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Greg Nanigian and Associates, Inc. | Boston, Massachusetts

SANDLER TRAINING SALES CLASS DESCRIPTIONS

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Active Listening

In this class we explore techniques for how salespeople can stop talking, listen more, and listen more effectively. We often say, “the highest form of respect is listening,” and we challenge participants of this workshop to self-reflect on their listening skills. In this workshop we dive into the importance of active listening with our prospects: digging into the heart of their true needs, uncovering their true agendas, and how to build meaningful, trusting relationships.

Advanced Prospecting

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.

Advanced Role-Plays

Role-plays can seem intimidating to some people, but we encourage you not to miss this challenging workshop. Where would you rather practice and learn from your mistakes - in the safety of the training center, or in front of the prospect? No need to panic, no judgment. Get plenty of practice in breakout groups, regardless of your level of experience. See, hear, and feel our selling material in action, use it, and get coaching in real time. This is the workshop that will truly set you apart from the competition.

Becoming a Self-Starter

Attitude and motivation are based on a true understanding of your nature. Answering the question, “What motivates me?” will help you discover the secret of self-actualization and understand the reasons behind your internal motivation. Personal motivation will never develop if you have desire and belief without a well-organized plan of action that will lead to accomplishment. Learn how to develop a plan of action in order to achieve your goals.

Bonding & Rapport

Building relationships with your clients and prospects is the first of seven steps in the Sandler System. The attitudes, techniques, and behaviors learned in this workshop are used throughout the entire sales process. We explore the psychology of building relationships: effective communication; the effects of spoken words, tonality, and body language; how to relate to auditory, visual and kinesthetic communicators and what it takes to make meaningful connections and build trust in business relationships.

Budget

Talking about money can be uncomfortable, which is why the budget step can be difficult for some salespeople. In this workshop, we explore how to confront the money step head on while making sure your prospect doesn’t feel pressured or awkward. How can we avoid getting to the end of the sales process only to be told, “it’s not in the budget”? In this workshop, you’ll learn the questions and techniques to uncover how much the prospect has to invest, where the money is coming from and how it gets paid.

Building Trust & Rapport with Transactional Analysis

In this workshop we explore Transactional Analysis - a psychoanalytic theory wherein social transactions are analyzed as a basis for understanding behavior - and apply it to professional selling. Learn about the components of your communication style that influence your behavior, how they were developed, and the impact they have on your selling success. Easily identify your prospect’s and client’s styles, and how you can adapt to make business transaction more effective and enjoyable for all parties.

Can Asking Questions Be the Answer?

Do you have the tools to craft and ask the compelling questions that set you apart from the amateur salespeople? Salespeople don’t make money from the information they give out, rather from the information they gather. The more you know about the prospects needs, problems, budget, and decision-making process, the more likely you are to close the sale. In this workshop, we explore questioning techniques that get the answers you seek without putting pressure on the prospect to buy.

Closing Clinic

All too often sales are lost because the salesperson didn’t know when to stop talking. In this workshop, you will learn how to increase your chance of closing the sale. We explore how to present your product or service in a manner consistent with the prospect’s priorities, how to obtain a decision and prevent buyer’s remorse from taking hold, and how to prevent stalls and objections. Additionally, you will learn how to set the stage for future business and obtain referrals from your new client.

Collections Clinic

Handling the sensitive issue of collections can be challenging. How can you work through this difficult situation, collect your payment, and keep the customer? In this workshop, we explore proven approaches that let your customer maintain their dignity while asserting yourself and maintaining a healthy business relationship.

Create Your Client History Questionnaire

Do you want to go into an initial meeting with your prospect feeling more prepared and confident? In this workshop, we help you develop a client history questionnaire for your industry to use with prospects to uncover their goals, problems, and pain. This becomes an invaluable qualifying and selling tool that will help you and your prospect communicate effectively and find out if working together is the right fit.

Cut and Paste Night

This class will explore how to maximize the impact of setting personal goals. Dreams and goals must be REAL. Expand your comfort zone by letting your inhibitions go and sharing your dreams with the group while creating "Eye Candy" (your dream book). Bring your glue stick, scissors, poster board, and a collection of your favorite magazines, car brochures, travel pamphlets, and whatever else gives you inspiration.

Decision

How a prospect will make buying decision should not be a mystery. If you don’t know ahead of time exactly what a prospect will need to see or hear to make a buying decision when you make your presentation, it’s unlikely that you will leave with a decision. The third and final step in qualifying and disqualifying an opportunity – identifying the process by which prospect make buying decisions. Learn how to skillfully question prospects to uncover this information and how to determine the players, the specific elements of the process, and the timeframe for the decision.

Develop Your Prospecting Hierarchy

Taking a shotgun approach to prospecting is usually not the most efficient or effective strategy. In this workshop, you will learn how to create a prospecting plan that contains a mix of activities appropriate to your market and in line with your budget, how to manage your time, and how to successfully cold call. In this workshop, we also take a look at your prospecting “cookbook”: how to calculate the number of contacts you need to make in order to achieve budget, and how to schedule your activities in order to meet your personal and sales goals.

Embedded Command Questions

Embedded Command and Presumptive questions have the effect of getting the prospect to open up and share pain or that there isn't any pain. They can be very effective in dealing with prospects that don't want to talk, but would rather have you do all the talking (and we know what that leads to; think it overs). Embedded Command and Presumptive questions can be used to put the prospect on the defensive. As they defend, you get closer and closer to the real pain because their explanations involve information and eventually they share what's really important, which is how they feel about it.

If there is no feeling of pain behind a question or statement a prospect makes, then the statement or objection could be a test of your knowledge, an effort to get free consulting or designed to get you on the defensive. When there is pain, it is a lot easier to make a sale if the prospect shares it.

Executive Briefing: Non-Traditional Sales

Are you looking for a new approach to prospecting? In this workshop, we cover “Executive Briefings”, a group talk that provides valuable information and allows you to get in front of multiple qualified prospects. We'll cover several out-of-the-box Sandler methodologies surrounding problem-solving and sales strategies, including strip-lining, the "OK/NOT-OK" principal, and overcoming call reluctance.

Executive Sales Boot Camp

This workshop is an introduction to The Sandler Selling System. Learn how to qualify, close and present with better results, shorten the sales cycle, and get decisions instead of "think it overs." This workshop is for those leaders who are searching for solutions to the business obstacles they face when trying to sell, manage a sales team, and grow their company. Discover several non-traditional and highly effective Sandler selling techniques.

Four Levels of Pain

Prospects buy for their reasons, not the salesperson’s reasons. In this workshop you will learn how to define a prospect’s needs, wants, challenges, and problems, or what Sandler calls “pain”. You will learn the levels of pain and how to use specific questioning techniques to dig into each one. The diligence of doing this step cannot be overstated. Additionally, you will learn how to qualify or disqualify the opportunity based on whether your product or service could solve the problems identified.

Fuel to Run Your Sandler Submarine

This workshop will teach you various techniques to assist you in the sales process. Mastering and applying these skills will be the fuel to become a stronger sales professional.

  • “Reversing” will enable you to find out, from your prospect, the real issue behind his/her reason for buying.
  • The “Dummy Curve” makes your interaction with the prospect less threatening.
  • “Negative Reverse Selling” is the most powerful Sandler selling technique and the most difficult to master.

Fulfillment

The entire success of a Sandler 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. To make sure your presentation doesn’t fall apart at the end of each pain you’ve just presented, ask your prospect if that particular pain has been solved by your product or service.

Gate Selling

Gate Selling means breaking down your existing selling process into manageable sections, which are called “gates.” Learn how to map the success of top producers in your company. You will first identify the overall sales process of the company. Second, you will identify tactical details of each topic; even small things you personally think have no significance. This information will become your documented sales process, which you will manage each step of the way.

Get Tough: The New You!

Sales is one of the toughest, most competitive industries to be in. How can you be assertive without being aggressive or abrasive? In this workshop, we cover how to be an effective decision maker, improve effectiveness, strengthen resolve and inspire action. We explore David Sandler’s “Salesperson’s Bill of Rights”, the right salespeople need to believe they have in order to overcome self-doubt and achieve success.

Getting Pain with Negative Reverse Selling

If you look, act and sound like every other salesperson, the prospect will treat you like a vendor rather than an advisor. This workshop will give you some techniques that differentiate you from the competition. It also allows you to work with a client so each of you can define whether the path you’re on is the right one by using specialized questioning techniques. The Negative Reverse Selling® tool is a powerful technique that allows you to get to the real issue, get past the smoke screens, manage time and avoid unsuccessful presentations.

Goal Setting

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.

Goal Setting Accountability Clinic

In order for us to achieve our goals, we first need to set them and then must do all the tasks necessary to make each one of them happen. Easier said than done! This clinic will help its participants reach their goals by acting as a forum to announce your goals, tell the group how you are going to accomplish them, and then have the group and its facilitator hold you accountable. Each month we will track your progress, provide support and suggestions, and help you accomplish your goals.

Going Negative with a Smile

Not for the faint of heart, Negative Reverse Selling® is the one of the most powerful Sandler techniques. Learn what it is, why it works and how to use it so your prospect opens up and takes down the defensive walls that exist in most buyer-seller interactions. Discover how to handle every possible selling situation from an over-enthusiastic buyer to a hostile prospect and everything in between.

Hanging Tough on the Money Step

Are you tired of dropping your price in order to close the sale? This workshop covers how to be more effective selling your products and services at full price. Once you’ve finished your “pain step”, understanding the issues and problems that need solving, how do you transition to the “budget step” and uncover how much they are willing and able to invest? This can be an uncomfortable conversation for some salespeople. In this class we explore ways to take the pressure off both you and the prospect.

How to Be a Master Persuader I

Long Term Bonding & Rapport, Communications, Buying Strategies.

How to Be a Master Persuader II

Similar to MP I, only more participatory and more in depth on communication types and how to elicit them and use them so clients feel like you are just like them and they have known you for a long time, even though you just met!

How to Be a Master Referral Getter

Do you need to diversify your prospecting activities? Referrals and introductions should be central to building a quality pipeline for our business. Having a well-thought process and goals for pursuing them can dramatically increase our referral business. Whether you’re asking for them poorly or not asking at all, this workshop will guide you to build a successful system for getting introductions that lead to quality prospects.

How to Be More Effective on the Phone

Multiple Techniques to help you increase your overall effectiveness on the phone for prospecting, selling and customer service use as well.

How to Create Executive Briefings That Sell

Develop an Executive Briefing as part of your prospecting plan. This workshop covers everything from selected the source of your leads, how to create event collateral and promotions that lead to registrations, and how to craft and deliver a talk that turns warm prospects into hot prospects that buy from you.

How to Do Your 30 Second Commercial

At Sandler, we avoid the traditional “elevator speech,” and instead opt for the less abrasive “30 Second Commercial.” Learn to introduce yourself on prospecting calls, at networking events and in daily business situations that allows you to sound different and be different. We need to know our customers and prospects so well that we can tell them in 30 seconds what we do, what problems we solve and why they would want to invest more time to hear if we can be a good fit.

How to Get and Stay Focused

Salespeople often have several hats to wear - not only building new business but account management, customer service, and professional development. How can business people in sales get rid of mind chatter, develop to commitment and desire to succeed and maximize their potential? In this workshop, we explore the model to learn and own total conviction of professional selling, and how to stay on the path to sales success.

How to Get Commitments and Make Them Stick

Professional salespeople face rejection on a daily basis. This workshop covers how to develop the attitudes, techniques, and behaviors of assertive sales professionals. We look at overcoming the fear of rejection, and how to get mentally and emotionally tough enough to be truly successful in sales. We look at real-world issues for salespeople and how to overcome them. Ready to get rid of your negative “head trash” and get serious about selling? Don’t miss this workshop.

How to Get Out of Voice Mail Jail

Are poor telephone skills holding you back? Nearly 60% of high performing prospectors consider the phone essential to their prospecting success. Do you find that you are in constant voicemail jail? Decision makers listen to only 9 seconds of a "cold" voicemail before deciding to press delete. Consider your days of telephone tag a thing of the past! Learn how to overcome call reluctance, get referrals over the phone, be more effective on the phone, make appointments that stick and develop scripts.

How to Handle Stalls, Objections, and Put-offs

Eight rules to create the right personal presence on the telephone plus tactical problem-solving.

How to Interpret Body Language

Since so much of communication is conveyed through body language it’s essential that Sales Professional no how to interpret it. You will learn how to interpret all types of body language as well as how to communicate through body language. You will learn the “do’s and don’ts” and leave with a summary of 60 different body language types! Studies show that as much as 55% of communication is through body language and this workshop shows you how to unlock this silent form of communication so you can be more successful in sales.

How to Negotiate with Different Personality Types

At Sandler, we use the DISC model of psychology to understand human behavior in the selling process. It clarifies how you prefer to do things based on two factors. Are you more extroverted or introverted? And, are you more people or task oriented? Based on those preferences, you end up with four possible behavioral styles. By learning your preferred style and learning to identify the styles of others, you can begin to adapt your behavior to match the styles and better communicate, lead and sell.

How to Present and Close the Sale

This is the condensed version of the Executive Sales Boot Camp; Sandler Submarine, reversing, Ok/Not-Ok Theory.

How to Profit from Consulting

Selling 'Big Ticket' Consulting, Monkey's Paw, Proposals, Owning Your Clients, Getting Paid Up Front.

How to Sell at Trade Shows-Exhibiting and Attending

You will learn everything from how to set up your booth, approaching participants, selling those that stop by your booth, to lead follow-up from the show. Additionally, you will learn best practices for prospecting people who are exhibiting. You will also learn the little-known secret to getting 20 or more prospects in front of you at once at a Trade Show!

How to Stay Out of Games and Power Plays

When it comes to the buyer/seller relationship, games and power plays put people in situations where everybody loses. A good sales relationship is based on the assumption that both the seller and the prospect have an interest in doing things for each other. Part of gutsy selling is to understand that the salesperson has rights. And if he has a product or service that is beneficial to the prospect, he has to face the individual on an adult-to-adult basis. To do this, it is critical to understand how to spot and avoid Games and Power Plays.

How to Uncover People’s Internal Buying Strategies

Learn the five most important Buying Strategies, how to uncover and match them to your clients and prospects and the power of matching.

How to Upgrade Your Non-Supportive Record Collection

This program will help you get rid of 55 common belief systems that hold sales people back and replace them with supportive belief-systems that will help you make a lot of money, have more fun and save time. This empowering session will also help you to 'own' more of our powerful selling techniques, own more of yourself and put you in total control of the sale!

How to Upgrade Your Salesforce in 30 Days

Discover salespeople’s, and managers', five major COVERT weaknesses. Overcoming these weaknesses can increase effectiveness 180 %! Learn our 20-minute interview to pick out a WINNER!

Identifying Reasons for Doing Business

Do you know how to uncover your prospect's real pain? Typically prospects buy emotionally and then justify their purchases intellectually. The strongest emotion your prospect experiences is pain - what issues are they experiences? What happens if they don’t fix their problems? At Sandler, we diagnose our prospect’s issues BEFORE prescribing them a solution. Contrary to “features and benefits” selling, in this workshop, we explore the process of uncovering the prospect’s pain before discussing or suggesting any possible solutions.

