Polska Events

28–29 May, 18 June | Warsaw | 3 days

Stop fighting over price. Start leading the conversation.

Many negotiation processes are still treated as a tug-of-war over price. Each side tries to win, push conditions, and secure the best possible deal. The result is often deadlock, tension, or agreements that feel like compromise rather than success.

Negotiation can look different.

What is Sandler Negotiating Mastery?

A 3-day negotiation workshop based on the Sandler methodology, delivered in a small group format. Strong focus on practice, real-life scenarios, and working on situations commonly encountered in the real estate market.

The objective is not “better conversations”, but higher effectiveness and control in the negotiation process.

Who is this program for?

Real estate sales professionals (primary market)
responsible for negotiating property prices with clients and protecting margins.

Real estate agents and brokers
handling negotiations between parties and managing commission discussions.

Investors and property flippers
operating in price-sensitive buying and selling environments.

Developers
negotiating land acquisitions as well as agreements with contractors and subcontractors.

What will be gained from the training?

After the three days:

• increased confidence and control in negotiation conversations
• ability to work on underlying needs rather than arguments
• shift from objection handling to understanding and leveraging objections
• tools to reduce price pressure in negotiations
• ability to identify and respond to common negotiation tactics
• reduced emotional tension and “tug-of-war” dynamics
• improved deal closure rates on more favorable terms

Program

Day I – 28.05
Preparation for negotiations and opening the conversation

Day II – 29.05
Working with pressure, objections, and counterpart tactics

Day III – 18.06
Closing negotiations and finalizing agreements

Trainer

Krzysztof Rzepkowski – Sandler Training Poland

Business humanist focused on sales, negotiation, and communication. Consultant and trainer specializing in changing habits and simplifying complex sales processes.

Former lecturer at the University of Warsaw (with a habilitation degree). Over 10 years of experience in the real estate industry as an advisor, manager, and sales trainer. Currently Vice President and Board Member at Sandler Training Poland.

Stop fighting over price. Start leading the conversation.

Manage sales so that results stop being a surprise.

What? Sales Management Academy AI+ When? June 8 - August 20 How long? 2 months Where? Warsaw

Build a sales team that actually sells – without contests, pressure, or random actions.

When sales in an organization still require constant managerial involvement, this program addresses that exact challenge. The focus is on developing managers who lead teams in a way that builds independence rather than dependency.

The Sandler Selling System® provides tools for goal planning, sales conversations, and people development without escalating everything upward. AI is introduced as an operational support layer, not as another system to implement.

Who is this program for?

- Sales managers and team leaders responsible for sales performance and team development
- Business owners and sales leaders aiming to structure processes and increase predictability of results
- Sales professionals preparing for managerial roles or developing leadership competencies
- Individuals responsible for onboarding, training, and development of sales competencies within organizations
- Teams and individuals responsible for developing AI capabilities in sales in a safe, conscious, and compliant way
- Sales teams operating in environments requiring data analysis, communication preparation, and decision-making based on context and information

Educational objective

The objective of the program is to develop participants’ managerial competencies and prepare them to operate in a structured sales management model.

The program supports development of a more conscious, predictable, and effective management approach, covering: managerial influence, goal and activity planning, communication, motivation, employee development, delegation, change management, and recruitment processes.

The program enables participants to:

- better understand employee motivators based on managerial conversations, observation, and structured materials
- strengthen team foundations through tools that build long-term relationships, increasing responsibility, engagement, and organizational development
- develop planning skills, including precise sales goal setting, validation of feasibility, and performance management
- apply communication techniques that support autonomous and consistent employee action without constant instructions
- increase team effectiveness and identify development potential through observation, conversations, and defined criteria
- conduct recruitment processes in a structured, criteria-based way, reducing the risk of costly hiring mistakes

The program also develops digital competencies and practical use of AI in managerial work, including preparation of conversations, data analysis, information structuring, planning, and recruitment process organization.

Participants learn to use AI as an efficiency-supporting tool, without replacing human judgment in decisions related to employees or candidates.

The program supports implementation of a new managerial operating model, and acquired competencies are directly connected to daily responsibilities and the growing role of digital technologies and AI in the workplace.

Role of AI in the educational process

The program follows a cycle: workshop – preparation – practical application – analysis – correction – implementation, ensuring long-term retention of managerial competencies.

AI is used as a supportive tool for preparation, analysis, organization, and structuring of managerial work. It does not replace human relationships, managerial decisions, or responsibility.

AI is not used for evaluation of individuals, profiling, scoring, ranking candidates, or making or recommending employment-related decisions (hiring, promotion, termination, or similar HR decisions).

AI tools are not used for automated decision-making or processing real employee, candidate, customer, or confidential organizational data.

Participants:
- learn capabilities and limitations of AI in managerial work
- develop safe, responsible, and compliant use of publicly available AI tools
- learn prompt formulation, instruction refinement, and critical evaluation of AI outputs
- use AI for business analysis, data structuring, communication preparation, and managerial planning
- develop AI as a tool supporting operational efficiency in management

All AI work is performed using general-purpose tools on sample, synthetic, or aggregated data only.

Sandler methodology implementation work is carried out separately in the Improver application, supporting learning retention, action structuring, and progress tracking.

The program follows a cycle: workshop – preparation – application – analysis – correction – implementation.

Program

Included in the program:
- 8-day development program
- independent work between sessions focused on implementation
- post-session implementation tasks monitored by the trainer
- licensed Sandler Selling System® materials
- use of Improver application for implementation support
- practical AI application in managerial and sales processes

Schedule

Day I – 08.06 – AI in sales management
Day II – 09.06 – Team management
Day III – 29.06 – Sales management
Day IV – 30.06 – Communication and motivation
Day V – 28.07 – Strengthening manager and team
Day VI – 29.07 – Employee development
Day VII – 19.08 – Delegation and change
Day VIII – 20.08 – Recruitment and interviewing

Why trust this program?

