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Location: Rocky Point Centre Training Facility
September 2nd, 2014
8:00 am - 10:00 am
Learn how to master this most critical part of the Sandler Selling System with intense role play and real-world application in your business.
Location: Rocky Point Centre Training Facility
September 2nd, 2014
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
September 9th, 2014
8:00 am - 10:00 am
How often do you find yourself presenting to a prospect who, it turns out, doesn't have the budget to spend with you? Find out how to determine if your prospect has a budget, and if he/she is willing to spend it with you.
Location: Rocky Point Centre Training Facility
September 9th, 2014
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
September 12th, 2014
8:00 am - 11:00 am
In this section, managers will be introduced to the Sandler SEARCH model for identifying and hiring the best-fit candidate for the job in the context of the company culture. They will learn to develop a job template that provides specific guidance about necessary job functions and characteristics of people who would be successful in the job and meet the needs of the team.
Location: Rocky Point Centre Training Facility
September 16th, 2014
8:00 am - 10:00 am
You've made your presentation. You're feeling pretty good about your chances. Now what? Do you know the criteria under which the buying decision will be made? Who is involved? How long will it take? Is the person to whom you presented even qualified to make a decision?
Location: Rocky Point Centre Training Facility
September 16th, 2014
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.
Location: Rocky Point Centre Training Facility
September 23rd, 2014
8:00 am - 10:00 am
You've made your presentation. You're feeling pretty good about your chances. Now what? Do you know the criteria under which the buying decision will be made? Who is involved? How long will it take? Is the person to whom you presented even qualified to make a decision?
Location: Rocky Point Centre Training Facility
September 23rd, 2014
4:00 pm - 5:45 pm
Discover why it is important to talk early in the process about investment issues, as well as how the prospect and/or the prospect's organization makes decisions. It is more than just finding out who is the decision maker. Identify key areas required to assure commitment to making the required investment.
Location: Rocky Point Centre Training Facility
September 24th, 2014
8:00 am - 10:00 am
A "NO" from a prospect is fine.
A "YES" from a prospect is great.
A "LET ME THINK IT OVER" is terrible!
Why are sales people and non-selling professionals fearful of getting a "NO?" Consider how many "think-it-overs" from your prospects have turned into an eventual "NO." Why not get the "NO" sooner, rather than later?
But how do you get people to make a decision...without being "pushy?"
It can be done, but it takes a changed mindset and a system that is distinctly different from traditional sales tactics.
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 how not to think and act like every other salesperson in town. (Reservations required; cost $49.)
Location: Rocky Point Centre Training Facility
September 26th, 2014
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
September 30th, 2014
8:00 am - 10:00 am
How often have you been instructed by your boss to "ask for the order?" How many times have you thought you closed a sale, only to have the customer change his mind after you left his office and call you to "wait a few days before you process that order?" We will discuss how to close the sale without asking for the order, how to prevent buyer's remorse, and ask for future business and referrals.
Location: Rocky Point Centre Training Facility
September 30th, 2014
4:00 pm - 5:45 pm
Discover the purpose of the Fulfillment and Post-Sell steps: To confirm the close, prove that you can deliver what the prospect needs for the investment they are willing to make and according to the decision process they have shared, and to set the expectations for moving forward as a customer/client.