Gateway to Professional Growth and Success with SANDLER!
Embark on a transformative journey with MANTEC’s Sandler Courses – meticulously designed to elevate your professional and personal development. Our courses introduce the renowned Sandler Selling System through a dynamic offering of a unique blend of training, interactive learning, one-on-one coaching, personality profiling, and an innovative online tool with audio reinforcement.
What to Expect:
Dive deep into selling techniques, behavior dynamics, and attitude awareness skills presented systematically. Our user-friendly “System” seamlessly integrates with your personality, providing you with a comprehensive toolkit for success.
2025 Sandler Training Schedule
January 17 – Mastering BAT Mindfulness
February 21 – Covey’s 7 Habits of Highly Effective People
March 21 – No Pressure Prospecting
April 18 – Breaking Through Your Comfort Zone
May 16 – Sandler Rules & Insights
June 20 – Dealing with Difficult People
July 18 – VIRTUAL – Make the 2nd Half of 2025 Count!
August 15 – Goal Time vs Clock Time
September 19 – Communication & Collaboration
October 17 – Questioning Strategies – Curiosity Does Not Kill!
November 21 – Prospecting: Building Sales Playbooks & Social Selling
December 12 – Customer Appreciation Day
January 7 – Are You Prepared for 2023 Goal Achievement?
January 21 – Communication Effectiveness – Creating Comfort
February 4 – Wimp Junction Moment – Up Front Contracts
February 18 – PAIN – Make the 1st Moments Matter
March 4 – Questioning Tactics
March 18 – Budget & Investment Questions
April 8 – Decision Making Questions
April 22 – Qualification Checklist
May 6 – Presentation Step
May 20 – Post-Sell & Post-Sale Activities
June 3 – Pre-Call Planning & Debriefing
June 17 – Goal Setting (Personal & Professional)
July 8 – Planning Your Prospecting
July 22 – LinkedIn – Why & How?
August 5 – 30 Second Commercials
August 19 – No Pressure Prospect Calls
September 9 – Building a Sales Toolkit
September 23 – Head-Trash: What’s Hindering Your Happiness?
October 7 – Up Front Contracts: Setting Expectations, Follow-Up Plans & Closing the File
October 21 – Negative Reverse Selling
November 4 – Doing Your Due Diligence
November 18 – Selling System Review
December 2 – Goal Setting Part 1 (Personal & Professional)
December 16 – Goal Setting Part 2 (Creating Vision Boards)
January 7-March 18 (No class on 2/5 )
April 8–June 10
July 15–September 16
October 7–December 9
April 8 – June 10
October 7 – December 9
March 19
January 10 – Understanding Your People’s Needs – Managing Personalities, Emotions and Skills
February 14 – Creating Consistent Communication & Collaboration
March 14 – Goal Setting for Your People, Teams & Company
April 11 – Questioning Strategies: How to Become a Coach, not a Crutch
May 9 – Maximizing Your Personal Performance
June 13 – ½ Year Review & Reinforcement
July – NO SESSION
August 8 – 4 Hats of Leadership Kickoff
September 12 – Supervising & Coaching
October 10 – Training & Mentoring
November 14 – Performance Evaluation
December 12 – Customer Appreciation Day
About the Courses
The Foundations Program is designed to introduce the Sandler Selling System through a ten-week course that includes training, interactive learning, a one-on-one coaching session, personality profiles & online tool with audio reinforcement.
The training includes selling techniques, behaviors, and attitude awareness skills that will help you further develop professionally and personally. They will be presented in a way that gives you an easy-to-follow “System” to blend with your personality.
- Week 1 – Why Salespeople Fail? The Importance of Having a System
- Week 2 – Improving Your BAT-ing Average – How Behavior, Attitude & Technique Determine Success
- Week 3 – Bonding & Building Rapport – Differentiating Yourself in the Marketplace
- Week 4 – Up-Front Contracts – Establishing Ground-rules for Adult/Adult Relationships & Conversations
- Week 5 – PAIN vs Feature/Benefit Selling – Why People Buy?
- Week 6 – Questioning Strategies to Maintain Control of the Selling Process
- Week 7 – Uncovering the Prospect’s Budget & Decision-Making Process and Making Presentations
- Week 8 – Post Sell & Closing the Sale – Set the Stage for Doing Business Together & Avoid Buyer’s Remorse
- Week 9 – Putting it all Together & Review of the System
- Week 10 – Prospecting, LinkedIn and Cookbook
Sales Mastery is ongoing, reinforcement training for those who are serious about their long-term, personal & professional growth. We believe without consistent reinforcement, real growth and development cannot truly take place. It is too easy to fall back into old or bad habits when under pressure in sales situations, day-to-day conversations, and activities. Unlike most of the traditional training available, Sandler Training is not high-impact, quick-fix training, but gradual and incremental.
