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Sandler Training Calendar

October 2020

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Event Listings for October 2020

Performance Training: Pain
Add to Calendar 10/05/2020 10:00 am 10/05/2020 11:30 am Performance Training: 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

When:
October 5th, 2020
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.


Strategic Development: Decision & Closing the Sale
Add to Calendar 10/06/2020 10:00 am 10/06/2020 11:30 am Strategic Development: 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

When:
October 6th, 2020
10:00 am - 11:30 am

Where:
Zoom


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.


Management Development
Add to Calendar 10/07/2020 1:00 pm 10/07/2020 2:30 pm Management Development Management Development Zoom lisas@sandler.com MM/DD/YYYY

When:
October 7th, 2020
1:00 pm - 2:30 pm

Where:
Zoom


Management Development


Performance Training: Budget
Add to Calendar 10/12/2020 10:00 am 10/12/2020 11:30 am Performance Training: 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

When:
October 12th, 2020
10:00 am - 11:30 am

Where:
Zoom


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 Development: Transactional Analysis & Breaking Through Your Comfort Zone
Add to Calendar 10/13/2020 10:00 am 10/13/2020 11:30 am Strategic Development: 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

When:
October 13th, 2020
10:00 am - 11:30 am

Where:
Zoom


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.


Performance Training: Decision
Add to Calendar 10/19/2020 10:00 am 10/19/2020 11:30 am Performance Training: 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

When:
October 19th, 2020
10:00 am - 11:30 am

Where:
Zoom


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 Development: Prospecting
Add to Calendar 10/20/2020 10:00 am 10/20/2020 11:30 am Strategic Development: Prospecting 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

When:
October 20th, 2020
10:00 am - 11:30 am

Where:
Zoom


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.


Leadership Forum
Add to Calendar 10/21/2020 1:00 pm 10/21/2020 2:00 pm Leadership Forum Leadership Forum Zoom lisas@sandler.com MM/DD/YYYY

When:
October 21st, 2020
1:00 pm - 2:00 pm

Where:
Zoom


Leadership Forum


Performance Training: Closing the Sale
Add to Calendar 10/26/2020 10:00 am 10/26/2020 11:30 am Performance Training: 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

When:
October 26th, 2020
10:00 am - 11:30 am

Where:
Zoom


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 Development: Setting Goals & Improving Your BAT-ing Average
Add to Calendar 10/27/2020 10:00 am 10/27/2020 11:30 am Strategic Development: Setting Goals & Improving Your BAT-ing Average 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. Whether you are talking about your sales career or your personal life, you achieve success as the result of several interrelated factors: behavior, attitude, and technique. This training will help you understand those factors and develop an approach for improving them. Zoom lisas@sandler.com MM/DD/YYYY

When:
October 27th, 2020
10:00 am - 11:30 am

Where:
Zoom


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.

Whether you are talking about your sales career or your personal life, you achieve success as the result of several interrelated factors: behavior, attitude, and technique. This training will help you understand those factors and develop an approach for improving them.