January 9 |
Why Have a System
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.
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January 16 |
Bonding and Rapport
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.
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January 23 |
Up-Front Contracts
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.
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January 30 |
Questioning Strategies
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.
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February 6 |
Pain
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.
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February 13 |
Budget
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.
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February 20 |
Decision
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.
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February 27 |
Closing the Sale
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.
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March 5 |
Improving Your BAT-ting Average
>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.
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March 12 |
Breaking through Your Comfort Zone
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.
|
March 19 |
Creating a Prospecting Plan
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.
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March 26 |
Making the Prospecting Call
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.
|
April 2 |
Negative Reverse 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.
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April 9 |
Applying Transactional Analysis in Sales
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.
|
April 16 |
Setting Goals
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.
|
April 23 |
Formula for Success
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.
|
April 30 |
Why Have a System
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.
|
May 7 |
Bonding and Rapport
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.
|
May 14 |
Up-Front Contracts
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.
|
May 21 |
Questioning Strategies
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.
|
May 28 |
Pain
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.
|
June 4 |
Budget
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.
|
June 11 |
Decision
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.
|
June 18 |
Closing the Sale
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.
|
June 25 |
Improving Your BAT-ting Average
>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.
|
July 2 |
Breaking through Your Comfort Zone
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.
|
July 9 |
Creating a Prospecting Plan
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.
|
July 16 |
Making the Prospecting Call
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.
|
July 23 |
Negative Reverse 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.
|
July 30 |
Applying Transactional Analysis in Sales
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.
|
August 6 |
Setting Goals
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.
|
August 13 |
Formula for Success
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.
|
August 20 |
Why Have a System
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.
|
August 27 |
Bonding and Rapport
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.
|
September 3 |
Up-Front Contracts
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.
|
September 10 |
Questioning Strategies
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.
|
September 17 |
Pain
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.
|
September 24 |
Budget
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.
|
October 1 |
Decision
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.
|
October 8 |
Closing the Sale
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.
|
October 15 |
Improving Your BAT-ting Average
>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.
|
October 22 |
Breaking through Your Comfort Zone
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.
|
October 29 |
Creating a Prospecting Plan
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.
|
November 5 |
Making the Prospecting Call
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.
|
November 12 |
Negative Reverse 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.
|
November 19 |
Applying Transactional Analysis in Sales
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.
|
November 26 |
No Class
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.
|
December 3 |
Formula for Success
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.
|