Events Sandler Innovative Sales Clinic AI+

Manage sales so that results stop being a surprise.

What? Sandler Innovative Sales Clinic AI+ When? September 3 - November 6 How long? 2 months Where? Warsaw

Build a sales team that actually sells - without contests, pressure, and random actions.

If you want to stop improvising in sales conversations and start working according to a proven structure - from the first contact, through needs diagnosis, to closing without pressure and without free consulting - this program is for you. You leave with a ready set of tools for qualifying clients, building relationships, and controlling the flow of meetings that you can implement immediately. Plus practical work with AI that genuinely reduces conversation preparation time and organizes the entire sales process.

Who is the program for?

• Sales reps, client advisors, and sales specialists developing conversation skills
• People responsible for client acquisition, developing commercial relationships, and closing sales
• Entrepreneurs and business owners actively involved in the sales process
• Sales teams working in environments requiring information analysis, client needs diagnosis, and running the sales process in an organized and predictable way
• Organizations implementing a new commercial work model and developing AI technology competencies in sales in a safe, conscious, and regulation-compliant way

Educational objective

The goal of the training is to develop participants' sales competencies and prepare them for work in a new, organized sales model based on the Sandler Selling System®. The program supports participants in developing the ability to run the sales process in a more conscious, predictable, and effective way - from building relationships, through needs diagnosis and client qualification, to presenting solutions, handling objections, and closing sales.

The training also develops digital competencies and practical skills in using AI technology to support conversation preparation, information analysis, organizing conclusions, and structuring the sales process. Participants learn to use AI in a way that increases commercial work efficiency, without replacing the human in situation assessment and sales decision-making.

The program supports implementation of a new commercial work model for the organization, and the competencies acquired are directly connected to participants' daily professional responsibilities and the growing importance of digital technologies and AI in the work environment.

The program also develops practical skills in using AI for new or expanded professional tasks related to conversation preparation, commercial situation analysis, sales process organization, and client action planning.

The role of AI in the educational process

The program assumes the use of AI technology in a practical, controlled, and regulation-compliant manner. AI serves as a tool supporting preparation, analysis, and organization of commercial work - it does not replace client relationships, the sales process, or human responsibility for situation assessment and decision-making.

Within the program, participants:

• Learn the capabilities and limitations of AI technology in sales work
• Learn to use AI safely, responsibly, and in compliance with regulations
• Develop the ability to formulate effective queries and critically evaluate AI-generated responses
• Use AI to analyze information, prepare sales activities, build communication variants, and organize data
• Improve their use of AI as a tool supporting the operational efficiency of the sales process

In the program, work with AI takes place exclusively on general, sample, descriptive content or content created for exercise purposes. AI technology is not used to automate commercial decisions or to process real client data or confidential organizational information.

Program

The training and development program includes the following elements:

• Participation in an 8-day training and development program delivered as 4 x 2-day sessions at monthly intervals
• Independent work between sessions focused on implementing learned sales techniques
• Use of Extended DISC® as support for recognizing behavioral styles and adapting communication
• Implementation tasks completed after each session and monitored by the trainer
• Sandler Training® licensed handbook and implementation support materials
• Participation in the implementation and gamification process using the Improver app, supporting consolidation of new work standards, progress monitoring, and development of sales habits
• Practical work with AI technology in the areas of sales conversation preparation, information analysis, organizing conclusions, and sales process organization

Outline schedule

• Day I - 09/03 - Introduction to the Sandler model and AI in sales
• Day II - 09/04 - Building an innovative relationship
• Day III - 09/24 - Negative reversal strategy and contracting
• Day IV - 09/25 - Building purchase motivation
• Day V - 10/15 - Assessing client readiness to buy
• Day VI - 10/16 - The art of presentation
• Day VII - 11/05 - Prospecting
• Day VIII - 11/06 - Training workshops

Methodology and AI usage principles

Sandler Selling System® methodological content is made available to participants in the form of licensed handbooks, training materials, and implementation tasks carried out in the Improver app.

AI use in the program covers exclusively work on general, sample, or participant-created content for exercise purposes, including sales conversation preparation, commercial situation analysis, creating communication variants, and organizing conclusions. The program maintains a separation between the sales methodology implementation layer and the AI technology layer as support for selected preparatory, analytical, and organizational activities.

