Sales Mastery Program

Add to Calendar 05/07/2019 8:00 am 05/07/2019 9:30 am Sales Mastery Program This class is for business development professionals looking to hone their skills. Leave Your Child In The Car People buy based on emotions and then justify those decision intellectually. Learn the importance of selling to emotion and not leading with intellectual features and benefits. 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Core Sales Skills Program - PROSPECTING BEHAVIOR AND COOKBOOK

Add to Calendar 05/07/2019 10:30 am 05/07/2019 12:00 pm Core Sales Skills Program - PROSPECTING BEHAVIOR AND COOKBOOK This class is for anyone who may be new to a sales position and would like help developing a framework for a strong sales process. This class will focus on: • Manage Your Behavior • Cookbook for Success • Prospecting Activities Worksheet • 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

2-Day Sales Foundations Boot Camp

Add to Calendar 05/08/2019 8:00 am 05/09/2019 4:15 pm 2-Day Sales Foundations Boot Camp 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. Sandler Boston 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Core Sales Skills Program - The Importance of Owning Your Sales Process

Add to Calendar 05/14/2019 10:30 am 05/14/2019 12:00 pm Core Sales Skills Program - The Importance of Owning Your Sales Process This class is for anyone who may be new to a sales position and would like help developing a framework for a strong sales process. This class will focus on: • Benefits of an Effective, Efficient Selling System • Positive Results of the Sandler Selling Process • The Buyer-Seller Dance • Sandler® Philosophy 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Sales Mastery Program

Add to Calendar 05/21/2019 8:00 am 05/21/2019 9:30 am Sales Mastery Program This class is for business development professionals looking to hone their skills. Are They Willing and Able? When do you talk money with your prospects? Too early or too late? What happens if budget doesn't exist? Is your deal done? How will your prospect decide between your solution, your competitors' or doing nothing? Learn how to talk money and clearly understand all of the elements of your prospects decision making process. 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Core Sales Skills Program - BONDING & RAPPORT- Are You Making a Connection or Just Being You?

Add to Calendar 05/21/2019 10:30 am 05/21/2019 12:00 pm Core Sales Skills Program - BONDING & RAPPORT- Are You Making a Connection or Just Being You? This class is for anyone who may be new to a sales position and would like help developing a framework for a strong sales process. This class will focus on: • The Role of Active Participation in Bonding & Building Rapport • Three Elements of Communication • Active Listening Techniques • Transactional Analysis (TA) • Primary Sensory Dominance (PSD) • DISC Graph • Reach for the Prospect's OK-ness 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Sales Mastery Program

Add to Calendar 05/28/2019 8:00 am 05/28/2019 9:30 am Sales Mastery Program This class is for business development professionals looking to hone their skills. Present Yourself With Impact 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

Sales Mastery Program

Add to Calendar 05/28/2019 8:00 am 05/28/2019 9:30 am Sales Mastery Program This class is for business development professionals looking to hone their skills. ABAT's Keep the Sale Moving Matching your sales process to the Sandler Submarine and create Up-Front Contracts to guide both you and your client through the process. 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Core Sales Skills Program - UP-FRONT CONTRACT - The Art of Mutual Agreement

Add to Calendar 05/28/2019 10:30 am 05/28/2019 12:00 pm Core Sales Skills Program - UP-FRONT CONTRACT - The Art of Mutual Agreement This class is for anyone who may be new to a sales position and would like help developing a framework for a strong sales process. This class will focus on: • Creating an environment of mutual agreement • When Should You Make an Up-Front Contract? • Up-Front Contract Using ANOT • Sandler Rules for Up-Front Contracts 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY