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Location: 62 Accord Park Dr STE 4
Norwell, MA
August 7th, 2018
8:00 am - 9:30 am
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.
Location: 62 Accord Park Dr. STE 4
Norwell, MA
August 7th, 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
August 8th, 2018
8:30 am - 12:00 pm
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.
Location: 62 Accord Park Dr STE 4
Norwell, MA
August 14th, 2018
8:00 am - 9:30 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 intereaction
Location: 62 Accord Park Dr. STE 4
Norwell, MA
August 14th, 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
Location: 62 Accord Park Dr STE 4
Norwell, MA
August 21st, 2018
8:00 am - 9:30 am
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.
Location: 62 Accord Park Dr. STE 4
Norwell, MA
August 21st, 2018
10:30 am - 1:00 am
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
Location: 62 Accord Park Dr STE 4
Norwell, MA
August 28th, 2018
8:00 am - 9:30 am
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.