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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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
Workshop I: Long Term Bonding & Rapport, Communications, Buying Strategies.
Workshop 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!
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.
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.
Multiple Techniques to help you increase your overall effectiveness on the phone for prospecting, selling and customer service use as well.
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.
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.
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.
Eight rules to create the right personal presence on the telephone plus tactical problem-solving.
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.
Selling 'Big Ticket' Consulting, Monkey's Paw, Proposals, Owning Your Clients, Getting Paid Up Front.
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!
Learn the five most important Buying Strategies, how to uncover and match them to your clients and prospects and the power of matching.
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.
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!
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!
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.
Problem Solving, Strategic Planning, Technique Mastering, Garbage Collection
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.
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.
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.
Unhappy with the numbers of appointments you book or your closing ratio?
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-play 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
• Get rid of ‘think it overs’ and close more sales
• Make more money
Have fun in sales!
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.
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.
Open Forum to work on any selling, closing, prospecting or other selling-related problem.
A System, Qualifying, Closing, Decisions, Objections, Money.
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.
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?
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.
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.
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.
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.
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.
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.
Learn new and non-traditional approaches for lead generation and selling at trade shows including booth layout
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.
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 Taped role-plays of selling situations. What you did right, what you should change. Grow to a new level of effectiveness at no risk!
See the Sandler System presented by 6 of our strongest President's Club members! 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!
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.
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.”
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.
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.”
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. Either way, you are better off. When there is pain, it is a lot easier to make a sale if the prospect shares it.
