Sales Mastery Program- Ultimate Contract

Add to Calendar 09/01/2020 8:00 am 09/01/2020 9:30 am Sales Mastery Program- Ultimate Contract Ultimate Contract Alec Baldwin cornered the market on ABC with his classic line "second prize… a set of steak knives!" ABC - Always Be Closing! That was his motto. While crude, it's true. You sould be closing for a decision on every interaction. Not closing the sale but closing for the next step. Do you have a well defined next step? If not, how can you possibly close? We will examine or sales process and talk about the appropriate next steps to align with your Up-Front Contract and Post-Sell. 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

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

Add to Calendar 09/01/2020 10:30 am 09/01/2020 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 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 Virtual Training sue.hynes@sandler.com MM/DD/YYYY America/New_York

Sandler Foundations Program- Uncovering Reasons for Doing Business

Add to Calendar 09/01/2020 10:30 am 09/01/2020 12:00 pm Sandler Foundations Program- Uncovering Reasons for Doing Business 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 Virtual Training sue.hynes@sandler.com MM/DD/YYYY

Sandler Foundations Program -How to Ask Compelling Questions

Add to Calendar 09/10/2020 10:30 am 09/10/2020 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

Sales Mastery Program- Pain and Pleasure Based 30 Second Commercials

Add to Calendar 09/15/2020 8:00 am 09/15/2020 9:30 am Sales Mastery Program- Pain and Pleasure Based 30 Second Commercials Pain and Pleasure Based 30 Second Commercials When someone asks you tell me what you do… Do you freeze? Launch into a detailed description 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

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

Add to Calendar 09/15/2020 10:30 am 09/15/2020 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

Sales Leadership Forum -

Add to Calendar 09/17/2020 8:00 am 09/17/2020 9:30 am Sales Leadership Forum - Sales Leadership Forum 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 For more information on pricing and registration, please contact sue.hynes@sandler.com. Virtual Webinar sue.hynes@sandler.com MM/DD/YYYY

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

Add to Calendar 09/17/2020 10:30 am 09/17/2020 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

Sales Mastery Program- Pain: Doing the Math

Add to Calendar 09/22/2020 8:00 am 09/22/2020 9:30 am Sales Mastery Program- Pain: Doing the Math Pain: Doing the Math 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY

Sandler Foundations Program -Prospecting Behavior and Cookbooking

Add to Calendar 09/22/2020 10:30 am 09/22/2020 12:00 pm Sandler Foundations Program -Prospecting Behavior and Cookbooking 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: • Manage Your Behavior • Cookbook for Success • Prospecting Activities Worksheet • Your Competitive Advantage • The 30-Second Commercial • The No-Pressure Prospecting Call Virtual Training 62 Accord Park Dr STE 4 Norwell, MA (by reservation only) sue.hynes@sandler.com MM/DD/YYYY America/New_York

Sandler Foundations Program - Connecting Your B-A-T

Add to Calendar 09/24/2020 10:30 am 09/24/2020 12:00 pm Sandler Foundations Program - Connecting Your B-A-T 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: • Definition of Success • The Attitude Triangle • I/R Theory Chart • Behavior • The Technique Triangle • The Sandler Success Triangle Virtual Training 62 Accord Park Dr STE 4 Norwell, MA sue.hynes@sandler.com MM/DD/YYYY America/New_York

Sales Mastery Program- Fulfillment

Add to Calendar 09/29/2020 8:00 am 09/29/2020 9:30 am Sales Mastery Program- Fulfillment Fulfillment 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