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Location: 62 Accord Park Dr STE 4
Norwell, MA
January 8th, 2019
10:30 am - 12:00 pm
This class will focus on:
• Sandler Selling System Qualification Process
• Buying Emotions
• The Three Elements of Pain
• Sandler Pain Funnel® Questions
• Reviewing and Summarizing Pain
Location: 62 Accord Park Dr STE 4
Norwell, MA
January 9th, 2019
8:30 am - 10:00 am
Building a High-Performance Organization - Goal Setting in 2019!
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.
Location: 62 Accord Park Dr STE 4
Norwell, MA
January 15th, 2019
8:00 am - 9:30 am
Goal Setting Part 2 - Make Your "Vision" a Reality
Location: 62 Accord Park Dr STE 4
Norwell, MA
January 15th, 2019
10:30 am - 12:00 pm
This class will focus on:
• The Dummy Curve Theory
• It's the Prospect's Picture
• Learning to Ask Questions
• Rules for Reversing
• Softening Statements
• Unasked Questions
Location: 62 Accord Park Dr STE 4
Norwell, MA
January 22nd, 2019
8:00 am - 9:30 am
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 talke 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 2019. 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.
Location: 62 Accord Park Dr STE 4
Norwell, MA
January 22nd, 2019
10:30 am - 12:00 pm
This class will focus on:
• Willing and Able
• The Monkey's Paw
• The Bottom Line of the Budget Step
• 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
January 29th, 2019
8:00 am - 9:30 am
Maximize Your Sales Process
Do you have a system that you leverage in every sales call? How do you know if you are on track? How do you keep your prospect moving with you? Learn how to leverage a system that will get you to an end result quickly. Our focus for class will be blowing up the bombs that land us on Hope Island. If we are leveraging a system then every step in the process will require two decisions, your and theirs. We will examine both at each step and practice how we ensure commitment once a decision has been made.
Location: 62 Accord Park Dr STE 4
Norwell, MA
January 29th, 2019
10:30 am - 12:00 pm
This class will focus on:
• Are You Ready to Confirm the Close?
• Fulfillment Elements
• The Post-Sell Step
• Preventing Buyer’s Remorse