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Location: 400 Washington Street
Suite 302
Braintree, MA 02184
October 1st, 2020
11:30 am - 1:30 pm
Building relationships with your clients/prospects is the first and most important step in the Sandler Selling System!
It is imperative that you have a good relationship with your prospect/client and that rapport continues through each phase of the Sandler system.
People buy from people they are comfortable with. Being able to establish rapport quickly indicates that you have the ability to make your client/prospect feel comfortable. There are several elements of communication to use when trying to establish rapport. The first are the words we speak; the second is how we speak, our tonality; and the third way we communicate is through physiology, or body language.
Since over 50% of your message is not what you say, but is related to your non-verbal communication, it is important to know what your body language says about you and how you can use this to your advantage. It is equally important to be able to interpret your clients’ and prospects’ body language.
Location: Zoom Live Streaming
October 1st, 2020
11:30 am - 1:30 pm
Building relationships with your clients/prospects is the first and most important step in the Sandler Selling System!
It is imperative that you have a good relationship with your prospect/client and that rapport continues through each phase of the Sandler system.
People buy from people they are comfortable with. Being able to establish rapport quickly indicates that you have the ability to make your client/prospect feel comfortable. There are several elements of communication to use when trying to establish rapport. The first are the words we speak; the second is how we speak, our tonality; and the third way we communicate is through physiology, or body language.
Since over 50% of your message is not what you say, but is related to your non-verbal communication, it is important to know what your body language says about you and how you can use this to your advantage. It is equally important to be able to interpret your clients’ and prospects’ body language.
Location: TeleClass - Conference Call
October 6th, 2020
9:00 am - 10:00 am
This program is tactical in nature focusing on your most challenging prospecting and closing problems. At the beginning of the call, we set up an agenda based on what you want to work on. We work on the agenda in a highly interactive training session involving a lot of role-playing and demonstrations of best practices to help you to go to a higher level when you prospect and close deals.
Location: 400 Washington Street
Suite 302
Braintree, MA 02184
October 8th, 2020
11:30 am - 1:30 pm
Do you know how to uncover your prospect's real pain?
In this lesson, you will learn how to measure the quality of an opportunity (and ultimately decide whether or not to pursue it) based on not only the prospect’s need for your product or service, but how they feel about the need. If they are experiencing emotions such as frustration, uncertainty, doubt, worry, anxiety, concern and/or anger, FUDWACA, they have “pain.”
People make decisions for two reasons: They are either moving toward pleasure or trying to move away from pain. 98% of prospects' buying decisions are to overcome pain. Your goal as a salesperson is to get your prospect emotionally involved by uncovering their pain. He/she will experience pain and reveal the cause of the pain, so you may provide the solution.
Being skilled at uncovering pain helps you and helps the prospect to move forward. Participate and learn how to be more effective, save time, have more fun and do a better job helping people that need your help by gently "walking them down the aisle" to doing business with you!
Location: Zoom Live Streaming
October 8th, 2020
11:30 am - 1:30 pm
Do you know how to uncover your prospect's real pain?
In this lesson, you will learn how to measure the quality of an opportunity (and ultimately decide whether or not to pursue it) based on not only the prospect’s need for your product or service, but how they feel about the need. If they are experiencing emotions such as frustration, uncertainty, doubt, worry, anxiety, concern and/or anger, FUDWACA, they have “pain.”
People make decisions for two reasons: They are either moving toward pleasure or trying to move away from pain. 98% of prospects' buying decisions are to overcome pain. Your goal as a salesperson is to get your prospect emotionally involved by uncovering their pain. He/she will experience pain and reveal the cause of the pain, so you may provide the solution.
Being skilled at uncovering pain helps you and helps the prospect to move forward. Participate and learn how to be more effective, save time, have more fun and do a better job helping people that need your help by gently "walking them down the aisle" to doing business with you!
Location: TeleClass - Conference Call
October 13th, 2020
9:00 am - 10:00 am
This program is tactical in nature focusing on your most challenging prospecting and closing problems. At the beginning of the call, we set up an agenda based on what you want to work on. We work on the agenda in a highly interactive training session involving a lot of role-playing and demonstrations of best practices to help you to go to a higher level when you prospect and close deals.
Location: 400 Washington Street
Suite 302
Braintree, MA 02184
October 15th, 2020
11:30 am - 1:30 pm
This program is tactical in nature focusing on your most challenging prospecting and closing problems. At the beginning of the class, we set up an agenda based on what you want to work on. We work on the agenda in a highly interactive training session involving a lot of role-playing and demonstrations of best practices to help you to go to a higher level when you prospect and close deals.
Learn how to:
Get through to the decision maker
Book more appointments
Close more leads
Avoid “I’ll think it over”
Make more money
Reach your goals
If you are a client please use Promotional Code "IamAclient".
