Essentials (Formerly Called Foundations)

Accelerate your path to sales mastery, personal growth, and lifelong learning in the selling profession. Learn the basics of the Sandler Selling System and how it can help you sell more and sell more easily.

Getting Started

Most clients start by participating in the Essentials (formerly called Foundations) program. The Essentials program provides an introduction to the Sandler Selling System (pictured right). Participants graduate with the knowledge needed to advance to Sales Mastery, the Leadership Program, Custom Programs, and more.

Essentials is offered as a hybrid program. Participants can join virtually via Zoom or in-person at our Manchester, NH office. Each session has online pre-work through our learning management site, Sandler Online. Upon successful completion of all Essentials sessions, participants will have the opportunity to earn Essentials (formerly called Bronze) Certification, a nationally recognized sales certification.

Managers receive real data from participants' after each session and meet with a member of our team monthly. These meetings are designed to maximize development opportunities throughout the program.

We look forward to starting the Sandler journey with you!

The Sandler Selling System:

Sandler-Selling-System-Flywheel-1
Where We Start:
1 The first phase of the Sandler Selling System focuses on communication and building rapport. How can salespeople have effective conversations that build trust with their clients? In this phase of the system sessions will focus on written and verbal communication, building rapport in a virtual environment, DISC, using Up Front Contracts, and the importance of having a system.
Uncovering The Reasons for Doing Business
2 The middle steps of the Sandler Selling System are designed to teach the salesperson how to uncover the real reason prospects are doing business. Asking the right questions, the tough questions, are a focal point of these steps. In these sessions salespeople will learn how to successfully have budget and decision conversations too.
Securing The Sale
3 The last steps of the Sandler Selling System focus on the presentation, close, and post-sell step. By this point a salesperson should have all but closed the deal. There shouldn't be any surprises. In these sessions we talk about the importance of referrals, what to do if surprises occur, and how to give an effective presentation.

Sandler Online is a state-of-the-art platform designed to educate and support learners with a variety of content, tools, and applications with on-demand access. Progress is tracked in real time to ensure participants stay on track throughout the program. 

Each Essentials session has a corresponding Sandler Online module to complete. Participants have access to Sandler Online for the duration of their program.

Participants will complete an actions and commitments survey for each session. The survey helps the participant commit to changing their sales behavior, track their wins, and stay engaged in the program. This is shared with participant and manager to track performance. To elevate performance we encourage you to have weekly debriefs to apply what participants are learning to their role.

All sessions are lead by certified Sandler Trainers. Trainers have a diverse background of selling experience that they bring to each session. Sessions are specifically designed to engage participants of all sales backgrounds.

This program has been designed to be virtual learner friendly. Every session includes group discussions, breakout rooms, and role plays.

Essentials participants will have the opportunity to earn Essentials Certification. When they have attended all live sessions and completed all Sandler Online work, they will be able to take their Essentials Exam. Once the exam is passed, the participant will receive a certification. This certification has it's own unique ID number and does not expire.

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Current Schedule

When can we start?

We run Essentials year-round and can typically start new participants within 4-5 weeks of committing to the program.  To ensure a successful start to the program, the following will occur prior to their first session:

Onboarding Call:
A member of our client success team will spend approximately 15-minutes with each new participant or participant group. This call is designed to introduce the program, set expectations, answer any questions, and begin goal setting. Managers are encouraged to participate in this call.

DISC Assessment:
All participants will complete a DISC assessment prior to starting the program. DISC is a self-assessment that measures how an individual prefers to interact with others. DISC creates a common language and a self-awareness to better understand ourselves and others. The online DISC questionnaire takes only 10 minutes to complete. 

DISC Debrief:
A member of our client success team or trainer will have a 30-minute DISC debrief with each participant individually to review their DISC style. In this session we will talk about how their style plays a factor in their daily role and how to leverage DISC to be more successful. 

Sessions Offered:
The Essentials program covers the Sandler Selling System from start to finish. Explore the content we cover using the tabs:

Discover the power of the seven-step Sandler Selling System and overlay it on your current sales approach to develop a common process and sales language for your team.

Learn easy-to-follow frameworks to better understand yourself and others and how to communicate more effectively with prospects, clients, and internal team members.

Take control of the sales process from the very beginning by establishing an agenda and mutually beneficial guidelines for productive conversations.

Learn to improve your information gathering to gain a greater understanding of your prospects, as you help them discover and articulate their needs.

Learn the high-powered Sandler discovery process used to probe for true buyer motivations. Deals move much faster and more reliably when both sides understand the reasons for doing business.

You will learn how to get honest information about the investment constraints of your prospects and whether they are willing and able to make them in order to solve their problem.

Learn how to uncover your prospect’s decision-making process and cast of characters, as well as how to spot, remove, or avoid sales roadblocks.

Learn to consistently close and reinforce sales with effective presentations, proposals, or quotes and learn how to set the stage for future business and referrals.

Take a hard look at your attitudes, behaviors, and techniques and how to increase your chances of sustainable success in life and sales.

Identify your ideal client and the right mix of prospecting activities to find them, and then craft a compelling 30-second commercial to ensure a predictable and sustainable sales funnel.