Sandler Sales Institute - Sandler Sales Training Programs

This hands-on course delivers the core principles of the popular Sandler Selling System—a unique, integrity-based system that promotes a more effective and coachable sales process. Revitalize your team's outlook with a fresh perspective on the selling process and a crystal-clear understanding of the anatomy of a successful sales cycle. Members of your team will refine their ability to handle every buyer-seller interaction in as close to the optimum way as is humanly possible. Many sales training programs tell you what to do — talk less, listen more, stay in control, get commitment - we'll show you the latest on how to do it.

Click here to see the two day agenda for the Sandler Sales Bootcamp.

If you are interested in attending the Sandler Sales Bootcamp please call our office at 703-689-0439 or email: skraner@hightechguru.com.

FINANCIAL SELLING

How to get your solution to the top of the CFO's list today

Overview

At a time when capital budgets are tight and buyers are drawing the line between "essential" and "non-essential" purchases, how do you make sure that your solution is seen as essential? Today the economic buyer is the predominant force in project gate keeping and all expenditures are scrutinized under a microscope. As a result, IT investment decisions today are made more on a financial basis, than a technical basis. This program will enable your sales people to understand key financial concepts in common sense terms, so they can comfortably and effectively work with financial buyers to build a compelling financial justification.

Click here to see the one day agenda for Financial Selling.

CREATING AND CLOSING THE BIG DEALS

Mastering the Complex Sale

Overview

This hands-on workshop delivers an effective and repeatable process for planning, executing, and winning your biggest opportunities. It will help your team shift from a tactical, transaction-oriented approach that leads to operating in “react mode” to a strategic, proactive approach that will help them think two moves ahead of the competition. Your sales people will learn how to lead a collaborative team selling effort in large enterprises that consistently yields victory.

Click here to see the agenda for Creating and Closing the Big Deals.

THE HIERARCHY OF VALUE

Gaining early executive sponsorship

Overview

Why do senior executives close the door to most sales people, while meeting with others on a regular basis? Access and influence at senior levels in your customer base is the single most important factor when selling complex, enterprise solutions. Lack of proper executive contact early in the selling cycle is the most common source of lost deals, extended sales cycles, and wasted resources.

This program takes a humorous and engaging look at this serious issue. By the end of the program, you’ll have the right mindset, messaging, and action plan to move up the food chain at your key accounts.

Click here to see the agenda for Hierarchy of Value.

NEGOTIATING WITH THE SAVVY TECHNOLOGY BUYER®

Basic, intermediate, and advanced negotiating curriculums exclusively for technology sales professionals

Overview

Tired of win/win negotiating theories that don’t hold up when you’re up against a win/lose negotiator who holds most of the cards?

Buyers will always try to get as much as they can for the dollar and they don’t necessarily play fair. Whether you face a win/win counterpart — or the savvy professional buyer who plays to win — this program redefines effective negotiating strategies and tactics.

Click here to see the agenda for Negotiating with the Savvy Technology Buyer.

SALES LEADERSHIP

How to cultivate a winning sales team

Overview

Acquire the leadership skills you need to get the most out of your team. This program gives first line managers a comprehensive understanding of sales leadership, and the tools they need to assess, train, and coach their teams in a positive and proactive way.

You won’t find any short cuts, management fads, or quick fixes in this program because simply put, they don’t work. This program only teaches practical leadership methods that seasoned sales managers have used to drive performance within their companies.

Click here to see the agenda for Sales Leadership.

PROACTIVE ACCOUNT DEVELOPMENT™

Solidifying and expanding your position in key accounts

Overview

Give your major account sales teams the tools to think strategically and to lead a collaborative selling effort. Relationships are never static. They are either growing or atrophying. Ensuring that your customers are receiving and perceiving value requires a proactive effort. Proactive Account Management™ will give your team a consistent, repeatable process to sell all of your products and services to all of your key accounts. Participants will learn how to proactively build value, broaden their base of support, and improve their standing in key accounts.

Click here to see the agenda for Proactive Account Development.

GRACE UNDER FIRE

An intense presentation performance workshop for high tech sales professionals

Overview

Nothing is more powerful at breaking old, ineffective communication habits than seeing yourself on videotape. Taping captures both strengths and weaknesses in content and delivery. Reviewing the video with a professional performance coach will identify verbal and non-verbal messages you’re sending which can hurt your ability to win the trust and confidence of prospects.

This interactive workshop starts with your real-life scenarios and incorporates effective selling skills with powerful presentation techniques. You’ll leave the session ready to deal with your toughest situations in new and influential ways.

Click here to see the agenda for Grace Under Fire.