Main Event

Problem Solving, Strategic Planning, Technique Mastering, Garbage Collection

Money Step

If a prospect cannot or will not make the necessary investment to buy your product or service, it’s better to know sooner rather than later. You will learn the second step in your qualifying or disqualifying the opportunity – uncovering the prospect’s budget. You will learn how to overcome the discomfort many salespeople experience when discussing money matters. This workshop explores specific questioning techniques to uncover the prospect’s budget and how to ask them in such a manner that does not put the prospect on the defensive.

Money Through Fulfillment

This workshop is focused on how to differentiate yourself from the competition to sell successfully. We cover hot-button issues for professional salespeople like selling big ticket items, controlling selling situations when you lack an edge on the competition, preventing stalls and objections around price, selling to the non-decision maker, and how to stop arm-wrestling with your prospects.

Negative Reverse Selling/Stealth Selling

Professional salespeople realize that buyers need to discover they have problems that need to be solved and want to solve them in a timely fashion with the appropriate budget. Most amateur salespeople continually push the prospect through the process, meeting with resistance each step of the way. Stealth selling, or negative selling, allows the salesperson to create an environment in which prospects feel comfortable and allows them to buy vs. being sold. This allows the salesperson to use a “pull” process vs. a “push,” thus making a buyer feel very comfortable with the salesperson and the sales process.

The Negative Reverse Selling technique is the ultimate tool for breaking down the barriers between the buyer and the salesperson.

Negotiating Gambits

Learn seventeen different techniques. When you use these approaches you will win the negotiation and the prospect will feel like they won. The best negotiator you'll ever meet doesn't even look like they are negotiating and that's what you'll learn from this program.

No Guts, No Gain!

This hard-hitting workshop will enable you to identify your professional and personal goals and use powerful strategies to achieve them. Topics covered include how to stop wimping out, long-term and short-term goal planning, how to identify and overcome barriers to success, exploring failure, risk, and decision-making, and so much more. Learn how to handle the pressures and challenges of building a successful business, keep yourself motivated and increase your self-esteem and decisiveness.

No More Cold Calls

Overcoming Fear & Rejection, Getting Past Secretaries, Time Management, Getting Appointments, Referrals.

Pain Clinic

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!

Pain Wheel

Discover how to have your prospects construct a visual representation that will show the full depth and breadth of their pain. Define the full, and usually perpetual, "life cycle" of your products and services in the prospects' worlds.

Post-Sell

The Post-Sell Step is 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. One of the Sandler Rules is to disarm the bomb before it blows up - it may sound counterintuitive, but if there is a crack in the sale, you can patch it up on the spot. Once you make sure your prospect won’t get back to their office and experience buyer’s remorse you can open the door for referrals and future business.

Pre-Call Planning

Discover the five elements of pre-call planning, one simple thing you can do that will make you NOT look like a salesperson, how to make sure you ask all the right questions and not forget them in a pressure filled situation, a process to make sure every sales call has a purpose, agenda, time commitment and clear outcome, how to pre-brief and debrief yourself, and how to formulate a winning mindset.

Product Knowledge

Product knowledge can be a valuable tool in order to make you confident in your ability to match your company’s service offering and the buyer’s needs. However, salespeople often use product knowledge prematurely. You will learn how to use product knowledge to establish key questions to uncover the buyer’s issues and needs, and how to tell third-party stories to create confidence in the buyer and in the ability of your company to deliver the necessary solution.

Professional Negotiating Techniques

Negotiating is a vital skill for business success. Why? Because everyone negotiates. Business Owners negotiate projects, projections, and deadlines with department heads and managers. Sales Managers negotiate sales quotas, territory assignments, and performance incentives with their sales teams. Salespeople negotiate price, terms, and purchase incentives with savvy buyers who are always looking for a better deal. In this workshop, we identify common strategies used by buyers and hot to turn the negotiation process into a joint problem-solving session.

Prospecting

Do you find yourself struggling to generate new business over the phone? This is often one of the toughest parts of the job for professional salespeople. In this workshop, we explore common prospecting roadblocks like how to get through screens and voicemail, writing scripts, getting past gatekeepers, and getting referrals over the phone. You will learn effective phone techniques, how to overcome call reluctance, and how to make appointments that stick.

