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Location: 62 Accord Park Dr STE 4
Norwell, MA
March 6th, 2018
8:00 am - 10:00 am
Do you have mutual agreement through out your selling process? In each meeting are your decisions specific? Is your prospect in step with you or are you struggling to keep them engaged. Learn how to create mutual agreement within every interaction
Location: 62 Accord Park Dr STE 4
Norwell, MA
March 6th, 2018
10:30 am - 1:00 pm
Topics: Benefits of an Effective, Efficient Selling System Positive Results of the Sandler Selling Process The Buyer-Seller Dance Sandler Philosophy Prospects and Pendulums
Location: 62 Accord Park Dr. Ste 4
Norwell, MA
March 7th, 2018
8:30 am - 12:00 pm
Are you running your meetings or the other way around? There are three elements of the meeting process - Planning the Meeting- what needs to be considered when developing an appropriate and effective agenda; Conducting the Meeting - the do's and don'ts; and Identifying Agenda Items and Follow Up.
Location: 62 Accord Park Dr. STE 4
Norwell, MA
March 13th, 2018
8:00 am - 10:00 am
Eric Warner, Sandler Training Norwell. Present Tips and Tactics on Closing During the Sales Process.
While many salespeople put forth great effort into mastering the art of presenting, a few key myths can hold people back from closing the sale. Learn common misconceptions about sales presentations and how to avoid and make improvements in order to close more business.
Sign up for this session today by contacting Sue at sue.hynes@sandler.com to reserve your spot!
Location: 62 Accord Park Dr STE 4
Norwell, MA
March 20th, 2018
8:00 am - 10:00 am
Are you sometimes left wondering why your deals has stalled? Or wondering why the prospect who was so excited to get started has vanished? People buy emotionally and then justify those purchases intellectually. Learn how to get your prospects emotionally involved in your offering to keep momentum in your sales process
Location: 62 Accord Park Dr. STE 4
Norwell, MA
March 20th, 2018
10:30 am - 1:00 am
Topics:
? The Role of Active Participation & Active Listening
? The Three Elements of Communication
? Communication Theories & Models
? Protecting the Prospect’s OK-ness
? When Should You Make an Up-Front Contract?
? Up-Front Contract Using ANOT
? Sandler Rules for Up-Front Contracts
? Sandler Selling System® Qualification Process
? Buying Emotions
? The Three Elements of Pain
? Sandler Pain Funnel® Questions
? Sandler Rules for Pain
Location: 62 Accord Park Dr STE 4
Norwell, MA
March 27th, 2018
8:00 am - 10:00 am
Our clients are the most valuable resources. Not simply because they pay your invoices. If we manage our clients properly they can be a valuable resource to open new doors and help us in retaining other clients. We will work through a formula that will help you view your clients in a new light plus create a plan to execute on this knowledge
Location: 62 Accord Park Dr. STE 4
Norwell, MA
March 27th, 2018
10:30 am - 1:00 am
Topics:
? The Dummy Curve Theory
? Learning to Ask Questions
? Rules for Reversing
? Softening Statements
? Unasked Questions
? The Sandler Budget Step
? Summarize and Review
? Is Money Available?
? How Much Money?
? The Monkey’s Paw
? Elements of the Decision Step
? Outcomes of the Decision Step
? What to Do with a Qualified Prospect