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Location: Rocky Point Centre Training Facility
October 6th, 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
October 6th, 2015
4:00 pm - 5:45 pm
Discover the major points of the Success Triangle and how Identity/Role Theory can help or hinder your success in sales.
Location: Rocky Point Centre Training Facility
October 9th, 2015
8:00 am - 11:00 am
Using the Sandler SEARCH model, managers have developed a job template for identifying and hiring the best-fit candidate for the job. In this session, we'll discuss strategies for the next step in the hiring process: screening and assessing the potential recruits who will best match the characteristics identified in that job template.
Location: Rocky Point Centre Training Facility
October 13th, 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
October 13th, 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
October 20th, 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
October 20th, 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: Tampa Marriott Westshore
October 21st, 2015
11:30 am - 2:00 pm
Dave Mattson, Sandler CEO, best-selling author, keynote speaker and internationally-recognized sales and management expert, will facilitate this one time only event!
Join us and learn from Dave how to:
- Properly manage, supervise and motivate your people
- Develop coaching plans to improve individual and team performance
- Establish a profile for identifying and assessing new hires
- Determine predictable and repeatable metrics for success
- Transform and grow your leadership skills
$95.00 registration includes:
- Lunch
- Dave Mattson's "Tips/Rules for Managers"
- Copy of Accountability the Sandler Way
- Annual subscription to the Tampa Bay Business Journal
- Copy of the Tampa Bay Business Journal Book of Lists
Location: Rocky Point Centre Training Facility
October 27th, 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
October 27th, 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.