Many salespeople “wing it,” cross their fingers, and hope that they get the sale. Learn a system that results in four predictable outcomes, duplicates success, and qualifies prospects rather them disqualifying you.

Building relationships with your clients/prospects is the first 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.

By establishing an up-front contract with your prospect you will develop a set of rules for your interaction. Understanding and setting expectations for your interaction with the buyer allows both parties to know exactly where they are in the selling (or buying) cycle.

One of the biggest mistakes that salespeople make is trying to convince prospects why they should buy from them. Learn how to use different questioning strategies to uncover what's important to your prospects.

People make decisions for two reasons: They are either moving toward pleasure or trying to move away from pain. Although prospects buy emotionally, their decisions are intellectual. The strongest emotion your prospect experiences is pain. Your goal as a salesperson is to get your prospect emotionally involved so he/she will experience pain, and reveal the cause of the pain so you may provide the solution. As a Sandler-trained professional, your focus is on the prospect and how you can allow your product or your expertise to gently unfold, as the prospect provides the fit.

The budget step allows you to uncover how much money is allocated for your product or service, how your prospect plans to make the investment, where the money is coming from, and how it gets paid. If you, as a salesperson, are relaxed when dealing with money, your prospect will be at ease and will feel no pressure.

You must qualify your prospect for decision making. Let the prospect know that saying either “yes” or “no” is acceptable. However, you also must let him/her know that he/she cannot say, “I want to think it over.” Qualifying the prospect’s decision making ability becomes paramount in order to get the desired answer. If your prospect says that he/she can make the decision all by him/herself, check it out! He/she has probably been telling salespeople for ages that he/she can, but when the time comes, he/she really can’t.

At this point, you’ve weeded out any unqualified prospects and now it’s time to close the sale! Learn how to present to your prospects pain, set up a clear next step, and re-close the deal. Re-closing the deal addresses buyer’s remorse when you’re still in front of the prospect instead of after you leave.

>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. 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.

Understanding the important difference between who a salesperson “is” and what they “do” along with methods for removing the self-limiting beliefs and other “head trash” that keeps them from reaching your their potential.

Learn how to develop a prospecting system that, when used regularly, will produce a consistent and predictable number of leads, which can be converted into sales. Prospecting commonly is the area in which salespeople are the weakest, is the least understood, and is the most often neglected in sales training. Prospecting is also one of the selling disciplines that must be mastered in order to succeed.

Effective methods for engaging prospects in meaningful phone conversations, getting qualified appointments and selling over the telephone. In addition, effective methods for getting past gatekeepers and dealing with voice mail.

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.

learn about the components of their personality that influence their behavior, how they were developed, and the impact they have on their client development success. They will learn how to identify repetitive, non-productive behavior and how to replace it with more appropriate behavior.

A clear vision is necessary to be a top producer. This session sets personal goals centered on an action plan to make them happen. This process sets and pursues more visionary goals.

Create a common selling process. Learn how to capitalize on the best practices of your whole organization. Shorten your sales cycle. Shorten the time spent in unproductive areas.

Many salespeople “wing it,” cross their fingers, and hope that they get the sale. Learn a system that results in four predictable outcomes, duplicates success, and qualifies prospects rather them disqualifying you.

Building relationships with your clients/prospects is the first 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.

By establishing an up-front contract with your prospect you will develop a set of rules for your interaction. Understanding and setting expectations for your interaction with the buyer allows both parties to know exactly where they are in the selling (or buying) cycle.

One of the biggest mistakes that salespeople make is trying to convince prospects why they should buy from them. Learn how to use different questioning strategies to uncover what's important to your prospects.

People make decisions for two reasons: They are either moving toward pleasure or trying to move away from pain. Although prospects buy emotionally, their decisions are intellectual. The strongest emotion your prospect experiences is pain. Your goal as a salesperson is to get your prospect emotionally involved so he/she will experience pain, and reveal the cause of the pain so you may provide the solution. As a Sandler-trained professional, your focus is on the prospect and how you can allow your product or your expertise to gently unfold, as the prospect provides the fit.

The budget step allows you to uncover how much money is allocated for your product or service, how your prospect plans to make the investment, where the money is coming from, and how it gets paid. If you, as a salesperson, are relaxed when dealing with money, your prospect will be at ease and will feel no pressure.

You must qualify your prospect for decision making. Let the prospect know that saying either “yes” or “no” is acceptable. However, you also must let him/her know that he/she cannot say, “I want to think it over.” Qualifying the prospect’s decision making ability becomes paramount in order to get the desired answer. If your prospect says that he/she can make the decision all by him/herself, check it out! He/she has probably been telling salespeople for ages that he/she can, but when the time comes, he/she really can’t.

