Sandler Foundations Program - The Importance of Owning Your Sales Process

Add to Calendar 03/09/2021 10:30 am 03/09/2021 12:00 pm Sandler Foundations Program - The Importance of Owning Your Sales Process This class is for anyone who may be new to a sales position and would like to help to develop 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 America/New_York

Sandler Foundations Program - BONDING & RAPPORT- Are You Making a Connection or Just Being You?

Add to Calendar 03/11/2021 10:30 am 03/11/2021 12:00 pm Sandler Foundations 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 to help to develop 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 America/New_York

Sandler Foundations Program - UP-FRONT CONTRACT - The Art of Mutual Agreement

Add to Calendar 03/16/2021 10:30 am 03/16/2021 12:00 pm Sandler Foundations 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 to help to develop 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

Sandler Management Mastery

Add to Calendar 03/18/2021 8:00 am 03/18/2021 9:30 am Sandler Management Mastery Who Should Attend: Local sales leaders to their experiences, successes, and challenges surrounding accountability. The Management Mastery program is a monthly peer group forum attended by other sales leaders grappling with all too familiar challenges faced by those of you tasked with managing a team of sales professionals: Holding your team accountable to results, ensuring the team consistently executes your sales process and keeping them motivated to perform at the highest level. It is a structured program that will blend the training of proven management tactics, troubleshooting real time issues and providing a support network of like-minded peers. Monthly topics include: • Becoming better communicators • Setting meaningful goals • Understanding human behavior and unlocking potential • Managing your time and resources effectively • Motivating and Inspiring your team • Building confidence and self-esteem • Recruiting and Hiring “A” Players • Making strategic decisions • Achieving difficult goals in shorter periods of time Please register to receive more information. Zoom Webinar 62 Accord Park Dr Ste 4 Norwell, MA (limited seating, request only) sue.hynes@sandler.com MM/DD/YYYY America/New_York

Sandler Foundations Program - PAIN/GAIN - Compelling Reasons to Take Action

Add to Calendar 03/18/2021 10:30 am 03/18/2021 12:00 pm Sandler Foundations Program - PAIN/GAIN - Compelling Reasons to Take Action This class is for anyone who may be new to a sales position and would like to help to develop a framework for a strong sales process. 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 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY America/New_York

Sandler Foundations Program - How To Ask Compelling Questions

Add to Calendar 03/23/2021 10:30 am 03/23/2021 12:00 pm Sandler Foundations Program - How To Ask Compelling Questions This class is for anyone who may be new to a sales position and would like to help to develop a framework for a strong sales process. 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 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY America/New_York

Sandler Foundations Program - BUDGET & DECISION - Are They Willing and Able and Can They Decide?

Add to Calendar 03/25/2021 10:30 am 03/25/2021 12:00 pm Sandler Foundations Program - BUDGET & DECISION - Are They Willing and Able and Can They Decide? This class is for anyone who may be new to a sales position and would like to help to develop a framework for a strong sales process. 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 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY America/New_York

Sandler Foundations Program - FULFILLMENT & CLOSE - Making a Compelling Pitch and Locking it Up

Add to Calendar 03/30/2021 10:30 am 03/30/2021 12:00 pm Sandler Foundations Program - FULFILLMENT & CLOSE - Making a Compelling Pitch and Locking it Up This class is for anyone who may be new to a sales position and would like to help to develop a framework for a strong sales process. This class will focus on: • Are You Ready to Confirm the Close? • Fulfillment Elements • The Post-Sell Step • Preventing Buyer’s Remorse 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY America/New_York