Joanna Okragly

Joanna is an experienced business trainer and HR Business Partner with extensive experience in developing sales and managerial competencies.

Her professional background is strongly practice-based, built through extensive experience in direct and telephone sales training, as well as soft skills development.

Currently a Sandler Training Poland trainer, part of a licensed partner of a global leader in sales training. Supports sales professionals in improving performance, breaking routine approaches, and applying the Sandler Selling System® methodology.

Her focus is on practical learning methods including exercises, simulations, and coaching, enabling participants to apply new skills directly in their work environment.

She specializes in supporting young managers in leadership development, helping them build authority and manage teams effectively.

Sandler Foundations - discover the method that will give you back control over the sales process.

What? Advanced sales techniques training
Date: June 16-17, 2026
Hours: 9:00-17:00
Location: Warsaw, Lopuszanska 95 (APCOA parking)

A new approach to sales that works in practice

Most salespeople operate according to patterns that clients predict and successfully work around. The Sandler Selling System® is more than standard techniques. It is a sales philosophy that allows you to stand out from the competition, build lasting client relationships, and achieve results that until now seemed out of reach.

Sales is not a matter of chance - it is the result of strategy, knowledge, and the right tools.

Regardless of whether you are just starting out in sales or are an experienced salesperson, the Sandler Selling System® will transform the way you operate.

Do you encounter these situations?

Consider whether you face these challenges:

• Clients reschedule meetings or stop responding to offers?
• You feel like you are losing control over conversations and the sales process?
• You have difficulty identifying clients' real needs and "pain"?
• You hear "please send the offer by email" or "I'll think about it" and don't know how to respond effectively?

The Sandler Selling System® is more than traditional sales training. We rely on client psychology, non-standard persuasion techniques, and understanding purchasing challenges. Our methods are practical and effective - we move away from cookie-cutter solutions to help you achieve real results.

Earn your Sandler Selling System® certificate.

Who is this training for?

Salespeople who:

• have no sales experience yet but want to master effective techniques
• want to act in line with their values, avoiding associations with "pushing" and manipulation
• want to build an image as advisors and experts that clients trust

People involved in sales or having client contact who:

• have difficulty reaching decision-makers
• struggle with drawn-out decision-making processes and cannot speed them up
• feel helpless in the face of client objections and waste time on people with no real purchasing potential

Business owners and sales leaders who:

• are looking for ways to grow their business and increase sales results
• manage a sales department struggling with low effectiveness or lack of growth
• want to create an efficient, stable, and motivated sales team ready for market challenges

What will you gain?

• You will learn to handle client objections and recognize their psychological games, giving you control over conversations
• You will find out how to effectively diagnose clients' real problems, allowing you to create offers perfectly tailored to their expectations and increase your chances of success
• You will transform your role from an "ordinary salesperson" into a trusted advisor that clients are happy to entrust with their challenges
• You will learn the mechanisms of purchase decision-making and how to effectively influence their course to speed up sales closing
• Thanks to advanced sales techniques, you will save time, close processes faster, and manage your activities more efficiently
• You will learn the world-class Sandler Selling System® methodology, which will allow you to stand out from others and achieve above-average results

What will you leave with?

• You will build your market based on decision-making clients with the greatest potential
• You will transform difficult conversations into successful sales processes
• Results appear within a month, and we provide consulting support if needed

Trainer

Arkadiusz Kaczmarek

Trainer, coach, and manager with over a decade of experience. Always connected to sales forces in the area of recruitment and onboarding. A natural entrepreneur, always active in sales. He is driven by the success and joy of the people he has had the pleasure of training. Addicted to talking, which makes the training room a place where he feels right at home.

In his personal life, a happy husband and father. A fan of thrillers and long-distance running.

Take control of the sales process.

What is this program about?

The Sales Management Academy for the Real Estate Industry is an intensive, hands-on program designed for real estate agency owners, sales managers, and team leaders who want to stop firefighting and start truly controlling their sales results.

This is not a motivational workshop or a theory-heavy course. We work on real-life situations from the real estate market and use practical tools you can implement immediately.

Who is it for?

For professionals who:

• manage teams of real estate agents or advisors
• are responsible for sales performance
• feel that too many decisions are still made “by intuition”
• want to build a stable, predictable sales system

What challenges do participants usually face?

• sales results below the team’s real potential
• managers pushing sales harder than their teams
• no clear monthly or quarterly sales planning
• motivation based mainly on contests and bonuses
• agents unable to close deals without company-provided leads
• management activities driven by instinct rather than process

If this sounds familiar, this program is for you.

What will you gain?

• a deeper understanding of what truly motivates your team
• tools to build accountability and ownership among agents
• the ability to plan sales without guessing
• stronger manager–salesperson communication
• more independent, self-driven teams
• clear recruitment criteria and fewer costly hiring mistakes
• stable, repeatable sales results

Key details

• Dates: February 25 – May 20, 2026
• Duration: 3 months
• Format: On-site
• Location: Warsaw
• Group size: Small group, max. 12 participants
• Total training days: 8

Funding options available on request.

Trainer

Michal Wleklik
A hands-on sales management practitioner with 15 years of experience in the real estate industry.
Over 11 years spent managing teams, including 6 years as Sales Director. His approach is based on leading by example and real implementation, not theory.

No more random sales results.
Build a team that works with a plan, not with hope.