Events for July 3rd, 2018
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• Advanced Sales Mastery-If I Could Just Do One Thing Better
July 3rd, 2018
8:00 am - 9:30 am
• Sales Mastery-Formula for Success
July 3rd, 2018
10:30 am - 12:00 pm
• Sales Mastery-Closing the Sale
July 3rd, 2018
1:00 pm - 2:30 pm
Events for July 6th, 2018
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• Sales Mastery-Questioning Strategies
July 6th, 2018
8:00 am - 9:30 am
• Foundations-Questioning Strategies
July 6th, 2018
10:00 am - 12:00 pm
Events for July 10th, 2018
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• Advanced Sales Mastery-Creating an Environment of Comfort and Posture in the Up-Front Contract
July 10th, 2018
8:00 am - 9:30 am
• Sales Mastery-Why have a System
July 10th, 2018
10:30 am - 12:00 pm
• Sales Mastery-Improving your BAT
July 10th, 2018
1:00 pm - 2:30 pm
Events for July 13th, 2018
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• Sales Mastery-Prospecting Motivators: 3 Tips for Leaving Your Competition Behind
July 13th, 2018
8:00 am - 9:30 am
• Foundations-Uncovering the Budget & Identifying the Decision Making Process
July 13th, 2018
10:00 am - 12:00 pm
Events for July 16th, 2018
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• Management-Stretching Your Team's Comfort Zone Bubble
July 16th, 2018
3:00 pm - 4:30 pm
Events for July 17th, 2018
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• Advanced Sales Mastery-Budget and Decision for Your World
July 17th, 2018
8:00 am - 9:30 am
• Sales Mastery-Bonding and Rapport
July 17th, 2018
10:30 am - 12:00 pm
• Sales Mastery-Breaking through your Comfort Zone
July 17th, 2018
1:00 pm - 2:30 pm
Events for July 20th, 2018
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• Sales Mastery-PAIN
July 20th, 2018
8:00 am - 9:30 am
• Foundations-Closing the Sale & Improving Your BAT-ting Average
July 20th, 2018
10:00 am - 12:00 pm
Events for July 24th, 2018
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• Advanced Sales Mastery-Transactional Analysis: Theory vs Practice
July 24th, 2018
8:00 am - 9:30 am
• Sales Mastery-Up-Front Contracts
July 24th, 2018
10:30 am - 12:00 pm
• Sales Mastery-Creating a Prospecting Plan
July 24th, 2018
1:00 pm - 2:30 pm
Events for July 27th, 2018
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• Advanced Sales Mastery-Curiosity Didn't Kill the Cat-It Won The Sale
July 27th, 2018
8:00 am - 9:30 am
• Foundations-Prospecting Behavior
July 27th, 2018
10:00 am - 12:00 pm
Events for July 31st, 2018
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• Advanced Sales Mastery-Up-Front Contract and Post-Sell
July 31st, 2018
8:00 am - 9:30 am
• Sales Mastery-Questioning Strategies
July 31st, 2018
10:30 am - 12:00 pm
• Sales Mastery-Making the Prospecting Call
July 31st, 2018
1:00 pm - 2:30 pm
The “Bookends” of the Sandler System are the Up Front Contract and Post Sell. While much of the Submarine is played like a Jazz Improv, these two compartments can and should become a group of talk tracks we can perform rolling out of bed at 2:00 AM. We can control how well we perform these two compartments.
In this session, you will learn specific questioning strategies to decode prospects’ explanations, statements, and wishy-washy responses. You will learn how to clarify the prospect’s intentions and how to figure out if the prospect is objecting or just reporting. Additionally, we will discuss how to control the direction of the conversation and keep conversations focused and on topic.
Learn how to identify and comfortably connect with your ideal prospect in a meaningful manner, create a concise and relevant 30-second commercial, develop an engaging prospecting script and start by engaging with assistants and other gatekeepers.
