Tactical Skills: Pain

Add to Calendar 02/01/2021 10:00 am 02/01/2021 11:30 am Tactical Skills: Pain Gain a thorough understanding of the process of helping the prospect discover pain, as well as getting him to describe his solutions to the pains. Explore the Sandler techniques of reversing, “dummying-up,” and negative reversing along with the correct use of the Pain Funnel. Zoom lisas@sandler.com MM/DD/YYYY

Strategic Learning: Pain & Budget

Add to Calendar 02/02/2021 10:00 am 02/02/2021 11:30 am Strategic Learning: Pain & Budget “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

Management Development

Add to Calendar 02/03/2021 1:00 pm 02/03/2021 2:30 pm Management Development Sandler Management Development Zoom lisas@sandler.com MM/DD/YYYY

Tactical Skills: Budget

Add to Calendar 02/08/2021 10:00 am 02/08/2021 11:30 am Tactical Skills: Budget Review and reinforce your understanding of the Budget Step and apply it to real-life situations in this training session. Review the proper responses to yes, no, and maybe (stalls and objections) and the valuable concept of the monkey’s paw. Zoom lisas@sandler.com MM/DD/YYYY

Strategic Learning: Decision & Closing the Sale

Add to Calendar 02/09/2021 10:00 am 02/09/2021 11:30 am Strategic Learning: Decision & Closing the Sale 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

Tactical Skills: Decision

Add to Calendar 02/15/2021 10:00 am 02/15/2021 11:30 am Tactical Skills: Decision Uncovering the decision process is a major step in qualifying the prospect. In this session you will learn to determine the prospect’s decision making process and timetable, as well as the identity of the decision makers. Zoom lisas@sandler.com MM/DD/YYYY

Strategic Learning: Transactional Analysis & Breaking Through Your Comfort Zone

Add to Calendar 02/16/2021 10:00 am 02/16/2021 11:30 am Strategic Learning: Transactional Analysis & Breaking Through Your Comfort Zone Do you find yourself getting emotionally involved in your sales calls? Ever feel like you don’t have control of your sales call? This training is designed to develop skills to analyze your patterns of negative and scripted behavior by using pattern analysis and keep you in control of your sales call. 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. Zoom lisas@sandler.com MM/DD/YYYY

Leadership Forum

Add to Calendar 02/17/2021 1:00 pm 02/17/2021 2:00 pm Leadership Forum Sandler Leadership Forum Zoom lisas@sandler.com MM/DD/YYYY

Tactical Skills: Closing the Sale

Add to Calendar 02/22/2021 10:00 am 02/22/2021 11:30 am Tactical Skills: Closing the Sale Understand how to develop presentations that demonstrate that you can solve the prospect’s pains within the identified budget and that are consistent with their decision process. Learn to close the sale, prevent buyer’s remorse, ask for future business and referrals, and transition into the delivery phase. Zoom lisas@sandler.com MM/DD/YYYY

Strategic Learning: Creating a Prospecting Plan & Making the Prospecting Call

Add to Calendar 02/23/2021 10:00 am 02/23/2021 11:30 am Strategic Learning: Creating a Prospecting Plan & Making the Prospecting Call 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. 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