Learning outcomes

1. The participant uses AI technology to support preparation, analysis, and organization of the sales process. Verification criteria:

• identifies AI applications in client, market, and business context analysis
• prepares questions, communication variants, and organizes information using AI
• uses AI to prepare sales conversation structure, action scenarios, and response variants to client answers
• formulates effective queries and critically evaluates AI-generated responses
• uses AI to organize post-conversation material, prepare summaries, and plan next sales steps
• uses AI exclusively as support for preparation, analysis, and organization of the sales process, without delegating commercial decisions to AI

Validation method: Observation in simulated conditions and analysis of prepared materials.

2. The participant applies principles of safe, responsible, and regulation-compliant use of AI in commercial work. Verification criteria:

• recognizes the capabilities and limitations of AI technology in sales
• identifies principles of safe AI use in the work environment
• distinguishes between acceptable and unacceptable ways of using AI in commercial activities
• identifies risks associated with improper use of AI in the sales process
• applies the principle of working with general, sample, or exercise-prepared content
• understands that AI supports preparation and analysis but does not replace the human in situation assessment and decision-making

Validation method: Observation in simulated conditions, exercise analysis, and case discussion.

3. The participant uses AI to increase the operational efficiency of daily commercial work. Verification criteria:

• uses AI for faster preparation for sales conversations
• organizes information about the client and commercial situation with AI support
• prepares communication variants adapted to the conversation goal and client profile
• uses AI to organize conclusions, priorities, and next steps in the sales process
• evaluates in which areas AI genuinely increases commercial work efficiency and in which it requires caution and control

Validation method: Observation in simulated conditions and analysis of prepared materials.

4. The participant understands the principles of the Sandler Selling System® and the Extended DISC diagnostic tool. Verification criteria:

• recognizes the standard sales process and the most important traps in the commercial relationship
• distinguishes between clients' psychological games
• understands the basic assumptions of the Sandler Selling System®
• recognizes personality typology based on Extended DISC
• identifies ways to adapt communication to the interlocutor's style

Validation method: Observation in simulated conditions.

5. The participant masters techniques for building client relationships. Verification criteria:

• applies paraphrase, positive reinforcement, and de-escalation techniques
• uses directional clarification and paraphrase to uncover the interlocutor's intentions
• uses second-hand stories as an influence tool
• consciously conducts conversations about client objections and doubts

Validation method: Observation in simulated conditions.

6. The participant knows how to ask questions in the right direction and for the right purpose to consciously conduct sales conversations. Verification criteria:

• introduces difficult topics into the conversation using the direct technique
• is able to defend against free consulting
• knows question-asking tactics and reversal directions
• maintains control over the flow of meetings and the order of topics discussed

Validation method: Observation in simulated conditions.

7. The participant can contract agreements and exert influence without pressure. Verification criteria:

• applies the negative reversal strategy
• understands the principle of the right to say NO
• manages the meeting process through contracting agreements
• secures agreements with the client

Validation method: Observation in simulated conditions.

8. The participant understands the importance of client qualification and can diagnose purchase motivations. Verification criteria:

• knows the concept of the three-stage prospect qualification process
• understands the concept of pain in sales and its significance in client motivation
• conducts conversations according to the pain funnel logic
• qualifies the client based on needs, motivation, and consequences of inaction

Validation method: Observation in simulated conditions.

9. The participant can conduct conversations about the client's budget and decision-making process. Verification criteria:

• verifies the client's readiness to make a decision
• applies questions about budget and financial expectations
• checks the credibility of the interlocutor's declarations
• recognizes the client's decision-making process and can assess the rationale for further cooperation

Validation method: Observation in simulated conditions.

10. The participant can present a solution and close sales more effectively. Verification criteria:

• presents the solution in relation to the client's needs and motivations
• conducts conversations about objections
• secures the client's purchase or cooperation decision
• uses techniques supporting sales closing

Validation method: Observation in simulated conditions.

Why trust me?

Maja Drexler

Sales trainer and consultant, specializing in designing and implementing B2B and Enterprise Selling sales processes. In her work, she combines the Sandler methodology with Extended DISC® and FinxS® Sales Assessment tools.

She specializes in building scalable sales funnels, conducting discovery conversations, and designing Go-to-Market strategies that combine sales, marketing, and operational perspectives using CRM systems and AI tools.

At Sandler Training Polska, she is responsible for developing training products and adapting global solutions to the needs of the CEE market. Her experience includes development projects carried out for companies across various industries, B2B sales, journalism, entrepreneurial activity, and academic teaching (UJ, UPJPII, and UEK).

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