Sandler Essentials

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Sandler Essentials is the foundation every sales professional needs to build a lasting career.

Whether you’re brand new to sales or an experienced rep stuck in old habits, this program gives you a proven sales training system to:

Have authentic, high-impact conversations (not canned pitches)
Uncover real buyer motivations and urgency
Sell without pressure, gimmicks, or games

This program helps sellers in Austin and beyond create consistency, confidence, and control in every sales conversation.

Who it's for

New sellers looking to build a strong, professional foundation
Experienced sellers who want to unlearn ineffective habits and refresh their approach
Professionals who need more confidence and control in high-stakes conversations

How It Works:

Format: Live virtual training (interactive coaching, not passive lectures)
Schedule: Offered 4x per year for maximum flexibility
Structure: 10 sessions, each 90 minutes long
Method: Group discussion, role-play, real-world application, and coaching between sessions
Support: Access to a dedicated Customer Success team, the Sandler Online Learning Platform (1-year license), optional AI Roleplay Coach for Reinforcement, plus templates, worksheets, and reinforcement tools

For New Sellers

Build a solid foundation—skip years of trial and error
Gain confidence in conversations so you’re never guessing what to say
Learn a repeatable sales process instead of improvising every call
Master early-stage prospecting to keep your pipeline full
Overcome fear of rejection and start building authentic relationships

For Experienced Sellers

Unlearn habits that keep you trapped in the buyer’s system
Take control of sales conversations without pressure tactics
Master money and decision discussions early—no more stalls or surprises
Sharpen questioning and listening to uncover what really drives decisions
Create consistency in closing and avoid roller-coaster results

For Both

Develop a resilient, confident sales mindset
Build a behavioral plan that makes success a habit—not a hope
Sell in a professional, repeatable, and sustainable way

1. Buyer-Seller Dynamic

Hidden rules of buyer behavior that sabotage sales success
Gain equal business stature and take control of the sales conversation

2. Essential Communication Skills

Listening, questioning, and rapport-building that build trust
Learn to move deals forward with sharper, trust-based conversations

3. Creating Mutual Agreement (Up-Front Contracts)

Align expectations and set ground rules for every meeting
Gain clarity, commitment, and fewer “chasing” situations

4. Questioning Strategies

Go beyond surface-level answers and uncover what really matters
Shift focus from features/price to true business value

5. Discovering Buyer’s Motivations: PAIN

Identify emotional and business drivers of urgency
Influence decisions by uncovering why buyers truly want change

6. Investment

Confident, pressure-free money conversations early in the process
Control budget discussions and eliminate sticker-shock surprises

7. Decision-Making Process

Map who’s involved and how decisions are made
Avoid ghosting and “Maybe” stalls with visibility into real buying dynamics

8. Closing the Sale

Ask for decisions without pressure or manipulation
Build consistency in closing based on trust and mutual agreement

9. War Between the Ears

Overcome mindset traps and “head trash” that sabotage sales
Build resilience and confidence to sell at a higher level

10. Prospecting & Behavioral Plan

Build a sustainable prospecting rhythm you’ll actually follow
Keep your pipeline full and avoid the feast-or-famine cycle