Training

President’s Club



Joining the President’s Club is the first step. Through this unique and comprehensive approach to sales training, we’ll help you master the Sandler Selling System–the most powerful sales methodology ever developed. The Sandler Selling System has been tested and refined through decades of front-line sales experience. Yet it remains as radically innovative today as it was when it was first conceived.


Our bold, take-charge approach to the sales process challenges long-held sales beliefs as it completely turns the tables on prospect, firmly placing the power and control of the sales process in the hands of sales professionals, like you. The Sandler Selling System will forever change the way you approach every aspect of selling, but to do so, it will require real, permanent change on your part.


That’s where the President’s Club comes in. We’ve designed the President’s Club as the ideal “change” environment. Each interactive training session presents you with an exciting combination of workshops, real-world role-plays, problem solving clinics and ongoing reinforcement. Knowledgeable and experienced trainers lead the way, but you and your peers play a vital part as well, enriching the process with your personal comments, your experiences applying the system and your unique perspectives. The President’s Club provides you with plenty of individual attention, too, as your trainer helps you gradually assume “ownership” of the powerful skills taught in each of the system’s training modules.

No Guts, No Gain!


The main reason many people never “go for the gold,” is because they are waiting for a feeling or “sign” that they are ready. One of the great lessons of No Guts, No Gain!(sm) is that actions precede–and determine–feelings. In other words, you will feel like a “self-starter” only after you begin to act like one. In addition to offering important information and advice, the No Guts, No Gain!sm program will give you proven skills to help you steer your life in a more positive direction. By the end of the program, you’ll know how to:

  • Keep yourself motivated
  • Avoid procrastination
  • Increase your self-esteem and decisiveness
  • Overcome “fear of failure” once and for all
  • Learn from your mistakes
  • Learn how to handle the pressures and challenges of building a successful business or professional practice

  • No Guts, No Gain!sm presents a new way of approaching and dealing with life’s challenges. It provides an overlay that you can effectively apply to any prior career skills building or training you may have received. The program’s goal is to help you become more assertive, more effective in your personal interactions and to make you feel more comfortable as a high achiever.

    Selling for Non-Selling Pros

    Most professional such as bankers, accountants, lawyers and architects never think of themselves as salesmen. But, to keep their “new business” spigot flowing, referrals and walk-ins usually aren’t enough.

    So, they must sell their services. And professionals’ comfort zone for the entire sales process tends to hover around zero, coupled with the negative connotation of sales itself. Yet, just as their own services are successful because of proven systems and procedures, the “sales for non-salesmen” solution mirrors the importance of not winging their sales approach.

    You are not alone if you are uncomfortable with this word; uncomfortable with the fact that part of your job requires that you “sell” yourself, your ideas, your company and services to your clients. You perceive traditional selling strategies as exploitive and even manipulative behavior. It goes against your grain to think of yourself in the role of a stereotypical salesperson.

    However, sell doesn’t have to be a “bad word”; it can be just another word for success. It’s a word that’s used in the offices of attorneys, accountants, engineers, architects and other professionals and consiltants. It’s accepted and necessary in today’s competitive marketplace.

    Do you or your associates have any of these concerns:

  • Too much unpaid consulting
  • Uncomfortable being in or being perceived in the sales role
  • Uncomfortable asking potential clients for a commitment
  • Hesitant to ask for referrals or ineffective in getting them
  • Frustration in dealing with committees, longer “sales” cycles
  • Uncomfortable discussing money issues
  • Do you always recognize a business opportunity when you see it?
  • Do you often find you have not charged enough for your services?



  • Sales Management


    If you are a sales manager, you know that the sales manager’s job is one of the most difficult in the company. To non-managers, your job appears to bestow prestige and power. You know the reality: You have great responsibility, some authority, and frighteningly little control.

    Upper management sets the goals for your department and expects you to deliver. You may have little or no voice in determining those goals, or little choice in accepting them. However challenging, or even unrealistic, those goals may be, they now belong to you.

    You must now rely on your employees to achieve the goals you once achieved for yourself. Your job is not to sell; it is to direct, motivate, and teach others to do the selling for you.

    Over time, you may grow more comfortable in your job and with your role on the team. But…

  • Do you feel you are as good a sales manager as you were a salesperson?
  • Do you still struggle with the everyday tasks of managing the business and the challenges of leading a team?
  • Are you still trying to transfer the people skills you mastered in the field to the management of other salespeople?
  • Have you exhausted your supply of motivational and disciplinary sales production “strategies”?
  • Are you still searching for the formula for finding and hiring the perfect salesperson?
  • Do you ever wonder how successful your team might be if you got help on these issues?

  • Customer Service


    Exceptional customer service is the key to success for any business.

    If customers are unhappy with the service you give them at your business, they probably won’t complain; they simply won’t come back.


