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Location: 62 Accord Park Dr STE 4
Norwell, MA
September 1st, 2020
8:00 am - 9:30 am
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.
Location: Virtual Training
September 1st, 2020
10:30 am - 12:00 pm
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
Location: Virtual Training
September 1st, 2020
10:30 am - 12:00 pm
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
Location: 62 Accord Park Dr STE 4
Norwell, MA
September 10th, 2020
10:30 am - 12:00 pm
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
Location: 62 Accord Park Dr STE 4
Norwell, MA
September 15th, 2020
8:00 am - 9:30 am
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.
Location: 62 Accord Park Dr STE 4
Norwell, MA
September 15th, 2020
10:30 am - 12:00 pm
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
Location: Virtual Webinar
September 17th, 2020
8:00 am - 9:30 am
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.
Location: 62 Accord Park Dr STE 4
Norwell, MA
September 17th, 2020
10:30 am - 12:00 pm
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
Location: 62 Accord Park Dr STE 4
Norwell, MA
September 22nd, 2020
8:00 am - 9:30 am
Pain: Doing the Math
Location: Virtual Training
62 Accord Park Dr STE 4
Norwell, MA (by reservation only)
September 22nd, 2020
10:30 am - 12:00 pm
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
Location: Virtual Training
62 Accord Park Dr STE 4
Norwell, MA
September 24th, 2020
10:30 am - 12:00 pm
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
Location: 62 Accord Park Dr STE 4
Norwell, MA
September 29th, 2020
8:00 am - 9:30 am
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.