Sandler Training Boston and the South Shore Calendar
August 2018
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Event Listings for August 2018
Sales Mastery - Presentation Skills and Closing the Sale
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08/07/2018 8:00 am
08/07/2018 9:30 am
Sales Mastery - Presentation Skills and Closing the Sale
Remember - People buy for their reasons not yours. Learn how to focus your interactions on your prospects business needs rather than your product or your company. You are an expert at what you do so learn how to present it with impact to create differentiation.
62 Accord Park Dr STE 4
Norwell, MA
sue.hynes@sandler.com
MM/DD/YYYY
8:00 am - 9:30 am
Norwell, MA
Remember - People buy for their reasons not yours. Learn how to focus your interactions on your prospects business needs rather than your product or your company. You are an expert at what you do so learn how to present it with impact to create differentiation.
Sandler Foundations Week 2
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08/07/2018 10:30 am
08/07/2018 1:00 am
Sandler Foundations Week 2
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
62 Accord Park Dr. STE 4
Norwell, MA
sue.hynes@sandler.com
MM/DD/YYYY
10:30 am - 1:00 am
Norwell, MA
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
Management Program- Maximize your Personal Performance/Delegation
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08/08/2018 8:30 am
08/08/2018 12:00 pm
Management Program- Maximize your Personal Performance/Delegation
Time is a non-renewable resource that we are free to frame however we choose. We need to learn to schedule our activities in a time-oriented way and figure out how to handle time wasters and interruptions. More importantly, we need to use delegation as a way of working smarter thus allowing ourselves to put our time into the areas of work that are most critical.
62 Accord Park Dr. Ste 4
Norwell, MA
sue.hynes@sandler.com
MM/DD/YYYY
8:30 am - 12:00 pm
Norwell, MA
Time is a non-renewable resource that we are free to frame however we choose. We need to learn to schedule our activities in a time-oriented way and figure out how to handle time wasters and interruptions. More importantly, we need to use delegation as a way of working smarter thus allowing ourselves to put our time into the areas of work that are most critical.
Sales Mastery - Advanced Up Front Contracts
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08/14/2018 8:00 am
08/14/2018 9:30 am
Sales Mastery - Advanced Up Front Contracts
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 intereaction
62 Accord Park Dr STE 4
Norwell, MA
sue.hynes@sandler.com
MM/DD/YYYY
8:00 am - 9:30 am
Norwell, MA
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 intereaction
Sandler Foundations Week 3
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08/14/2018 10:30 am
08/14/2018 1:00 am
Sandler Foundations Week 3
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
62 Accord Park Dr. STE 4
Norwell, MA
sue.hynes@sandler.com
MM/DD/YYYY
10:30 am - 1:00 am
Norwell, MA
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
Sales Mastery - Blow Up the Bombs
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08/21/2018 8:00 am
08/21/2018 9:30 am
Sales Mastery - Blow Up the Bombs
Have you ever experienced buyers remorse? Has buyers remorse ever killed one of your deals. Confirming commitments and removing barriers before they become show stopper is critical to any sales process. Learn how to confirm and test for problems before they kill your deal.
62 Accord Park Dr STE 4
Norwell, MA
sue.hynes@sandler.com
MM/DD/YYYY
8:00 am - 9:30 am
Norwell, MA
Have you ever experienced buyers remorse? Has buyers remorse ever killed one of your deals. Confirming commitments and removing barriers before they become show stopper is critical to any sales process. Learn how to confirm and test for problems before they kill your deal.
Sandler Foundations Week 4
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08/21/2018 10:30 am
08/21/2018 1:00 am
Sandler Foundations Week 4
Topics:
? Are You Ready to Confirm the Close?
? Fulfillment Elements
? The Post-Sell Step
? Definition of Success
? I/R Theory Chart
? The Sandler Success Triangles
? Developing a Prospecting Cookbook
? Your Competitive Advantage
? The 30-Second Commercial
? The No-Pressure Prospecting Call
62 Accord Park Dr. STE 4
Norwell, MA
sue.hynes@sandler.com
MM/DD/YYYY
10:30 am - 1:00 am
Norwell, MA
Topics:
? Are You Ready to Confirm the Close?
? Fulfillment Elements
? The Post-Sell Step
? Definition of Success
? I/R Theory Chart
? The Sandler Success Triangles
? Developing a Prospecting Cookbook
? Your Competitive Advantage
? The 30-Second Commercial
? The No-Pressure Prospecting Call
Sales Mastery - Pre-Call /Post-Call Debrief
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08/28/2018 8:00 am
08/28/2018 9:30 am
Sales Mastery - Pre-Call /Post-Call Debrief
Understand the key element of pre-call planning and measuring and tracking the results of your client interactions. Learn how to measure if you stuck to your system or let your prospect take control of the process. RSVP for a Crash a Class Session to see what Sandler Training Boston, Norwell is all about.
62 Accord Park Dr STE 4
Norwell, MA
sue.hynes@sandler.com
MM/DD/YYYY
8:00 am - 9:30 am
Norwell, MA
Understand the key element of pre-call planning and measuring and tracking the results of your client interactions. Learn how to measure if you stuck to your system or let your prospect take control of the process. RSVP for a Crash a Class Session to see what Sandler Training Boston, Norwell is all about.