Selling Series

These courses cover a variety of relevant sales topics. Our goal is for you to walk away with tangible information you can take back to your organization. Learn more about the upcoming sessions below.

Just when we think we have things figured out, a curveball gets thrown our way. In our current environment, finding new business opportunities seems a daunting task since so many of our prior methods have changed. The good news is people still need your product or service. The better news is some of the same tactics and strategies that may have been used in the past, can help us in the future. This series will explore the key steps in establishing a prospecting process and to create a system to identify opportunities regardless of the environment.

Program Sessions

Selling Series: Your Sales Process Is Leaking Revenue

Thursday, March 26, 2026 | 9:00-10:30AM

Most sales teams believe they have a sales process, but in reality, it’s often informal, inconsistent, or only followed when deals are easy. This session helps participants identify where their current sales process is breaking down and how those gaps quietly leak revenue. Attendees will learn how a clearly defined, repeatable sales process creates consistency, control, and predictability, without sounding scripted or robotic.

Selling Series: Why Your Prospecting Message Isn’t Landing

Thursday, June 11, 2026 | 9:00-10:30AM

Many prospecting efforts fail not because of effort or frequency, but because the message simply doesn’t resonate. In this session, participants will learn why most prospecting messages get ignored and how to craft messages that feel relevant, timely, and customer-focused. The emphasis is on clarity and positioning, so outreach sounds natural and earns responses.

Selling Series: Identifying Your Customer’s REAL Pain

Thursday, September 10, 2026 | 9:00-10:30AM

Many sales conversations stay surface-level, focused on features, pricing, or general interest rather than true motivation. This session teaches participants how to uncover a customer’s real pain, the issues that create urgency and drive decisions. Attendees will learn how to ask better questions, listen differently, and move conversations from interest to commitment.

Selling Series: The Art of Negotiating Without Giving Away Margin

Thursday, December 10, 2026 | 9:00-10:30AM

Negotiation is often seen as a battle over price, but in reality, most negotiation pressure is created long before pricing is discussed. This session reframes negotiation as a process issue, not a closing tactic. Participants will learn how to reduce price pressure, protect margin, and negotiate with confidence by addressing the real causes of negotiation earlier in the sales process.

COST:

Price: $45
Member Price: $30
To learn more about Membership, contact Tom Wallace at twallace@lancasterchamber.com.

MEET THE INSTRUCTOR

Greg Orth is the Owner and President of Sandler Training in Lancaster PA as well as being a certified DISC instructor. Sandler Training builds sales, management, leadership, behavioral and customer service training programs to suit the individual business owner or professional as well as programs for larger organizations. Our success is achieved through on-going, reinforcement programs that include assessments, weekly training sessions, one-on-one coaching and customized in-house training programs.

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