At this point, you’ve weeded out any unqualified prospects and now it’s time to close the sale! Learn how to present to your prospects pain, set up a clear next step, and re-close the deal. Re-closing the deal addresses buyer’s remorse when you’re still in front of the prospect instead of after you leave.

>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. 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.

Understanding the important difference between who a salesperson “is” and what they “do” along with methods for removing the self-limiting beliefs and other “head trash” that keeps them from reaching your their potential.

Learn how to develop a prospecting system that, when used regularly, will produce a consistent and predictable number of leads, which can be converted into sales. Prospecting commonly is the area in which salespeople are the weakest, is the least understood, and is the most often neglected in sales training. Prospecting is also one of the selling disciplines that must be mastered in order to succeed.

Effective methods for engaging prospects in meaningful phone conversations, getting qualified appointments and selling over the telephone. In addition, effective methods for getting past gatekeepers and dealing with voice mail.

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.

learn about the components of their personality that influence their behavior, how they were developed, and the impact they have on their client development success. They will learn how to identify repetitive, non-productive behavior and how to replace it with more appropriate behavior.

A clear vision is necessary to be a top producer. This session sets personal goals centered on an action plan to make them happen. This process sets and pursues more visionary goals.

Create a common selling process. Learn how to capitalize on the best practices of your whole organization. Shorten your sales cycle. Shorten the time spent in unproductive areas.

Many salespeople “wing it,” cross their fingers, and hope that they get the sale. Learn a system that results in four predictable outcomes, duplicates success, and qualifies prospects rather them disqualifying you.

Building relationships with your clients/prospects is the first 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.

By establishing an up-front contract with your prospect you will develop a set of rules for your interaction. Understanding and setting expectations for your interaction with the buyer allows both parties to know exactly where they are in the selling (or buying) cycle.

One of the biggest mistakes that salespeople make is trying to convince prospects why they should buy from them. Learn how to use different questioning strategies to uncover what's important to your prospects.

People make decisions for two reasons: They are either moving toward pleasure or trying to move away from pain. Although prospects buy emotionally, their decisions are intellectual. The strongest emotion your prospect experiences is pain. Your goal as a salesperson is to get your prospect emotionally involved so he/she will experience pain, and reveal the cause of the pain so you may provide the solution. As a Sandler-trained professional, your focus is on the prospect and how you can allow your product or your expertise to gently unfold, as the prospect provides the fit.

The budget step allows you to uncover how much money is allocated for your product or service, how your prospect plans to make the investment, where the money is coming from, and how it gets paid. If you, as a salesperson, are relaxed when dealing with money, your prospect will be at ease and will feel no pressure.

You must qualify your prospect for decision making. Let the prospect know that saying either “yes” or “no” is acceptable. However, you also must let him/her know that he/she cannot say, “I want to think it over.” Qualifying the prospect’s decision making ability becomes paramount in order to get the desired answer. If your prospect says that he/she can make the decision all by him/herself, check it out! He/she has probably been telling salespeople for ages that he/she can, but when the time comes, he/she really can’t.

At this point, you’ve weeded out any unqualified prospects and now it’s time to close the sale! Learn how to present to your prospects pain, set up a clear next step, and re-close the deal. Re-closing the deal addresses buyer’s remorse when you’re still in front of the prospect instead of after you leave.

>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. 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.

Understanding the important difference between who a salesperson “is” and what they “do” along with methods for removing the self-limiting beliefs and other “head trash” that keeps them from reaching your their potential.

Learn how to develop a prospecting system that, when used regularly, will produce a consistent and predictable number of leads, which can be converted into sales. Prospecting commonly is the area in which salespeople are the weakest, is the least understood, and is the most often neglected in sales training. Prospecting is also one of the selling disciplines that must be mastered in order to succeed.

Effective methods for engaging prospects in meaningful phone conversations, getting qualified appointments and selling over the telephone. In addition, effective methods for getting past gatekeepers and dealing with voice mail.

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.

learn about the components of their personality that influence their behavior, how they were developed, and the impact they have on their client development success. They will learn how to identify repetitive, non-productive behavior and how to replace it with more appropriate behavior.

A clear vision is necessary to be a top producer. This session sets personal goals centered on an action plan to make them happen. This process sets and pursues more visionary goals.

Create a common selling process. Learn how to capitalize on the best practices of your whole organization. Shorten your sales cycle. Shorten the time spent in unproductive areas.