Sales Mastery Program

Add to Calendar 08/06/2019 8:00 am 08/06/2019 9:30 am Sales Mastery Program This class is for business development professionals looking to hone their skills. Developing COI Relationships 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 08/06/2019 10:30 am 08/06/2019 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 08/13/2019 8:00 am 08/13/2019 9:30 am Sales Mastery Program This class is for business development professionals looking to hone their skills. Pre-Call Planning 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 - UP-FRONT CONTRACT - The Art of Mutual Agreement

Add to Calendar 08/13/2019 10:30 am 08/13/2019 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

Strategic Management Program -

Add to Calendar 08/14/2019 8:30 am 08/14/2019 10:00 am Strategic Management Program - This class is for Managers or Leaders of a sales force or anyone who supervises direct reports. 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Sales Mastery Program

Add to Calendar 08/20/2019 8:00 am 08/20/2019 9:30 am Sales Mastery Program This class is for business development professionals looking to hone their skills. Blow Up The Bombs Have you ever experienced buyers remorse? Has buyers remorse ever killed one of your deals. Confirming commitments and removing barriers before they become show stopper is critical to any sales process. Learn how to confirm and test for problems before they kill your deal. 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Core Sales Skills Program - PAIN/GAIN - Compelling Reasons to Take Action

Add to Calendar 08/20/2019 10:30 am 08/20/2019 12:00 pm Core Sales Skills Program - PAIN/GAIN - Compelling Reasons to Take Action 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: • 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

Sales Mastery Program

Add to Calendar 08/27/2019 8:00 am 08/27/2019 9:30 am Sales Mastery Program This class is for business development professionals looking to hone their skills. Advanced Up Front Contracts Do you have mutual agreement through out your selling process?  In each meeting are your decisions specific?  Is your prospect in step with you or are you struggling to keep them engaged.  Learn how to create mutual agreement within every interaction 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Core Sales Skills Program - How To Ask Compelling Questions

Add to Calendar 08/27/2019 10:30 am 08/27/2019 12:00 pm Core Sales Skills Program - How To Ask Compelling Questions 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 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