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McDonell Consulting Group, LLC I Baltimore, MD

 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 

Session 5: Money and The Map

Tools and Resources






Most Recent Training Session Summary

 We shifted from finding pain to talking about it in dollars and cents, tackling the investment step and the first layer of the decision-making process. You worked through why leading with savings is often the most comfortable move and the most dangerous one, learned how to help a prospect see their true current spend (not just what shows up on an invoice), and practiced replacing "we can save you money" with language that keeps the conversation on the problem. We also opened the door to mapping the decision-making cast, since every deal has more people involved in it than we usually realize. This is the foundation for turning a proposal into a decision, not just a number on a page.Key takeaway: Money comes after pain, always. A buyer will invest up to their perceived cost of the problem and not a dollar more, so when a prospect says a price is too high, that is a signal to go back to the pain conversation, not to start negotiating. 

 

 



Most Recent Training Session Assignment



Upcoming Sandler Events

Annual Sandler Sales and Leadership Summit - Orlando, April, 2027 - Learn More
  • Every year, over a thousand of the world’s top sales, leadership, and management professionals gather at a resort location for the Sandler Summit, where we network, share ideas, celebrate each other’s successes, and participate in sessions led by top Sandler training professionals

Who to contact 

For Training Questions

CEO and Sandler Trainer: Chris McDonell - chris.mcdonell@sandler.com, 410-339-5126

For Billing, Scheduling, and Operations Questions

Director of Operations: Kristine McDonell - kristine.mcdonell@sandler.com, 443 -798 -7738

For Sandler Online, Assessments, and General Questions

Client Success and Marketing: Erica Haskell - erica.haskell@sandler.com, 443-345-1416


Frequently asked questions

How will I receive communications about my trainings?

You will receive all training information through email. You have been added to a custom list that only includes your team members. It is very important that you do not unsubscribe from our emails so you continue to receive all follow-up and training information.

What are the Zoom best practices?
  • Please make sure your screen name is your First and Last Name
  • Be on time 
  • Mute your microphone 
  • Have your camera on when you can and be meeting ready 
  • Come prepared 
  • Avoid multi-tasking and limit distractions 
  • Keep your zoom account up-to-date 
  • Using the Chat feature- Please make sure you are aware of who you are sending messages to. You can choose to send to everyone or individuals. If you have any questions during a session, feel free to direct message Erica or Kristine McDonell at any time.   
  • If at any time you are logging in with two devices for audio, send Erica or Kristine a chat to us know. This will ensure your audio and video devices end up in the same breakout rooms
  • If you are not familiar with Zoom, please feel free to reach out to us. We will be happy to set up a practice zoom meeting with you to walk through how to use it. 
What do I do if I miss a session?

We get it! We are all human. In the case that you have to miss a session, all recordings (if the session was virtual) and follow-up materials will be here in your Sandler Home Base Page. We recommend you watch the recording prior to your next session so you are caught up with the rest of your team.

Where can I access the recordings?

You can access the recordings here on this webpage, they are linked above under Training Resource Links.

How are the training sessions added to my calendar?

Kristine will be creating the calendar invites and sharing them with you.

What is the Extended DISC assessment and how do I get my results?

Extended DISC is a behavioral model used to categorize the way people interact and thoroughly describe how an individual is hard-wired.  DISC takes its name from four participatory types: Dominant, Influencer, Steady Relater, and Compliant.  A person's interaction style involves more than the way they deal with other people. It also affects how the person processes information and deals with emotions, the kind of activities or jobs the person prefers, and how they complete them. Success in life – both professional and personal – is primarily determined by how well one interacts with others.  The ability to effectively relate, communicate, influence, and motivate others is critical in creating successful relationships with customers, managers, employees, friends, and family members.

Your results will be sent to the MCG Team, they will distribute your results to you before your DISC training session.

Why do I have more than 1 training session on my calendar per month?

If you are seeing more than just your private team training sessions on your calendar (some examples include Sandler Foundations, Sales Mastery, SLGS, etc), it has been discussed ahead of time with your leader that you would be put into one of our public training programs in addition to your private trainings. Information about these programs will be communicated to you prior to when they start.  

How do I access Sandler Growth Academy

Please log into Sandler Online with the following information:

  • URL: https://growthacademy.sandler.com/
  • Username: Your work email address
  • Password:  Click Forgot Password and follow the instructions sent to your email to set your new password.