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Location: Rocky Point Centre Training Facility
March 3rd, 2015
8:00 am - 10:00 am
DISC is a behavioral model used to categorize the way people interact. A person's DISC style affects the way he deals with other people, the way he processes information and deals with emotions, and the kinds of activities or jobs he prefers and how he completes them. Learn how to quickly identify which style your prospect favors and how to most effectively communicate with him.
Location: Rocky Point Centre Training Facility
March 3rd, 2015
4:00 pm - 5:45 pm
You will become familiar with the processes to identify, organize, and track the activities required to achieve sales goals and to develop an appropriate prospecting phone call.
Location: Rocky Point Centre Training Facility
March 6th, 2015
8:00 am - 11:00 am
Do your salespeople know exactly what's expected of them on each and every sales call? Are they clear on the information they are expected to discover and the questions they should ask? Where are they in the sales cycle with each account? Do they know what questions you'll be asking them when they return? Learn how to effectively debrief your salespeople so that they know specifically what kind of information you expect regarding every major business opportunity.
Location: Rocky Point Centre Training Facility
March 10th, 2015
8:00 am - 10:00 am
Does your prospect know what you expect at the end of your meeting or presentation? Are they prepared to give you an answer that they would like to do business with you or, no, they have no interest? How to prevent stalls, objections, and "think-it-overs" from your prospects.
Location: Rocky Point Centre Training Facility
March 10th, 2015
4:00 pm - 5:45 pm
Discover the importance of understanding how people communicate and the different behavioral styles so that you can adapt to the prospect's preferred style. This will allow you to focus on the prospect and build a more trusting relationship.
Location: Buena Vista Resort, Orlando
March 12th, 2015 - March 13th, 2015
6:30 am - 5:00 pm
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Location: Rocky Point Centre Training Facility
March 17th, 2015
8:00 am - 10:00 am
How well do you know your sales prospects? How well do you deal with uncomfortable selling situations: when your prospect is angry, upset or just disinterested? Learn about your acquired behavioral tendencies and ego states, and how dealing with them can prove invaluable in the sales process.
Location: Rocky Point Centre Training Facility
March 17th, 2015
4:00 pm - 5:45 pm
Discover the importance and the details of creating mutual agreements up front so that there is no mutual mystification regarding what will happen or the outcomes.
Location: Rocky Point Centre Training Facility
March 24th, 2015
8:00 am - 10:00 am
Your value as a salesperson is not dependent upon how much information you give; it's how much information you get. Learn how to employ several effective questioning techniques to help uncover your prospect's true buying motives.
Location: Rocky Point Centre Training Facility
March 24th, 2015
4:00 pm - 5:45 pm
You will understand the importance of helping the prospect to discover the compelling emotional reason to do business.
Location: Rocky Point Centre Training Facility
March 25th, 2015
11:30 am - 1:30 pm
How often have you found yourself making "million-dollar presentations," only to have your prospect shop your proposal to your competitors? Or giving information to those who have no intention whatsoever of doing business with you? If that is happening more often than not, what are you doing about it? Now is the time to turn your sales performance around! Learn the secrets of the revolutionary system that teaches you how to take control of the sales process, prospect more effectively, shorten your sales cycle, eliminate stalls and objections...and NOT think and act like every other salesperson in town. Reservations required; cost is $49.00
Location: Rocky Point Centre Training Facility
March 27th, 2015
8:00 am - 10:00 am
By invitation only. Join other Sandler Masters to fine-tune your sales process and take greater control.
Location: Rocky Point Centre Training Facility
March 31st, 2015
8:00 am - 10:00 am
You've learned about "reversing" in the session on "questioning techniques." Now, learn how to take it to the next level with "Negative Reversing," a technique that is difficult to grasp, difficult to execute and - well, you probably just won't like it!
Location: Rocky Point Centre Training Facility
March 31st, 2015
4:00 pm - 5:45 pm
Discover the importance and the details of how to ask questions in order to gather the information needed to make decisions about going forward or not.