Prospecting and the 5-Step Phone Call

Are you frustrated with the inability to get through to decision makers? Are you concerned you’re not booking enough appointments? This workshop explores a systematic approach to getting meetings over the phone and how to avoid leaving voicemail after voicemail. If you want to be more confident in your prospecting activities and improve results, this workshop is a must-attend for motivated sales professionals.

Prospecting Behavior and Your Recipe for Success

This class includes how to identify, organize and track the prospecting activities that will allow you to reach your sales goals, and develop a system to achieve them. Attendees will create their 30-second commercial and your prospecting phone call message. Learn how to lay out your daily plan to manage your behavior rather than your numbers, and to avoid feeling overwhelmed by your targets by breaking them down into manageable activities.

Quantum Leap

Focus & Direction, Goals Management, Time Management, Getting 110% Commitment from Your Clients, Personal Financial Planning and Prospecting and Selling Behavior Goal Setting, Tracking and Modification.

Questioning Techniques

You will learn how to use questioning techniques to get prospects to open up and discuss their real concerns and needs. In order to accomplish this, you will learn what the Dummy Curve is, what reversing is, and why you need these techniques.

Real World Problem Solving and Coaching

Open Forum to work on any selling, closing, prospecting or other selling-related problem.

Sell More & Have Fun Doing It

A System, Qualifying, Closing, Decisions, Objections, Money.

Selling to Groups and Committees

Selling to groups and committees can be a daunting task unless you have a systematic approach. In this class, we dive into the strategies important to selling to groups. Find out how to recruit your "Inside Salesperson" and neutralize those people that may be working against you. Learn how to get commitments from everyone involved in the decision-making process and hear about the different types of buyers you're getting in front of.

Selling to Women

Whether you are a woman or a man this workshop will give you techniques that will make you more effective immediately. We will cover how a woman’s buying practices are different than a man’s and how to align your selling with them. You will learn about the diverse differences in eye contact in selling, marketing and selling etiquette. The material in this program will help you to be substantially more effective selling to women.

Selling with Neuro-Linguistic Programming

Neuro-linguistic programming is an approach to communication and personal development based on psychology. In Sandler, we apply this to the sales process by looking at how body language, tonality, and spoken words affect relationships with prospects and clients. With non-verbal communication making up the majority of how we present ourselves, how do we adjust our selling attitudes, techniques and behaviors to make sure we close the sale?

Six Ways to Find the Prospect's Pain

Multiple approaches to find prospects’ deep-seated, compelling need to change, qualifying, disqualify and facilitating closure.

Strategic Account Management

Keeping your existing clients happy is imperative for long-term success. In this workshop, identify your key accounts and develop strategies for long-term management. Develop "White Knights" within your accounts and coach them on how to connect you with the final decision makers. Finally, understand how to create your "Fuzzy Files": catalog your personal knowledge of your clients and periodically review what you’ve collected about their clients so they can provide personal attention to their interests and build a stronger personal bond.

Strategic Sales Management

As a sales manager (or business owner who must assume a sales management role) you have to establish a management framework built on productive behavior, cooperation, collaboration, and accountability. In this workshop, we explore not only managing your people, but developing winners on your team, recruitment, correcting negative behaviors, implementing behavior modification, and developing patterns for success.

Stress-less Prospecting

Learn how to develop a prospecting system that, when used regularly, will produce a consistent and predictable number of leads. Prospecting is often daunting for salespeople, no matter how much experience they have. Ultimately though, it must be mastered in order to succeed. In this workshop learn how to follow a systematic process that relieves the stress on you and the prospect and produces results - meetings with qualified prospects.

Team Selling

Team selling can be the key to success or, if not executed properly, a huge mess. In this workshop, we explore the key differences between selling as an individual versus a selling team. Identify roles and responsibilities of each team member and learn how to pass the baton during the sales call. Learn to create your pre-call briefing outline and know how, what, and when to have the post-call debrief.

