Cleveland Events

Most financial advisors hope for referrals. High performing advisors engineer them.

In this session, advisors will learn how to generate consistent, high-quality referrals using the Sandler methodology without asking at the wrong time, sounding needy, or damaging client relationships. This class reframes referrals from a “favor” into a natural byproduct of value, trust, and clear expectations.

Participants will learn how to build referrals into their sales and service process, so referrals happen by design, not by chance. Referrals shouldn’t feel awkward, forced, or desperate.

Most sales conversations fail not because of a lack of product knowledge, but because the real pain was never uncovered.

In Pain The Key to the Fact Finder, advisors learn how to move beyond surface level problems and into the emotional, financial, and strategic pain that actually drives buying decisions. This session focuses on how to use the Sandler as a diagnostic tool not an interrogation so prospects feel understood rather than sold.

Attendees will learn how to ask deeper, more purposeful questions that uncover dissatisfaction, consequences, and urgency. We’ll explore how pain ties directly to motivation, decision making, and commitment, and why prospects rarely take action until the pain is clear, acknowledged, and owned by them.

This class also addresses one of the biggest challenges sales professionals face: the fear of asking tough questions. Participants will practice how to stay curious, cautious & not tied to the outcome while guiding prospects to articulate their own reasons for change.

Most salespeople feel pressure when prospects hesitate, push back, or go silent. In Sandler, pressure is a signal, not a problem and Reversing is the fuel that turns that pressure into control.

In Reversing: Turning Pressure Into Control, participants learn how to respond to resistance, objections, and hesitation without defending, convincing, or chasing. This session teaches how to use reversing techniques to shift ownership of the problem back to the prospect, allowing them to think, reflect, and self-discover their true position.

Reversing is not about clever comebacks or verbal tricks. It is about staying neutral, curious, and emotionally detached while guiding the conversation forward. When used correctly, reversing lowers resistance, increases trust, and prevents the salesperson from slipping into unpaid consulting or pressure-based selling.

Participants will learn how to apply reversing in real-world scenarios such as stalls, vague answers, indecision, and objections that arise during the sales process.

Most salespeople feel pressure when prospects hesitate, push back, or go silent. In Sandler, pressure is a signal, not a problem and Reversing is the fuel that turns that pressure into control.

In Reversing: Turning Pressure Into Control, participants learn how to respond to resistance, objections, and hesitation without defending, convincing, or chasing. This session teaches how to use reversing techniques to shift ownership of the problem back to the prospect, allowing them to think, reflect, and self-discover their true position.

Reversing is not about clever comebacks or verbal tricks. It is about staying neutral, curious, and emotionally detached while guiding the conversation forward. When used correctly, reversing lowers resistance, increases trust, and prevents the salesperson from slipping into unpaid consulting or pressure-based selling.

Participants will learn how to apply reversing in real-world scenarios such as stalls, vague answers, indecision, and objections that arise during the sales process.

Most sales conversations fail not because of a lack of product knowledge, but because the real pain was never uncovered.

In Pain The Key to the Fact Finder, advisors learn how to move beyond surface level problems and into the emotional, financial, and strategic pain that actually drives buying decisions. This session focuses on how to use the Sandler as a diagnostic tool not an interrogation so prospects feel understood rather than sold.

Attendees will learn how to ask deeper, more purposeful questions that uncover dissatisfaction, consequences, and urgency. We’ll explore how pain ties directly to motivation, decision making, and commitment, and why prospects rarely take action until the pain is clear, acknowledged, and owned by them.

This class also addresses one of the biggest challenges sales professionals face: the fear of asking tough questions. Participants will practice how to stay curious, cautious & not tied to the outcome while guiding prospects to articulate their own reasons for change.

Sales conversations break down when expectations are unclear. Missed next steps, ghosting, and stalled deals are rarely prospect problems—they’re the result of a missing or weak Up-Front Contract.

In Up-Front Contracts: Setting Clear Expectations and Control, participants learn how to establish mutual agreement at every stage of the sales process. This session focuses on how to set clear agendas, define outcomes, confirm time, and agree on next steps—before the conversation begins.

The Up-Front Contract is not about control through authority; it’s about creating safety and clarity for both parties. When done correctly, it lowers resistance, increases trust, and prevents misunderstandings that derail deals later in the process.

Sales is an emotionally violent sport and one of the biggest reasons sales conversations break down is when salespeople confuse who they are with what they do. When identity gets tangled with role, objections feel personal, pressure increases, and control is lost.

In Identity vs. Role, participants learn how to separate their self-worth from the outcome of a sales conversation. This session focuses on understanding the difference between personal identity and professional role and why mastering that distinction is critical to staying neutral, confident, and effective.

Participants will explore how emotional attachment shows up in selling, how it drives behaviors like over explaining, discounting, and chasing, and how to reset their mindset to operate from role rather than ego. The session reinforces that rejection is not personal; it’s simply feedback about fit, timing, or priority.

Through discussion and practical application, attendees will learn how to maintain emotional discipline, ask tougher questions, and walk away from unqualified opportunities without hesitation or regret.

Sales is an emotionally violent sport and one of the biggest reasons sales conversations break down is when salespeople confuse who they are with what they do. When identity gets tangled with role, objections feel personal, pressure increases, and control is lost.

In Identity vs. Role, participants learn how to separate their self-worth from the outcome of a sales conversation. This session focuses on understanding the difference between personal identity and professional role and why mastering that distinction is critical to staying neutral, confident, and effective.

Participants will explore how emotional attachment shows up in selling, how it drives behaviors like over explaining, discounting, and chasing, and how to reset their mindset to operate from role rather than ego. The session reinforces that rejection is not personal; it’s simply feedback about fit, timing, or priority.

Through discussion and practical application, attendees will learn how to maintain emotional discipline, ask tougher questions, and walk away from unqualified opportunities without hesitation or regret.

Sales conversations break down when expectations are unclear. Missed next steps, ghosting, and stalled deals are rarely prospect problems—they’re the result of a missing or weak Up-Front Contract.

In Up-Front Contracts: Setting Clear Expectations and Control, participants learn how to establish mutual agreement at every stage of the sales process. This session focuses on how to set clear agendas, define outcomes, confirm time, and agree on next steps—before the conversation begins.

The Up-Front Contract is not about control through authority; it’s about creating safety and clarity for both parties. When done correctly, it lowers resistance, increases trust, and prevents misunderstandings that derail deals later in the process.

Participants will practice how to confidently introduce and maintain Up-Front Contracts in discovery meetings, follow-ups, presentations, and even internal conversations. Special emphasis is placed on how Up-Front Contracts protect against common issues such as prospects withholding information, avoiding decisions, or changing expectations midstream.

Most advisors say they want to improve, but improvement doesn’t happen through theory alone. It happens through practice. In Sandler, role play is not about acting; it’s about building confidence, consistency, and control in real sales conversations.

In Role Play: Turning Practice into Performance, participants learn how to use structured role play as a tool for skill development rather than a source of anxiety. This session reframes role play from something to avoid into one of the most powerful ways to reinforce behaviors, attitudes and techniques.

Participants will practice real-world scenarios drawn directly from their sales environment, focusing on core Sandler skills such as Up-Front Contracts, questioning, reversing, and maintaining emotional discipline. Emphasis is placed on staying in role, receiving feedback objectively, and improving one specific behavior at a time.

This session also teaches how to role play effectively whether as the salesperson, the prospect, or the observer so everyone involved gets value from the session.