Location: Zoom Live Streaming
October 15th, 2020
11:30 am - 1:30 pm
This program is tactical in nature focusing on your most challenging prospecting and closing problems. At the beginning of the class, we set up an agenda based on what you want to work on. We work on the agenda in a highly interactive training session involving a lot of role-playing and demonstrations of best practices to help you to go to a higher level when you prospect and close deals.
Learn how to:
Get through to the decision maker
Book more appointments
Close more leads
Avoid “I’ll think it over”
Make more money
Reach your goals
If you are a client please use Promotional Code "IamAclient".
Location: TeleClass - Conference Call
October 20th, 2020
9:00 am - 10:00 am
This program is tactical in nature focusing on your most challenging prospecting and closing problems. At the beginning of the call, we set up an agenda based on what you want to work on. We work on the agenda in a highly interactive training session involving a lot of role-playing and demonstrations of best practices to help you to go to a higher level when you prospect and close deals.
Location: 400 Washington Street
Suite 302
Braintree, MA 02184
October 22nd, 2020
11:30 am - 1:30 pm
How many times have you given a presentation to a prospect who didn’t have the power, the authority, or the capability of giving you a "yes"? Many salespeople will externalize this frustration and become angry at the prospect. But, whose problem is it, really?
Decision - You must qualify your prospect for decision making. Let the prospect know that saying either “yes” or “no” is the only acceptable answer and that he or she cannot say, “I want to think it over.” Qualifying the prospect’s decision making ability is paramount to getting your desired outcome.
If your prospect says that he or she can make the decision alone, check it out! The prospect has probably been telling salespeople this for ages but when decision time comes, it might not be true.
You will get a lot more “noes” than you ever got in the past, but the good news is that you will also be hearing a lot more “yeses” too.
Fulfillment - The entire success of a presentation relies on having established a good, binding, and mutually acceptable contract. The presentation is merely the fulfillment of the contract. There is absolutely no room in the contract for any type of mystification and the words fulfillment and presentation are interchangeable.
Post-Sell - A simple matter of making sure the sale is locked up by deliberately giving your prospect a chance to back out while you are still in front of him/her. If there is a crack in the sale, you can patch it up on the spot.
Please note: This workshop is not open to guests. You may choose any one of our other workshops where first time guests are allowed.
Location: Zoom Live Streaming
October 22nd, 2020
11:30 am - 1:30 pm
How many times have you given a presentation to a prospect who didn’t have the power, the authority, or the capability of giving you a "yes"? Many salespeople will externalize this frustration and become angry at the prospect. But, whose problem is it, really?
Decision - You must qualify your prospect for decision making. Let the prospect know that saying either “yes” or “no” is the only acceptable answer and that he or she cannot say, “I want to think it over.” Qualifying the prospect’s decision making ability is paramount to getting your desired outcome.
If your prospect says that he or she can make the decision alone, check it out! The prospect has probably been telling salespeople this for ages but when decision time comes, it might not be true.
You will get a lot more “noes” than you ever got in the past, but the good news is that you will also be hearing a lot more “yeses” too.
Fulfillment - The entire success of a presentation relies on having established a good, binding, and mutually acceptable contract. The presentation is merely the fulfillment of the contract. There is absolutely no room in the contract for any type of mystification and the words fulfillment and presentation are interchangeable.
Post-Sell - A simple matter of making sure the sale is locked up by deliberately giving your prospect a chance to back out while you are still in front of him/her. If there is a crack in the sale, you can patch it up on the spot.
Please note: This workshop is not open to guests. You may choose any one of our other workshops where first time guests are allowed.
Location: TeleClass - Conference Call
October 27th, 2020
9:00 am - 10:00 am
This program is tactical in nature focusing on your most challenging prospecting and closing problems. At the beginning of the call, we set up an agenda based on what you want to work on. We work on the agenda in a highly interactive training session involving a lot of role-playing and demonstrations of best practices to help you to go to a higher level when you prospect and close deals.
Location: 400 Washington Street
Suite 302
Braintree, MA 02184
October 29th, 2020
11:30 am - 1:30 pm
Would you start a foot race without knowing where the finish line was? Would you start a road trip to a distant city without a roadmap or set of directions of how to get there? In this class, you will identify your personal and professional goals and determine what you need to do from a business perspective to achieve them. Learn to develop a plan to track your progress and fine-tune your strategy.
Location: Zoom Live Streaming
October 29th, 2020
11:30 am - 1:30 pm
Would you start a foot race without knowing where the finish line was? Would you start a road trip to a distant city without a roadmap or set of directions of how to get there? In this class, you will identify your personal and professional goals and determine what you need to do from a business perspective to achieve them. Learn to develop a plan to track your progress and fine-tune your strategy.
If you are a client please use Promotional Code "IamAclient".