Sandler Quick Start: Two-Day Bootcamp (Oct 21 & 22)

• Deals stall because reps present too early—jumping into solutions before uncovering real business impact, leaving prospects with “nice-to-have” instead of “must-have” urgency.
• Forecasts slip when reps stay in chase mode—confusing activity for progress, mistaking friendliness for influence, and never securing a true Champion to advance the deal.
• Conversations stay stuck at surface-level pain—reps never connect the dots to business objectives, making it impossible to earn executive access or create momentum at the top.
• Executive meetings fall flat—when reps finally do get to the EB, they fail to speak the language of outcomes, miss the chance to challenge thinking, and lose credibility as an advisor.
• Pipelines are brittle and timelines stretch—too many single-threaded deals, too little coverage, and too few skills to shorten cycles by driving urgency, access, and trust.

• Discover how to do the unexpected on a sales call to differentiate from the competition and get to the truth with your prospect, immediately

• Build agendas with your prospects that guarantee a decision to move forward or move away

• Utilize the Sandler Selling System qualification process

• Learn a questioning template to help the prospect self-discover and quantify their pain

• Develop comfort in discussing investment (Time, Money, Resources) early on

• Identify whether your prospect has an investment show-stopper before your present your intellectual property

• Learn to uncover the prospect’s decision-making process before presenting

• Introduction to prospecting strategies to help you identify, organize, and track the activities required to achieve sales and income goals

• Master a Pain-based 30-second commercial for all prospecting situations

Info: -Sandler Introduction/Overview

-Benefits of an effective and efficient selling system

-Four results of the Sandler Selling Process

-The Trust Equation and how to leverage it to build long-term business intimacy

-The role of active listening and participation in building rapport

-Elements of communication to build stronger relationships

-Setting strong expectations agreeable to both parties to build equal business stature

-Sandler Selling System qualification process

-Understand the four Buying Emotions

-Tactics to find buyers’ compelling emotional reasons to buy

Info: -Questioning strategies to get the prospect talking

-How to discuss investment early on

-Uncovering decision making process and key decision makers

-Confirming the close

-Pain-based presentations

-Prevent the loss of a sale

-Generate referrals tactfully

-Build behavioral, attitudinal, & technique proficiency

-Build a Prospecting Cookbook to achieve your goals

-Effective prospecting activities

-Phone Engagement Process

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