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Sandler Training Calendar

February 2020

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Event Listings for February 2020

Foundations: Why Have a System
Add to Calendar 02/03/2020 9:00 am 02/03/2020 10:00 am Foundations: Why Have a System 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.

This session supports Sales Pro Bronze Certification.

Instructor: Terry Rhoades
Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
February 3rd, 2020
9:00 am - 10:00 am

Where:
Sandler Training Center


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.

This session supports Sales Pro Bronze Certification.

Instructor: Terry Rhoades


Sales Mastery: SES LinkedIn Levers Tool Training
Add to Calendar 02/03/2020 10:00 am 02/03/2020 12:00 pm Sales Mastery: SES LinkedIn Levers Tool Training SES LinkedIn Levers Tool Training

Learn to optimize the power of LinkedIn® to gather critical information regarding prospects and their companies.

Instructor: Terry Rhoades
Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
February 3rd, 2020
10:00 am - 12:00 pm

Where:
Sandler Training Center


SES LinkedIn Levers Tool Training

Learn to optimize the power of LinkedIn® to gather critical information regarding prospects and their companies.

Instructor: Terry Rhoades


Foundations: The Importance of Bonding & Rapport
Add to Calendar 02/10/2020 9:00 am 02/10/2020 10:00 am Foundations: The Importance of Bonding & Rapport 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.

This session supports Sales Pro Bronze Certification.

Instructor: Josh Seibert
Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
February 10th, 2020
9:00 am - 10:00 am

Where:
Sandler Training Center


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.

This session supports Sales Pro Bronze Certification.

Instructor: Josh Seibert


Sales Mastery: Improving Your BAT-ing Average
Add to Calendar 02/10/2020 10:00 am 02/10/2020 12:00 pm Sales Mastery: Improving Your BAT-ing Average Improve your attitude, behavior and technique in this advanced session. Take an in-depth look on how to stay motivated from the inside by understanding the importance of goal setting, understanding beliefs and the importance of a systematic approach to sales/business.

Instructor: Josh Seibert
Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
February 10th, 2020
10:00 am - 12:00 pm

Where:
Sandler Training Center


Improve your attitude, behavior and technique in this advanced session. Take an in-depth look on how to stay motivated from the inside by understanding the importance of goal setting, understanding beliefs and the importance of a systematic approach to sales/business.

Instructor: Josh Seibert


Foundations: Up-Front Contracts
Add to Calendar 02/17/2020 9:00 am 02/17/2020 10:00 am Foundations: Up-Front Contracts 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.

This session supports Sales Pro Bronze Certification.

Instructor: Terry Rhoades
Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
February 17th, 2020
9:00 am - 10:00 am

Where:
Sandler Training Center


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.

This session supports Sales Pro Bronze Certification.

Instructor: Terry Rhoades


Sales Mastery: Breaking Through Your Comfort Zone
Add to Calendar 02/17/2020 10:00 am 02/17/2020 12:00 pm Sales Mastery: Breaking Through Your Comfort Zone Discover how to achieve permanent performance gains by assuming a ‘winner’ identity. This module challenges each participant to move out of his/her comfort zone. The relationship between taking risks and the impact that success has on their self-image is also explored.

Instructor: Terry Rhoades
Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
February 17th, 2020
10:00 am - 12:00 pm

Where:
Sandler Training Center


Discover how to achieve permanent performance gains by assuming a ‘winner’ identity. This module challenges each participant to move out of his/her comfort zone. The relationship between taking risks and the impact that success has on their self-image is also explored.

Instructor: Terry Rhoades


Management and Leadership Forum
Add to Calendar 02/20/2020 9:00 am 02/20/2020 12:00 pm Management and Leadership Forum Management and Leadership Forum

Instructor: Josh Seibert
Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
February 20th, 2020
9:00 am - 12:00 pm

Where:
Sandler Training Center


Management and Leadership Forum

Instructor: Josh Seibert


Foundations: Identifying Reasons for Doing Business - Pain
Add to Calendar 02/24/2020 9:00 am 02/24/2020 10:00 am Foundations: Identifying Reasons for Doing Business - Pain “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.

This session supports Sales Pro Bronze Certification.

Instructor: Terry Rhoades
Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
February 24th, 2020
9:00 am - 10:00 am

Where:
Sandler Training Center


“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.

This session supports Sales Pro Bronze Certification.

Instructor: Terry Rhoades


Foundations: Questioning Strategies
Add to Calendar 02/24/2020 9:00 am 02/24/2020 10:00 am Foundations: Questioning Strategies 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.

This session supports Sales Pro Bronze Certification.

Instructor: Josh Seibert
Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
February 24th, 2020
9:00 am - 10:00 am

Where:
Sandler Training Center


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.

This session supports Sales Pro Bronze Certification.

Instructor: Josh Seibert


Sales Mastery: Creating a Prospecting Plan
Add to Calendar 02/24/2020 10:00 am 02/24/2020 12:00 pm Sales Mastery: Creating a Prospecting Plan In this training session you will take the concepts of prospecting that were previously introduced and explained and apply them to your world. You will learn how to create a prospecting plan, put activities into a calendar and follow the plan, and identify and employ an appropriate mix of strategies.

Instructor: Josh Seibert
Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
February 24th, 2020
10:00 am - 12:00 pm

Where:
Sandler Training Center


In this training session you will take the concepts of prospecting that were previously introduced and explained and apply them to your world. You will learn how to create a prospecting plan, put activities into a calendar and follow the plan, and identify and employ an appropriate mix of strategies.

Instructor: Josh Seibert