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Sandler Training Calendar

December 2019

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Event Listings for December 2019

Foundations: Up-Front Contracts
Add to Calendar 12/02/2019 9:00 am 12/02/2019 10:00 am Foundations: Up-Front Contracts 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.

Instructor: Terry Rhoades
Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
December 2nd, 2019
9:00 am - 10:00 am

Where:
Sandler Training Center


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.

Instructor: Terry Rhoades


Sales Mastery: SES Opportunity Tool Training
Add to Calendar 12/02/2019 10:00 am 12/02/2019 12:00 pm Sales Mastery: SES Opportunity Tool Training Understand the importance of identifying and diagnosing the pains connected to a given opportunity. Learn to identify critical budget and financial concerns, obstacles to organizational performance and the personal career of the prospect/customer.

Instructor: Terry Rhoades
Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
December 2nd, 2019
10:00 am - 12:00 pm

Where:
Sandler Training Center


Understand the importance of identifying and diagnosing the pains connected to a given opportunity. Learn to identify critical budget and financial concerns, obstacles to organizational performance and the personal career of the prospect/customer.

Instructor: Terry Rhoades


Foundations: Identifying the Reasons for Doing Business - PAIN
Add to Calendar 12/09/2019 9:00 am 12/09/2019 10:00 am Foundations: Identifying the Reasons for Doing Business - PAIN “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.

Instructor: Josh Seibert
Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
December 9th, 2019
9:00 am - 10:00 am

Where:
Sandler Training Center


“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.

Instructor: Josh Seibert


Sales Mastery: Up-Front Contracts
Add to Calendar 12/09/2019 10:00 am 12/09/2019 12:00 pm Sales Mastery: 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.

Instructor: Josh Seibert
Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
December 9th, 2019
10:00 am - 12:00 pm

Where:
Sandler Training Center


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.

Instructor: Josh Seibert


Foundations: Questioning Strategies
Add to Calendar 12/16/2019 9:00 am 12/16/2019 10:00 am Foundations: 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.

Instructor: Terry Rhoades
Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
December 16th, 2019
9:00 am - 10:00 am

Where:
Sandler Training Center


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.

Instructor: Terry Rhoades


Sales Mastery: Questioning Strategies
Add to Calendar 12/16/2019 10:00 am 12/16/2019 12:00 pm Sales Mastery: Questioning Strategies 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.

Instructor: Terry Rhoades
Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
December 16th, 2019
10:00 am - 12:00 pm

Where:
Sandler Training Center


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.

Instructor: Terry Rhoades


Management and Leadership Forum
Add to Calendar 12/19/2019 9:00 am 12/19/2019 12:00 pm Management and Leadership Forum Management and Leadership Forum Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
December 19th, 2019
9:00 am - 12:00 pm

Where:
Sandler Training Center


Management and Leadership Forum


Foundations: Uncovering the Prospect's Budget
Add to Calendar 12/23/2019 9:00 am 12/23/2019 10:00 am Foundations: Uncovering the Prospect's Budget 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.

Instructor: Josh Seibert
Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
December 23rd, 2019
9:00 am - 10:00 am

Where:
Sandler Training Center


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.

Instructor: Josh Seibert


Sales Mastery: PAIN
Add to Calendar 12/23/2019 10:00 am 12/23/2019 12:00 pm Sales Mastery: 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.

Instructor: Josh Seibert
Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
December 23rd, 2019
10:00 am - 12:00 pm

Where:
Sandler Training Center


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.

Instructor: Josh Seibert


Training Center Closed
Add to Calendar 12/25/2019 8:00 am 12/25/2019 5:00 pm Training Center Closed Training Center Closed Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
December 25th, 2019
8:00 am - 5:00 pm

Where:
Sandler Training Center


Training Center Closed


Foundations: Identifying the Prospect's Decision Making Process
Add to Calendar 12/30/2019 9:00 am 12/30/2019 10:00 am Foundations: Identifying the Prospect's Decision Making Process 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.

Instructor: Terry Rhoades
Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
December 30th, 2019
9:00 am - 10:00 am

Where:
Sandler Training Center


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.

Instructor: Terry Rhoades


Sales Mastery: Budget
Add to Calendar 12/30/2019 10:00 am 12/30/2019 12:00 pm Sales Mastery: 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.

Instructor: Terry Rhoades
Sandler Training Center lisas@sandler.com MM/DD/YYYY

When:
December 30th, 2019
10:00 am - 12:00 pm

Where:
Sandler Training Center


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.

Instructor: Terry Rhoades