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Sandler Training Calendar

November 2020

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Event Listings for November 2020

Performance Training: Making the Prospecting Call
Add to Calendar 11/02/2020 10:00 am 11/02/2020 11:30 am Performance Training: Making the Prospecting Call 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:
November 2nd, 2020
10:00 am - 11:30 am

Where:
Zoom


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.


Strategic Development: Why Have a System & Formula for Success
Add to Calendar 11/03/2020 10:00 am 11/03/2020 11:30 am Strategic Development: Why Have a System & Formula for Success 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. 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

When:
November 3rd, 2020
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.

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.

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 11/04/2020 1:00 pm 11/04/2020 2:30 pm Management Development Management Development Zoom lisas@sandler.com MM/DD/YYYY

When:
November 4th, 2020
1:00 pm - 2:30 pm

Where:
Zoom


Management Development


Performance Training: Bonding & Rapport
Add to Calendar 11/09/2020 10:00 am 11/09/2020 11:30 am Performance Training: Bonding & Rapport 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

When:
November 9th, 2020
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.


Strategic Development: Bonding & Rapport - Up-Front Contracts
Add to Calendar 11/10/2020 10:00 am 11/10/2020 11:30 am Strategic Development: Bonding & Rapport - Up-Front Contracts 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

When:
November 10th, 2020
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.


Performance Training: Up-Front Contracts
Add to Calendar 11/16/2020 10:00 am 11/16/2020 11:30 am Performance Training: Up-Front Contracts 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

When:
November 16th, 2020
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.


Strategic Development: Questioning Strategies & Negative Reverse Selling
Add to Calendar 11/17/2020 10:00 am 11/17/2020 11:30 am Strategic Development: Questioning Strategies & Negative Reverse Selling 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. 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

When:
November 17th, 2020
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.

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 11/18/2020 1:00 pm 11/18/2020 2:00 pm Leadership Forum Leadership Forum Zoom lisas@sandler.com MM/DD/YYYY

When:
November 18th, 2020
1:00 pm - 2:00 pm

Where:
Zoom


Leadership Forum


Performance Training: Questioning Strategies
Add to Calendar 11/23/2020 10:00 am 11/23/2020 11:30 am Performance Training: 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. Zoom lisas@sandler.com MM/DD/YYYY

When:
November 23rd, 2020
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.


Strategic Development: Pain & Budget
Add to Calendar 11/24/2020 10:00 am 11/24/2020 11:30 am Strategic Development: 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

When:
November 24th, 2020
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.


Performance Training: Pain
Add to Calendar 11/30/2020 10:00 am 11/30/2020 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:
November 30th, 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.