Sales Mastery Program

Add to Calendar 02/05/2019 8:00 am 02/05/2019 9:30 am Sales Mastery Program Running Sales Calls With Purpose This class is for business development professionals looking to hone their skills. Class Summary: 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 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Core Sales SKills Program - Connecting Your B-A-T

Add to Calendar 02/05/2019 10:30 am 02/05/2019 12:00 pm Core Sales SKills Program - Connecting Your B-A-T 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: • Definition of Success • The Attitude Triangle • I/R Theory Chart • Behavior • The Technique Triangle • The Sandler Success Triangle 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

2-Day Sales Foundations Boot Camp

Add to Calendar 02/07/2019 8:00 am 02/08/2019 4:30 pm 2-Day Sales Foundations Boot Camp Calling all Sales Teams and Managers, CEOs, and Consultants! The Problem: - Do you feel like you’re winging it? Chasing your tail? - Are you constantly looking for new ways to find leads? - Are you frustrated with prospects still ‘thinking about it’? - Are you booking fewer appointments than you believe you could? - Are you unhappy with your sales close rates? - Why do your prospects disappear? Your sales strategies are working against you. The Solution: The Sandler Sales two-day Bootcamp will teach you the foundations of The Sandler Selling System. You will leave with the tools to overcome these problems and others. With limited spots available, the attendees get personal attention and learn from others experiencing similar sales challenges. Learn how to: • Create a selling system for you and your team to follow • Maintain the right selling behaviors, attitudes and techniques • Change the dynamics of your sales interactions • Promote agreement between you and your client • Find compelling reasons to do business • Ask questions with intent and purpose • Move prospects from “Maybe” to “Yes!” $1595 (non-refundable) and includes breakfast and lunch Hurry -- seats are limited and time is short! Sign up here. Don’t take our word for it, see what previous attendees are telling us… From Sales Professional: “First, I wanted to thank you for last week. The lessons you taught over the course of the two-day Bootcamp were incredibly helpful, and I’ve already begun using them. Yesterday I talked through a call plan for a prospecting lead that involved staying behind the pendulum and the pattern interrupt. 3 LESSONS LEARNED: “Interest is not pain”. We must qualify their interest. You can’t manufacture pain, you can make people aware of pain. You can’t progress with an up-front contract without a clear ask. If you’re trying to convince someone of something, you’re in front of the pendulum. SPECIFIC ACTION ITEM(S): Use an up-front contract for every interaction. Wake up my C tendencies. Specifically: Use data and facts, Keep on task, Be patient, Explain carefully.” From an Insurance Broker: "Where do I even begin!? I learned a lot about myself: How my personality is classified and more importantly how it affects others. Being structured: Adhering to the "Sandler Submarine" method to keep my actions on track and focused. The true definition of "Sales" - "Leading people in the direction you want them to go - and having them feel good about it." … I love the Pendulum Clock exercise. That taught me how to take a step back and allow your prospect to follow in the direction desired. Perhaps even using a bit of ""negative reverse-talk"" to facilitate which was a fairly new concept for me. The Pain Funnel was another great focus I found very enlightening. I feel I've used this more than I know. The difference is now I'm fully aware of it. This will allow me to achieve my goal of asking more in-depth questions and getting to the root of issues. Then finally, taking that step back to listen. "Qualify rigorously - close easily" -- I found this to be a near and dear statement. In my line of business, especially, time is of the essence. No one wants their time wasted and I certainly do not plan to waste my own time. "No Pain, No Sale!"" -- Being able to identify pain points is a skill and I plan to rigorously qualify!" From a Talent Management Company: "Pain presented is usually not the real pain. Up-front contract needs to involve a firm future commitment to be complete. Order of questions that get you more information can be augmented with ""How," ""What," and ""Can you tell me more about that?" From a Professional Services Company: "The person you are trying to sell to, your prospect, must qualify for your time. A business opportunity must serve the best interest of both parties. You can’t sell anything. They have to discover that they want it. The pain funnel questions help you discover their pain. Actions I will take: Listen more! Not assume I know the answer to a prospect's question until they've fully described their pain.” From an Energy Company: “I feel confident that many of the subjects we discussed will make me more successful. My goal over the next month or two is to use the workbook to practice the concepts to really get them ingrained in my daily sales routines. Lessons Learned: Habits take 66 days to take effect. Purpose of the pain funnel is to elicit emotional thoughts connected to the existing issues. Action item: Aim to ask 5 additional questions to various customer responses or statements that would typically be the end of the particular subject being discussed, i.e., “why”, “tell me more about that”, use more creative thought to determine possible solutions to keep the conversation open, etc.” Investment: $1595 (non-refundable) and includes breakfast and lunch - Sign up here. Sandler Boston Training Center 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Sales Mastery Program

Add to Calendar 02/12/2019 8:00 am 02/12/2019 9:30 am Sales Mastery Program This class is for business development professionals looking to hone their skills Owning Your 30 Second Commercial Class Summary: When someone asks you tell me what you do… Do you freeze? Launch into a detailed descritption of your company history and 20 reasons why you are great? Throw out a tight elevator pitch aimed at convincing anyone to talk with you? Be honest who's it about more about you or them? Learn how to create a customer centric description that will invite a business discussion and test if needs exist that might be a fit for you. 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 02/12/2019 10:30 am 02/12/2019 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

Strategic Management Program - Coaching Clinic

Add to Calendar 02/13/2019 8:30 am 02/13/2019 10:00 am Strategic Management Program - Coaching Clinic This class is for managers or leaders of a sales force or anyone who supervises direct reports. Class Summary: We will review and understand the mindset and purpose of coaching and the process to follow in order to provide effective coaching to coach individuals to develop new habits. The Goals for this session are: • Describe the mindset necessary to provide effective coaching • Describe the purpose and objectives of coaching • Explain the process and requirements for effective coaching • Demonstrate the application of specific coaching skills 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Sales Mastery Program

Add to Calendar 02/26/2019 8:00 am 02/26/2019 9:30 am Sales Mastery Program This class is for business development professionals looking to hone their skills Advanced Pain Clinic 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 02/26/2019 10:30 am 02/26/2019 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” In this class you 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