This document describes an 8-week sales training program called Foundations offered by Sandler Training. The program consists of 8 lessons that will teach sales professionals skills like improving their behavior, attitude, and technique, keeping prospects comfortable, qualifying prospects, closing sales, listening, questioning, and stealth selling using negative reverse questioning. Participants can register for the program online or by contacting Teri Swette. The goal is to provide a complete overview of the Sandler Selling System and transform selling into a fun experience by putting sales professionals in control.

1. 8 WEEK PROGRAM
FOUNDATIONS
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Sales
Professional
Reinforcement
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FOUNDATIONS

2. FOUNDATIONS
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www.sga.sandler.com/FOUNDATIONS
Teri Swette at 760-456-7066
tswette@sandler.com
Information and Registration at:
www.sga.sandler.com/Foundations:
Behavior, Attitude, and Technique
Make the First 5 Minutes Count
To Qualify or Disqualify
Close the Sale or Close the File
Product Knowledge
Listening and Questioning
Stealth Selling
8principals
Sales Professional Reinforcement

3. FOUNDATIONS
2 7
www.sga.sandler.com/FOUNDATIONS
Teri Swette at 760-456-7066
tswette@sandler.com
Information and Registration at:
www.sga.sandler.com/Foundations:
Lesson 1: Improve Your B.A.T.ting Average
(Behavior, Attitude, Technique)
You will learn that success is achieved as a result of
a number of interrelated elements. For example,
learning a new prospecting approach (technique)
won’t insure more business unless you implement
that approach (behavior) with the conviction
(attitude) that it will work for you. Learning and
understanding the difference between your Identity
and your Role performance will help you move out
of your comfort zone and up the ladder of success.

4. FOUNDATIONS
2 7
www.sga.sandler.com/FOUNDATIONS
Teri Swette at 760-456-7066
tswette@sandler.com
Information and Registration at:
www.sga.sandler.com/Foundations:
Lesson 2: Keeping Prospects Comfortable
You will learn how the OK / Not OK principle applies
to the dynamics of human interaction, especially in
sales, and why it is the salesperson’s responsibility
to keep the prospect OK.
Lesson 3: Make the First 5 Minutes Count
You will be introduced to specific concepts and
techniques you can use to help create a more
comfortable environment for themselves and the
prospect.
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5. FOUNDATIONS
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www.sga.sandler.com/FOUNDATIONS
Teri Swette at 760-456-7066
tswette@sandler.com
Information and Registration at:
www.sga.sandler.com/Foundations:
Lesson 4: To Qualify or Disqualify
It is your job to uncover a prospect’s pain or
personal and emotional reason(s) for buying. In this
session you will be introduced to the concept of
“uncovering pain”.
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Lesson 5: Close the Sale or Close the File
Develop a strategy for asking the questions
necessary to uncover the prospect’s decision-
making process, and properly set the stage for the
presentation, if your prospect is qualified.
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6. FOUNDATIONS
2 7
www.sga.sandler.com/FOUNDATIONS
Teri Swette at 760-456-7066
tswette@sandler.com
Information and Registration at:
www.sga.sandler.com/Foundations:
Lesson 6: Product Knowledge
This session will make the salesperson aware of
when, how and when not to use product
knowledge.
Lesson 7: Listening & Questioning
Learn why it is more important to discover why a
customer asked a question or made a statement
than to be prepared with a response.
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7. FOUNDATIONS
2 7
www.sga.sandler.com/FOUNDATIONS
Teri Swette at 760-456-7066
tswette@sandler.com
Information and Registration at:
www.sga.sandler.com/Foundations:
Lesson 8: Stealth Selling (Negative Reverse
Questioning)
Learn how to ask any question or say anything
without offending your prospect. This session will
help salespeople become comfortable with
negative reverse questioning. A skill that is used by
master communicators, reversing will give you
power and control in every sales situation.
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8. FOUNDATIONS
2 7
www.sga.sandler.com/FOUNDATIONS
Teri Swette at 760-456-7066
tswette@sandler.com
Information and Registration at:
www.sga.sandler.com/Foundations:
The Sandler Foundations program is a
complete overview of the Sandler Selling
System delivered over 8-weeks. Our sales
training program takes you on a journey to a
different world - a world where selling can
be fun. Learning the Sandler system of
selling puts you, the sales professional, in
control. It is unlike any sales training you
have ever seen and it is what has made
Sandler Training the world's largest and
fastest growing selling system in the world.