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Sandler Training Calendar

May 2021

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Event Listings for May 2021

Bonding & Rapport (Skills)
Add to Calendar 05/03/2021 10:00 am 05/03/2021 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:
May 3rd, 2021
10:00 am - 11:30 am

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.


Why Have a System & Formula for Success (Learning)
Add to Calendar 05/04/2021 10:00 am 05/04/2021 11:30 am Why Have a System & Formula for Success (Learning) 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. 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 America/New_York

When:
May 4th, 2021
10:00 am - 11:30 am

Where:
Zoom


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.

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.


Management Development
Add to Calendar 05/05/2021 1:00 pm 05/05/2021 2:30 pm Management Development Management Development Zoom lisas@sandler.com MM/DD/YYYY America/New_York

When:
May 5th, 2021
1:00 pm - 2:30 pm

Where:
Zoom


Management Development


Up-Front Contracts (Skills)
Add to Calendar 05/10/2021 10:00 am 05/10/2021 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:
May 10th, 2021
10:00 am - 11:30 am

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.


Bonding & Rapport and Up-Front Contracts (Learning)
Add to Calendar 05/11/2021 10:00 am 05/11/2021 11:30 am Bonding & Rapport and Up-Front Contracts (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:
May 11th, 2021
10:00 am - 11:30 am

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.


Questioning Strategies (Skills)
Add to Calendar 05/17/2021 10:00 am 05/17/2021 11:30 am Questioning Strategies (Skills) 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 America/New_York

When:
May 17th, 2021
10:00 am - 11:30 am

Where:
Zoom


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.


Questioning Strategies and Negative Reverse Selling (Learning)
Add to Calendar 05/18/2021 10:00 am 05/18/2021 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. 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 America/New_York

When:
May 18th, 2021
10:00 am - 11:30 am

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.

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®.


Leadership Forum
Add to Calendar 05/19/2021 1:00 pm 05/19/2021 2:00 pm Leadership Forum Leadership Forum Zoom lisas@sandler.com MM/DD/YYYY America/New_York

When:
May 19th, 2021
1:00 pm - 2:00 pm

Where:
Zoom


Leadership Forum


Pain (Skills)
Add to Calendar 05/24/2021 10:00 am 05/24/2021 11:30 am Pain (Skills) 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 America/New_York

When:
May 24th, 2021
10:00 am - 11:30 am

Where:
Zoom


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.


Pain & Budget (Learning)
Add to Calendar 05/25/2021 10:00 am 05/25/2021 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:
May 25th, 2021
10:00 am - 11:30 am

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.


Holiday
Add to Calendar 05/31/2021 8:00 am 05/31/2021 5:00 pm Holiday Sandler Training Center closed Holiday lisas@sandler.com MM/DD/YYYY

When:
May 31st, 2021
8:00 am - 5:00 pm

Where:
Holiday


Sandler Training Center closed