Sales Mastery - Boston

Add to Calendar 01/04/2018 3:00 pm 01/04/2018 5:00 pm Sales Mastery - Boston Weekly 2 hour class for members of our sales mastery 745 Atlantic Ave Boston, MA 02111 praxis@sandler.com MM/DD/YYYY

Sales Mastery - Goal Setting: Law of Attraction

Add to Calendar 01/09/2018 8:00 am 01/09/2018 10:00 am Sales Mastery - Goal Setting: Law of Attraction Where do you see yourself once you have achieved your success? Without a vision to guide us our path to success becomes a grind. Learn how to link your activities and your goals to your desired outcomes to help guide you on your path to success. 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Sandler Foundations Week 1

Add to Calendar 01/09/2018 10:30 am 01/09/2018 1:00 pm Sandler Foundations Week 1 Topics: Benefits of an Effective, Efficient Selling System Positive Results of the Sandler Selling Process The Buyer-Seller Dance Sandler Philosophy Prospects and Pendulums 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Management Bootcamp - Goal Setting: Building a High Performance Organization

Add to Calendar 01/10/2018 8:30 am 01/10/2018 4:00 pm Management Bootcamp - Goal Setting: Building a High Performance Organization There are four areas of our business where we can make changes: Skills, Staff, Structure, and Strategy. We will look at each of these in turn and see what we need to do to make the year successful. 62 Accord Park Dr. Ste 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Sales Mastery - Goal Setting Part 2: Personal Brand

Add to Calendar 01/16/2018 8:00 am 01/16/2018 10:00 am Sales Mastery - Goal Setting Part 2: Personal Brand Sandler Sales Mastery 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Sandler Foundations Week 2

Add to Calendar 01/16/2018 10:30 am 01/16/2018 1:00 pm 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

2-Day Sales Foundations Bootcamp

Add to Calendar 01/18/2018 8:00 am 01/19/2018 4:30 pm 2-Day Sales Foundations Bootcamp Tired of winging it on your sales calls? Do your selling strategies work against you? Do your prospects: -Withhold critical information from you? -Stall with excuses? -Back away when it comes time for commitment? -Tell you they have to think-it-over? -Commit to a decision then disappear? -Pick your brain for ideas, and then give business to someone else? Are you tired of... -Dealing with people who can't or won't make a decision? -Wasting time with "suspects" who never buy? -Constantly looking for new ways to find prospects? -Making polished, professional presentations to people who just want the lowest price? Come and learn: -The Foundations of The Sandler Selling System: -Why Have a Selling System -Creating Comfort and Mutual Agreement in the Sales Process -Finding Compelling Reasons to do Business -Asking Questions with Intent and Purpose -Prospecting Behaviors and Cookbook -Creating and Maintaining the Right Selling -Behaviors, Attitudes and Techniques How to Change the Dynamics of your Sales Interactions from the Start! _____________________________________________ Seating is limited. [Sorry - no refunds.] Continental breakfast and buffet lunch will be served. 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Sales Mastery - Goal Setting Part 3: Cookbook/SMART Goals

Add to Calendar 01/23/2018 8:00 am 01/23/2018 10:00 am Sales Mastery - Goal Setting Part 3: Cookbook/SMART Goals We all have targets, aspirations and bucket list items that we want to achieve or acquire. How often do we take the time to sit down and review our progress toward these targets? Are our goals set up in a SMART (Specific, Measurable, Actionable, Realistic and Time Bound) format? In this session we will work through several categories of goals: Sales and Revenue, Personal Income, Personal Savings, Career/ Personal Growth, Health and Fitness, Relationship/ Family and other "stuff and things" that we want to do in 2017. If you attend you will receive your goals package the week before class to begin to shape your thinking. You will leave with a complete goal sheet and declared goals that you can begin to work toward right away. 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Sandler Foundations Week 3

Add to Calendar 01/23/2018 10:30 am 01/23/2018 1:00 pm 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

Sandler Foundations Week 4

Add to Calendar 01/30/2018 10:30 am 01/30/2018 1:00 pm 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