training techniques I have not only been promoted, but I am now ranked number one in my company. I made more money last quarter than I did all last year.” -- Brandon Pickering, Northwest Territory Manager, Conmed Electrosurgery
"Sandler training from James totally changed the way we think about our sales process. We've stop wasting time with unqualified prospects that will never close and are closing faster, clearer, and better deals than ever before." -- Kav Latiolais, Principal/Owner, LIFFT
"Everything was wonderful! James has such a way to connecting to this "students". I will continue to try and take classes taught by him. I have never been disappointed." -- Shayna Moran, Group Sales Manager, DoubleTree Suites by Hilton - Seattle Airport Southcenter
Sandler's Foundational Sales Mastery Training Topics Include:
The Importance of Having a System for Selling
◦Discover how the Sandler Selling Process exposes the weaknesses of the traditional buyer/seller dance.
◦Learn the key factors that must be considered for obtain sustained growth in your selling ability.
◦Discover how your current selling paradigm is hindering your overall sales success.
Effective Prospecting Behavior
◦Develop the appropriate prospecting paradigm.
◦Best-practice behaviors and tactics to fill your pipeline.
◦Create and hone a 30-second commercial that gains interest and starts conversations.
How Behaviors, Attitude, and Technique = Your Total Success
◦How to establish equal business stature with the prospect and customer.
◦Hidden barriers to success in selling, and how to overcome them.
◦Create your cookbook of behaviors to make you successful.
Effectively Creating Trust in the Sales Process
◦Learn how to build credibility and trust more quickly.
◦Effective communication in all stages of the sales process
◦Discover how you may be undermining your communication effectiveness
How Control of the Sales Process is Established and Maintained
◦Shorten your sales cycle by conditioning your prospects to make decisions at every step.
◦Learn to set the right expectations and remove assumptions that create difficulty in the sales process.
◦Discover how to stop your prospect from entering the "witness relocation program" after saying they will get back to you.
Identifying Compelling Reasons for Doing Business (Pain)
◦Learn a systematic manner with which to uncover your prospect’s true concerns and reasons.
◦Creating a pain-focused conversation to get prospects to effective understand your unique value proposition.
◦Distinguish yourself from the competition by moving away from feature-benefit selling.
Advanced Strategic Questioning Strategies
◦Learn to stay in control of the sales call through effective questioning.
◦Learn to vastly improve your information gathering ability, while reducing the tendency to "show up and throw up".
◦Improve your consultative selling ability through strategic questioning
Effectively Conducting the Money Conversation
◦How to turn price conversations into value conversations.
◦Overcome the roadblocks that prevent you from getting your price.
◦How to determine if the prospect is willing and able to move forward in the process.
Discovering Your Prospect's Decision-Making Process
◦Learn the right way to uncover the true decision-making process and to get access to decision-makers.
◦How to drive consensus in complex decision scenarios.
◦Learn the specific manner in which to ask questions to get a positive decision more often.
Closing the Sale
◦Closing effectively by presenting to the prospect’s pain, decision-making process, and budget.
◦Solidifying the buying commitment and avoiding back-outs or competitive undercutting.
◦Generating more referrals even before you "prove yourself."
We look forward to hearing from you! Give us a call or send us an email to let us know what roadblocks you may be encountering in sales or management. We can discuss what course and training options would work best for you. Remember, the first step in success is making the call!