Fundamentals of Selling - Classroom (Vancouver & Victoria)

Fundamentals of Selling - Classroom (Vancouver & Victoria)



The Fundamentals of Selling Sales Training & Professional Development Program is a complete overview of the Sandler Selling System® delivered over a 12-Week Period, through our powerful University Style Online Training Portal or Weekly Instructor-Led Classroom Training, Role Play and Support.

Learning the Sandler System of selling puts you, the 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.

Our “Fundamentals of Selling” program has been designed and tailored toward introducing both new and experienced professionals to today’s game of selling, arming them with new techniques to succeed in their environment and overcome any barriers they may encounter on the way — techniques they can implement to immediately increase motivation, generate new business, deliver exceptional customer service and see real results. 


Session 1: Setting Goals: Would you start a foot race without knowing where the finish line was? Would you start an automobile trip to a distant city without a roadmap or set of directions of how to get there? In this session, participants will identify their life goals and determine what they need to do-from a business perspective-to achieve those goals.

Session 2: Breaking Through Your Comfort Zone

Many professionals in their attempt to achieve higher levels of success hit a level and then, for no apparent reason, stall at that level. In this session participants will learn what a comfort zone is, define their current comfort zone and determine what is confining them to that comfort zone. Next, they will create a plan to reach a new comfort zone and implement a method to track their progress.

Session 3: Keeping Prospects Comfortable

In this session participants will understand the importance of understanding how people communicate and how to adapt to their prospects and clients preferred DISC Behavioral Style. Participants will begin to understand the role of active participation in bonding and building rapport, the three elements of communication and numerous active listening techniques. Transactional Analysis (TA) and Primary Sensory Dominance (PSD) will also be explored. 

Session 4: Applying “TA” to Sales

Much of our personality is shaped by early childhood influences and teachings – messages that we carry with us throughout our lives. In this session participants will learn about the components of their personality that influences their behavior, how they were developed, and the impact they have on their selling success. Participants will also learn how to identify repetitive, non-productive behavior and how to replace it with appropriate behavior.

Session 5: Making The First 5 Minutes Count

One of the keys to successful selling is to maintain control of the process. The Up-Front Contract, which is an important part of the Sandler Selling System, is a tool that will enable you to maintain control. In this session, participants will learn when and how to quickly establish Up-Front Contracts with prospects.

Session 6: Identifying the Reasons for Doing Business (Pain)

In this session participants will understand the importance in helping the prospect to discover the compelling emotional reason to do business with out. The concept of PAIN will be introduced helping participants understand buying emotions and the consequences behind not purchasing / utilizing your particular service. In learning the three elements (levels) of pain, participants will learn why some prospects just don’t deserve to become clients.

Session 7: Listening & Questioning Techniques

In this session participants will learn why it is more important to discover why a customer asked a question or made a statement rather than be prepared with a response. Participants will learn how to apply the Dummy Curve theory, Reversing Strategies, and Softening Statements to get the information they need from prospects. By using these strategies, they will subtly persuade prospects to open up and ask the real questions or discuss the real problems. Participants will also be able to use these strategies to overcome stalls, objections, or problems that they encounter with customers, so they can keep moving forward in the selling process.

Session 8: Decision Making Process

In this session participants will develop a strategy for asking questions necessary to uncover the prospect's decision-making process and properly set the stage for the next steps. At the end of this session participants will learn how to strategize to get in front of the decision makers and determine when a decision will be made. 

Session 9: Closing the Sale

In this session participants will understand how to develop presentations that demonstrate to the prospect that you can solve the prospect’s pains in a manner that is consistent with his or her decision process. Participants will learn how to close the sale, or close the file.

Session 10: Creating a Prospecting Plan & Overcoming Call Reluctance

Taking a shotgun approach to prospecting is usually not the most efficient or effective strategy. In this session participants will learn how to create a prospecting plan that contains a mix of activities appropriate to their market and in line with their budget. In addition, they will learn how to calculate the number of contacts they need to make and how to schedule their activities in order to meet their sales goals.

Session 11: Presenting Yourself with Impact

The ability to deliver your message clearly and effectively is critical for your practice regardless of whether you are communicating one on one, to a small group or to thousands of individuals. In this session participants will learn how to adapt to and connect with their audience, increase their personal presence, think on their feet and harness the power of non-verbal communication.

Session 12: How to Network Effectively

Despite popular belief, an effective networker does not sell. An effective networker understands that it’s the quality of the meeting set and not the number of cards collected that’s important. In this module, participants will learn how to actively increase their referrals, qualify prospects quickly and effectively and develop their 30-second commercial to assist in getting past the initial introduction.

Program Completion Certification Awarded After Session 12 



  • Price: $1000.00
  • Location: Burnaby Victoria
  • Course Delivery: Online / In person
  • Schedule: Vancouver: Weekly Sessions | Victoria: Bi-Weekly Sessions

Training By

Trainwest Management & Consulting Inc. | An Authorized Sandler Training Center

Innovative and effective training can put the sales professional a step ahead of the competition, and provide the path to attaining professional goals. Trainwest Management & Consulting Inc., an Authorized Sandler Training Center, is committed to offering you innovative and effective training through its powerful public and private in-house training programs.

Trainwest believes in a collaborative approach, working closely with their clients to gather and analyze information to ensure the development of the optimum strategy for their unique requirements. Their training is designed to create lasting “performance improvement” rather than the motivational “quick fix” typical of many seminar-based training programs. To help you accomplish your goals, they provide “reinforcement training,” a system that combines quality materials along with access to ongoing training workshops and individual coaching sessions. Furthermore, they provide continuing face-to-face support and reinforcement of the world’s most successful selling system – The Sandler System.

Randy Hnatko and his team at Trainwest are proud to be The Official Sales Trainers of The Vancouver Canucks & The Official Sales Training Firm of The PGA of BC.

Randy Hnatko’s sales tips can be heard daily on the Team 1040 & 1410 in Vancouver and C-FAX 1070 in Victoria, BC.

For more information, visit