Tactical Skills: Making the Prospecting Call

Add to Calendar 01/04/2021 10:00 am 01/04/2021 11:30 am Tactical Skills: Making the Prospecting Call Discover how to successfully get past the gatekeeper, develop and utilize a 30-second commercial, make no-pressure sales calls, and how to disqualify, as well as to qualify, prospects and not hold on too long. In addition to cold calls, develop skills on how to call on prospects in a wide variety of situations such as networking and walking into offices. Zoom lisas@sandler.com MM/DD/YYYY

Strategic Learning: Why Have a System & Formula for Success

Add to Calendar 01/05/2021 10:00 am 01/05/2021 11:30 am Strategic Learning: Why Have a System & Formula for Success When you start the selling process with a new prospect, you have a choice to make: Who will lead the dance? You can become part of the prospect’s plan, which may feel comfortable. Why? Because you get a chance to “strut your stuff”. You can display your knowledge and expertise early in the process. If nothing else, it’s great for your ego. You may feel some pressure from the prospect from time to time. You may even experience some frustration. But, at least you knew it was coming. You can follow the prospect’s plan and feed your ego. Or, you can follow your own plan and feed your family – but you can’t do both. THE CHOICE IS YOURS. What do you need to become successful – not only in your profession, but in every aspect of your life? This training will discuss the ten specific success points that you must address in order to achieve your goals – and be a success. Zoom lisas@sandler.com MM/DD/YYYY

Management Development

Add to Calendar 01/06/2021 1:00 pm 01/06/2021 2:30 pm Management Development Sandler Management Development Zoom lisas@sandler.com MM/DD/YYYY

Tactical Skills: Bonding & Rapport

Add to Calendar 01/11/2021 10:00 am 01/11/2021 11:30 am Tactical Skills: Bonding & Rapport 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

Strategic Learning: Bonding & Rapport & Up-Front Contracts

Add to Calendar 01/12/2021 10:00 am 01/12/2021 11:30 am Strategic Learning: Bonding & Rapport & Up-Front Contracts 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

Tactical Skills: Up-Front Contracts

Add to Calendar 01/18/2021 10:00 am 01/18/2021 11:30 am Tactical Skills: Up-Front Contracts 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

Strategic Learning: Questioning Strategies & Negative Reverse Selling

Add to Calendar 01/19/2021 10:00 am 01/19/2021 11:30 am Strategic Learning: Questioning Strategies & Negative Reverse Selling 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. Learn how to use negative reverse strategies to control the pace and maintain movement in the sales process, prevent premature positive or negative outcomes, and help prospects discover that they want what you have to offer. This is one of the most important lessons in technique in the Sandler Selling System®. Zoom lisas@sandler.com MM/DD/YYYY

Leadership Forum

Add to Calendar 01/20/2021 1:00 pm 01/20/2021 2:00 pm Leadership Forum Sandler Leadership Forum Zoom lisas@sandler.com MM/DD/YYYY

Tactical Skills: Questioning Strategies

Add to Calendar 01/25/2021 10:00 am 01/25/2021 11:30 am Tactical Skills: Questioning Strategies The salesperson’s ability to close sales is linked more to his ability to get information from prospects than the ability to dispense it. Develop skills to use questioning strategies to get the prospect to open up and discuss their real concerns and needs. Learn how to overcome stalls, objections and problems. Zoom lisas@sandler.com MM/DD/YYYY

**Goal Setting** - Cut & Paste Event

Add to Calendar 01/26/2021 10:00 am 01/26/2021 11:30 am **Goal Setting** - Cut & Paste Event *Registration required - call Lisa - 336-884-1348 or email lisas@sandler.com* Build your own Vision Board at this exclusive Sandler Training event! You can't lead the life you have always envisioned if you don't have a clear vision for the life you have always wanted. This session gives you an opportunity to create a pictorial/graphic representation of the life you want to lead, the goals you want to achieve, and the values that are nearest and dearest to your heart. Design your ideal life and start living it now! Learn to identify your personal life goals and determine what you need to do – from a business perspective – to achieve these goals. Discover how your personal and professional goals affect one another. You will develop a plan of action, or cookbook, to meet your goals Zoom lisas@sandler.com MM/DD/YYYY