As a Sales Mastery member, you’ll enjoy the benefit of ongoing professional coaching, and the opportunity to network and share your experiences with fellow club members. The insights, encouragement, and support of other members can prove invaluable as you work to enhance your career. You’ll also receive powerful audio reinforcement, videos, and content, through Sandler Training’s online tool, which you can refer to whenever you wish to explore specific topics or review material from a recent training session.
- Why have a system
Discover the power of Sandler’s comprehensive selling system and overlay it with your current sales approach. - Bonding & Building Rapport with Prospects
Apply specific Sandler technologies to the art of establishing an emotional bond and positive rapport with prospects. - Making Up-Front Contracts
Take control of the sales process by applying powerful techniques to propel the sales effort forward. - Questioning Strategies
Through effective questioning techniques such as “Reversing,” learn to vastly improve your information-gathering ability and gain a greater understanding of your prospects as you help them discover their needs. - Identifying the Reasons For Doing Business (Pain)
To sell a prospect, you must first know his or her “pain.” Learn the high-powered qualifying/questioning processes needed to probe for true buyer motivations. - Uncovering the Prospects Budget
Uncover the budgetary constraints that underlie every sales situation. - Identifying the Prospect’s Decision-Making Process
Since your goal is a positive sales result, you need to know how your prospect’s organization makes its decisions, as well as how to spot, remove, or avoid sales roadblocks. - Closing the Sale
Learn to consistently close, seal, and reinforce sales by focusing on the prospect’s pain, decision-making process, and budget. - Creating a Prospect Plan
Identify the right mix of prospecting activities and an action plan to ensure a predictable and sustainable sale effort. - Overcoming Call Reluctance and Making the Call
Empower yourself to neutralize gatekeepers and vastly improve your confidence and ability to set sales appointments. - Breaking Through Your Comfort Zone
Examine the self-imposed limits you’ve placed on your achievement and institute a plan for overcoming them. - Improving Your BAT-Ting Average
Take a hard look at your reflection in a behavioral mirror and adjust your Beliefs, Attitudes, and Techniques for heightened success. - Applying TA to The Sales Situation
Through Transactional Analysis, discover how and why you react to differing sales situations and gain proactive control. - Setting Goals
Identify your life goals and the sales objectives you must reach to make them possible. Then, create a plan for achieving them along with the methods to track your progress and fine-tune your plan. - Developing Your Formula For Success
Learn Sandler’s daily strategy for sales success and apply it to your selling situation. - Negative Reverse Selling
Perhaps the most powerful Sandler tool, learn why doing the opposite of what the prospect expects will keep you from getting between your prospect and the sale.
Owners and managers have one of the most difficult jobs in a manufacturing company. They must rely on their employees to achieve the goals they once achieved for themselves. A manager’s job is not to sell or be productive; it is to direct, motivate, and teach others to do the selling and be productive for the company.
Sandler Management Solutions is designed to provide managers with a program for managing their teams systematically and effectively. As managers progress through the training, they will come to realize that leading others is a highly specialized practice in which individual differences are valued, not ignored. Based on sound, proven psychological and managerial principles, this program provides a system that will help managers improve their performance as well as the performance of their team.
For: Manufacturing Owners, Executives, Managers of Operations, Sales, Service and Production, and Anyone with management responsibilities whose success depends on clear communication, a cooperative attitude, and commitment to achieve objectives.
What: 2-Year Course includes Sandler (1) year Sales Bundle Online Resource Center License, Extended DISC Personal Analysis and Reinforcement Materials.
When: One Friday each month from 8:30 – 11:00 AM
Live or Virtual
How costly are poor communication efforts? An average of 9 hours is lost in productivity, per week, in profit/non-profit organizations, and trillions of dollars are lost every year among businesses, collectively.
If any of the following phrases sound familiar, we encourage you to read on and determine if our Communication & Collaboration Workshop makes sense for you and/or any of your team members:
“Per my email below…” “Where are you at with this…”
“I haven’t heard back from you…” “The customer is still waiting for…”
Ready to equip yourself or your team with the tools, awareness factors, and strategies that are necessary to communicate more effectively/efficiently? Would gaining back lost hours due to communication breakdowns, have a significant impact on your efforts, relationships, and progress? If so, you’re not alone!
Discussion Topics
- Communication Inefficiencies: Common and Costly
- Common Communication Mistakes
- Why does communication break down?
- Understanding DISC, emotions & how the things we say/type, matter more than we realize
- Process for Communication & Collaboration
- Creating Accountability through Commitment Questions
- “Me vs You” mentality: “What could I do differently different/better response?”
FREE DISC Assessment Included: DISC assessments are $100 when sold individually. The offer to complete DISC for $55 per person is only for those participating in one of the two available workshops.
For: Manufacturing Owners, leaders, managers, salespeople, nonprofit leaders, frontline employees, and
anyone who communicates and counts on others to get things accomplished!
What:
- Training Session
- Reinforcement Materials
- Light breakfast items, snacks, coffee, tea, and a variety of cold beverages
If you have questions about any courses, please contact Andrew Lane.