The DISC Communication Model & Closing the Deal

Do you want to increase your skill level with negotiations? Do you want to increase your sales? Discover the powerful DISC communication model and how to apply it to increase your success rate.
This workshop covers:

  • The four basic behavioral styles
  • How they differ
  • How to spot them quickly in your prospects and customers
  • How to adapt to them to be most effective whether you are cold calling, selling or servicing

The Psychology Behind the Sale

Are you struggling to decode the prospect’s system? This workshop explores the psychology of selling - human relationships and communication - with concepts like birth order, transactional analysis, and neuro-linguistic programming. Explore counter-intuitive concepts, self-reflect on your own communication style and learn strategies for identifying your prospect’s and client’s styles in order to build a strong relationship.

Tip Club

Join us for our powerful business networking event that comes with a unique twist. We use a structured format that allows for spotlight introductions followed by our famous "lightning round" so connections are made instantly! For first time guests, there is no cost to attend. This is a structured meeting and starts promptly at 9:00 AM. This workshop is not suitable for job seekers! Please register in advance for this session.

To be OK or Not-OK?

This workshop explores how salespeople can sometimes inadvertently isolate and confuse prospects. We cover the importance of avoiding your industry’s buzzwords and phrases that you use every day but may be lost on others. This counter-intuitive concept of “OK, Not OK” will challenge your prospect’s preconceived notions of you, your profession, and the buyer/seller relationship.

Trade Shows- the Nine Neglects

Learn new and non-traditional approaches for lead generation and selling at trade shows including booth layout

Transactional Analysis in Sales and Closing the Deal

Discover one of the most powerful psychological models and how to use it in sales. Learn how to establish a level playing field in your negotiations in sales and what some would refer to as an adult-adult relationship with the customer. Developed in the 1960’s and continually updated since then, Transactional Analysis continues to be a premier and very powerful model to know when closing!

Up-Front Contracts

One of the keys to successful selling is to maintain control of the process. The Up-Front Contract, which is an important part of the Sandler Selling System, is the tool that will enable you to begin that process. In this class you will learn when and how to establish Up-Front Contracts throughout the selling process in order to keep you and the prospect on the same page, come away from every meeting with a clear, concise, verbal agreement as to what the next step is, and solidify strong relationships with your prospects and customers built on transparency and trust.

Video Role-Plays

Video Taped role-plays of selling situations. What you did right, what you should change. Grow to a new level of effectiveness at no risk!

War Games I

See the Sandler System presented by 6 of our strongest President's Club members!

War Games II

Presentations and critiques by clients and Trainer on current selling situations, an opportunity to see what they are doing right and how to improve their effectiveness before it's too late. Everyone learns from these presentations; the presenters and the audience as well!

Who You “I” Is Not What You “R”

Each of us has an identity (I) and various roles (R). Our identity consists of our self-concept, self-worth and our values. The roles we carry in life vary. Our roles are the multiple parts that we play: a spouse, parent, salesperson, friend, hobbyist, etc. Learn how to separate your identity from your roles. In this workshop, we explore how to separate our identity from our roles in order to lessen the impact that rejection and failure has on our success. This session will help break you out of your comfort zone and understand the difference between who you “I” and what you “R.”

Why Have a System?

Successful salespeople have a systematic approach to developing business opportunities. They follow a tried and true, step-by-step process that produces a definite outcome each time it is practiced. In this module, you will learn about the prospect’s system for buying, as well as the Sandler Selling System and how by following it, you can remove the roadblocks in your current system and ensure a successful conclusion to each opportunity.

Your Success Triangles

In order to lead you to the top of your professional career, you will need to focus on three areas for your continued growth and improvement: attitude, behavior, and technique. Although techniques are important, they alone will not take you to and keep you at the top. This lesson will show you how your attitude drives everything, your behavior makes things happen and the techniques are the tools you need to get it done. Discover the areas in which you need to personally improve in order to help you be and stay a success.