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Sandler Training Calendar

July 2021

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Event Listings for July 2021

No Training Today
Add to Calendar 07/05/2021 8:00 am 07/05/2021 5:00 pm No Training Today Sandler Training Center Closed Holiday lisas@sandler.com MM/DD/YYYY America/New_York

When:
July 5th, 2021
8:00 am - 5:00 pm EST

Where:
Holiday


Sandler Training Center Closed


Bonding & Rapport and Breaking Through Your Comfort Zone (Learning)
Add to Calendar 07/06/2021 10:00 am 07/06/2021 11:30 am Bonding & Rapport and Breaking Through Your Comfort Zone (Learning) This training emphasizes the significance of establishing rapport with prospects and maintaining bonds with clients as the first step in the Sandler Selling System™. The underlying assumptions upon which the system’s approach is built are that people buy from people that they like. People like people who are like themselves. Hence, people buy from people who are like themselves. The up-front contract has great significance in the proper execution of the Sandler Selling System™. In addition to setting agendas and removing confusion, the UFC levels the playing field between prospect and salesperson. This training focuses on the five key elements of the UFC as well as avoiding the stereotypical image of a sale with the prospect in a commanding position over a subservient salesperson. Zoom lisas@sandler.com MM/DD/YYYY America/New_York

When:
July 6th, 2021
10:00 am - 11:30 am EST

Where:
Zoom


This training emphasizes the significance of establishing rapport with prospects and maintaining bonds with clients as the first step in the Sandler Selling System™. The underlying assumptions upon which the system’s approach is built are that people buy from people that they like. People like people who are like themselves. Hence, people buy from people who are like themselves.

The up-front contract has great significance in the proper execution of the Sandler Selling System™. In addition to setting agendas and removing confusion, the UFC levels the playing field between prospect and salesperson. This training focuses on the five key elements of the UFC as well as avoiding the stereotypical image of a sale with the prospect in a commanding position over a subservient salesperson.


Management Development
Add to Calendar 07/07/2021 1:00 pm 07/07/2021 2:30 pm Management Development Management Development Zoom lisas@sandler.com MM/DD/YYYY America/New_York

When:
July 7th, 2021
1:00 pm - 2:30 pm EST

Where:
Zoom


Management Development


Bonding & Rapport (Skills)
Add to Calendar 07/12/2021 10:00 am 07/12/2021 11:30 am Bonding & Rapport (Skills) Sales will not happen if trust has not been established. Review and apply the concepts of bonding and rapport in this training as well as develop active participation skills that include active listening, elements of communication, and primary sensory dominance. Zoom lisas@sandler.com MM/DD/YYYY America/New_York

When:
July 12th, 2021
10:00 am - 11:30 am EST

Where:
Zoom


Sales will not happen if trust has not been established. Review and apply the concepts of bonding and rapport in this training as well as develop active participation skills that include active listening, elements of communication, and primary sensory dominance.


Questioning Strategies and Negative Reverse Selling (Learning)
Add to Calendar 07/13/2021 10:00 am 07/13/2021 11:30 am Questioning Strategies and Negative Reverse Selling (Learning) Your value as a sales professional (and ultimately the amount of your commission) is determined more by the amount of information you gather than by the amount of information you dispense. This training will help you develop ways to get your prospects talking and ‘probe below the surface’. Learn questioning techniques such as the dummy curve, reversing and dealing with unasked questions. Zoom lisas@sandler.com MM/DD/YYYY America/New_York

When:
July 13th, 2021
10:00 am - 11:30 am EST

Where:
Zoom


Your value as a sales professional (and ultimately the amount of your commission) is determined more by the amount of information you gather than by the amount of information you dispense. This training will help you develop ways to get your prospects talking and ‘probe below the surface’. Learn questioning techniques such as the dummy curve, reversing and dealing with unasked questions.


Up-Front Contracts (Skills)
Add to Calendar 07/19/2021 10:00 am 07/19/2021 11:30 am Up-Front Contracts (Skills) An up-front contract is invaluable to your control of the sales process. Put your learning into practice in this training session. Employ the structure of the up-front contract with its five elements using ANOT and gain an understanding of the strengths of a proper up-front contract. Zoom lisas@sandler.com MM/DD/YYYY America/New_York

When:
July 19th, 2021
10:00 am - 11:30 am EST

Where:
Zoom


An up-front contract is invaluable to your control of the sales process. Put your learning into practice in this training session. Employ the structure of the up-front contract with its five elements using ANOT and gain an understanding of the strengths of a proper up-front contract.


Pain & Budget (Learning)
Add to Calendar 07/20/2021 10:00 am 07/20/2021 11:30 am Pain & Budget (Learning) “Pain” is the compelling emotional reason to do business with you and can be seen as the difference between where the prospect is and where the prospect wants to be. You will learn Sandler tools for uncovering your prospect’s pain, as well as how to ask appropriate questions from the Sandler Pain Funnel. Prospects must be willing and able to invest the time, money, and resources needed to alleviate his pain(s). Learn techniques as well as appropriate body language and tonality to determine if budget is available and for identifying how much money is available. Zoom lisas@sandler.com MM/DD/YYYY America/New_York

When:
July 20th, 2021
10:00 am - 11:30 am EST

Where:
Zoom


“Pain” is the compelling emotional reason to do business with you and can be seen as the difference between where the prospect is and where the prospect wants to be. You will learn Sandler tools for uncovering your prospect’s pain, as well as how to ask appropriate questions from the Sandler Pain Funnel.

Prospects must be willing and able to invest the time, money, and resources needed to alleviate his pain(s). Learn techniques as well as appropriate body language and tonality to determine if budget is available and for identifying how much money is available.


Leadership Forum
Add to Calendar 07/21/2021 1:00 pm 07/21/2021 2:00 pm Leadership Forum Leadership Forum Zoom lisas@sandler.com MM/DD/YYYY America/New_York

When:
July 21st, 2021
1:00 pm - 2:00 pm EST

Where:
Zoom


Leadership Forum


Decision & Closing the Sale (Learning)
Add to Calendar 07/27/2021 10:00 am 07/27/2021 11:30 am Decision & Closing the Sale (Learning) You’ve uncovered the pain and have determined the prospect is willing to expend budget – you are now ready for the Decision Step. This training helps you uncover the who, what, how, where, when and why of your prospect’s decision making. You’ve made the sale, collected the check – hey, your job is done! Or is it? How are you going to set up your relationship with this client for future business? How will you ensure that this new client receives your product or service in a way that makes him happy – and makes them want to buy more and tell others about you? And what about your competition? How will you keep them out of your new client’s office? This training will teach sales people how to handle these challenges and use the close of a sale to build more business. Zoom lisas@sandler.com MM/DD/YYYY America/New_York

When:
July 27th, 2021
10:00 am - 11:30 am EST

Where:
Zoom


You’ve uncovered the pain and have determined the prospect is willing to expend budget – you are now ready for the Decision Step. This training helps you uncover the who, what, how, where, when and why of your prospect’s decision making.

You’ve made the sale, collected the check – hey, your job is done! Or is it? How are you going to set up your relationship with this client for future business? How will you ensure that this new client receives your product or service in a way that makes him happy – and makes them want to buy more and tell others about you? And what about your competition? How will you keep them out of your new client’s office? This training will teach sales people how to handle these challenges and use the close of a sale to build more business.