About Sandler
Sales Training, Professional Development, & Business Resources
At Sandler, we are dedicated to helping individuals, teams, and entire organizations unlock their full potential through world-class collaborative sessions, self-guided sessions honed over 50 years of experience, and the right tools to develop skills that capture individual strengths. We have become a trusted partner for professionals and organizations of all sizes seeking to excel in today's competitive landscape.
The Sandler Selling Methodology
Behind our sales training and coaching is the Sandler Selling Methodology, a comprehensive framework pioneered by David Sandler. In collaboration with a clinical psychologist, Sandler set out to redefine the sales landscape with a groundbreaking approach.
This innovative strategy, based on mutual respect and clear decisions, transforms traditional sales into a pressure-free experience for the salesperson and prospect. It's rooted in psychology and human behavior, focusing not just on techniques but on a mindset shift that empowers people to control their sales process successfully.
The Sandler approach focuses on behaviors, attitudes, and techniques as the three key elements driving sales excellence, with our training aimed at developing all three for maximum impact.
Reinforcement Ensures Long-Term Success
To get the most out of your training, after you, your team, or your organization has completed one of our programs, you can expect ongoing support and reinforcement to ensure the knowledge and skills acquired are effectively implemented and sustained over time.
We believe in continuous improvement, and our dedication to partnering with our clients on their journey toward success has set us apart for decades.
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The Sandler Selling System
Unlike conventional sales training that focuses on improving gameplay within the sales arena, the Sandler Selling System is crafted to eliminate the games altogether, fostering a more genuine and effective sales process.
It's a seven-step approach that puts you, the salesperson, in control of the discovery process:
- Establishing Bonding and Rapport: Develop equal business stature and encourage open, honest communication.
- Setting an Up-Front Contract: Establish roles and ground rules to create a comfortable environment within which to do business.
- Identify the Prospect's Pain: Uncover the problems and their potential impact to identify reasons for doing business.
- Uncover the Prospect's Budget: Discover if the prospect is willing and able to invest the time, money, and resources needed to fix the problem.
- Identify the Decision-Making Process: Discuss the who, when, what, where, why, and how of the prospect’s desired buying process.
- Present Your Fulfillment of the Agreement: Propose your solution to the problem within the budget and be consistent with the decision-making process.
- Confirm the Post-Sell Process: Establish next steps, discuss future business, and prevent the loss of the sale to the competition or buyer’s remorse.
Sandler Success Stories
Hear how professionals and businesses have unlocked potential and achieved remarkable success.
Join our local events to discover new strategies and meet other sales professionals.
Get Started with Expert Sales Training & Coaching
Whether you're looking for online courses, on-site training, or insightful sales coaching to guide you or your team to success, Sandler has what you need. Our extensive curriculum covers everything from prospecting and lead generation to negotiation and closing, as well as leadership and management development.