    Sandler Sales Institute’s Quality Service: Defining It, Building It, and Sustaining It uses a total quality management approach to improving customer service. The program leads you through the three phases of implementing quality service, and concludes with the development of your own action plan for excellence.

    One Day Seminar

    During one day sessions, we provide your sales team with comprehensive training in the non-traditional–and proven–Sandler Sellling System. The Sandler sales methodology puts the saleperson in control of the selling process, and in doing so, eliminates the inefficiencies and manipulative techniques associated with traditional selling. This places responsibility for sales performance precisely where it belongs: with the salesperson.

    The message we bring to your salespeople is that poor individual sales performance rarely has to do with the economy, industry-specific trends or even sub-standard sales leads. More often than not, it is a direct result of a salesperson’s adherence to out-dated and ineffective traditional selling techniques. By relying on these approaches and gimmicks, salespeople leave themselves vulnerable to the highly effective counter-measures prospects use to avoid making purchase decisions.


    Corporate Training


    Breathe new life into your sales force in 48 hours or less. When corporate sales lag–and market share declines–there’s a simple step you can take to reverse the trend.


    The Sandler Sales Institute created Corporate Training & Development with a single objective in mind: to instill new life, purpose and direction into languishing corporate sales teams. You will not only restart your sales and business growth engine, but you will be able to begin rebuilding it for the long term.


    Instead of reactivating your sales team one region or division at a time, Sandler’s Corporate Training & Development program allows you to gather your entire regional or national sales force together for a single, powerful call to action. The delivery format can accomodate teams as small as six or up to one hundred or more.


    Each principle presented of the Sandler Selling System is reinforced with workbook exercises, role playing and related techniques. By the end of the training session, your sales force will have acquired a new set of tools as well as a new attitude and unifrom sales language. they will have learned how to:

  • Take control of sales calls
  • Create–and enforce–up-front contracts with prospects
  • Find out the prospect’s reasons for buying
  • Uncover decision making processes
  • Avoid unpaid consulting
  • Dramatically improve sales assertiveness

  • Unlike most sales training seminars, which are primarily motivational in nature, the Sandler Corporate Training & Development program works to instill lasting change.

    Customized Training

    A comprehensive and highly flexible sales training program, training can be tailored to meet the needs of firms at all stages of development.

    Training focuses equally on salespeople and sales managers, as the program seeks to help firms effectively transfer newly acquired selling skills to the field.

    One Day Refresher


    You don’t master a new attitude in a crowded conference room between morning coffee and a quick boxed lunch. Attitudes, after all, can’t be learned. They must be acquired, and internalized, over time. They must become a genuine extension of your personality. That’s what makes them real. That’s what makes them effective. And that’s how Sandler training works–over time, through gradual, incremental growth and development–not in brief encounters, one day seminars or through books and tapes.

    Long after the excitement of that first seminar fades, when the insights and inspiration become dampened and muddles, Sandler Sales Institute trainers and clients continue to meet regularly for ongoing training and reinforcement. Clients share their experience in applying the Sandler System to their world. They review the fundamentals. Find encouragement in the process and in each other. And, gradually, they make the Sandler philosophy their own.

    They change their thoughts. Sharpen their actions. And forever improve their performance.

    Salespeople differ. Markets differ. Even corporate cultures and sales departments differ. Yet the fundamental need for training and improvement remains. So, what can an astute sales manager do to satisfy these competing–and often conflicting–needs? Plenty, if he or she chooses the Sandler Selling System.

    The Sandler Selling System is a complete, comprehensive approach to selling that achieves excellent results for people working in any field. Our many courses provide ample flexibility to meet any organization’s training needs and budget. Yet the distinctive message always remains 100 percent pure Sandler training.

    1/2 Day Brushup


    You don’t master a new attitude in a crowded conference room between morning coffee and a quick boxed lunch. Attitudes, after all, can’t be learned. They must be acquired, and internalized, over time. They must become a genuine extension of your personality. That’s what makes them real. That’s what makes them effective. And that’s how Sandler training works–over time, through gradual, incremental growth and development–not in brief encounters, one day seminars or through books and tapes.


    Long after the excitement of that first seminar fades, when the insights and inspiration become dampened and muddles, Sandler Sales Institute trainers and clients continue to meet regularly for ongoing training and reinforcement. Clients share their experience in applying the Sandler System to their world. They review the fundamentals. Find encouragement in the process and in each other. And, gradually, they make the Sandler philosophy their own.


    They change their thoughts. Sharpen their actions. And forever improve their performance.


    Salespeople differ. Markets differ. Even corporate cultures and sales departments differ. Yet the fundamental need for training and improvement remains. So, what can an astute sales manager do to satisfy these competing–and often conflicting–needs? Plenty, if he or she chooses the Sandler Selling System.


    The Sandler Selling System is a complete, comprehensive approach to selling that achieves excellent results for people working in any field. Our many courses provide ample flexibility to meet any organization’s training needs and budget. Yet the distinctive message always remains 100 percent pure Sandler training.