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Sandler Training Calendar

February 2021
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Event Listings for February 2021

Tactical Skills: Pain - Download event to Outlook

Location: Zoom
February 1st, 2021
10:00 am - 11:30 am

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.


Strategic Learning: Pain & Budget - Download event to Outlook

Location: Zoom
February 2nd, 2021
10:00 am - 11:30 am

“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.


Management Development - Download event to Outlook

Location: Zoom
February 3rd, 2021
1:00 pm - 2:30 pm

Sandler Management Development


Tactical Skills: Budget - Download event to Outlook

Location: Zoom
February 8th, 2021
10:00 am - 11:30 am

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.


Strategic Learning: Decision & Closing the Sale - Download event to Outlook

Location: Zoom
February 9th, 2021
10:00 am - 11:30 am

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.


Tactical Skills: Decision - Download event to Outlook

Location: Zoom
February 15th, 2021
10:00 am - 11:30 am

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.


Strategic Learning: Transactional Analysis & Breaking Through Your Comfort Zone - Download event to Outlook

Location: Zoom
February 16th, 2021
10:00 am - 11:30 am

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.


Leadership Forum - Download event to Outlook

Location: Zoom
February 17th, 2021
1:00 pm - 2:00 pm

Sandler Leadership Forum


Tactical Skills: Closing the Sale - Download event to Outlook

Location: Zoom
February 22nd, 2021
10:00 am - 11:30 am

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.


Strategic Learning: Creating a Prospecting Plan & Making the Prospecting Call - Download event to Outlook

Location: Zoom
February 23rd, 2021
10:00 am - 11:30 am

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.