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Location: Livestream only
April 7th, 2020
8:00 am - 9:30 am
This session will focus on “difficult people.” What makes them difficult? Why do we often feel uncomfortable with these situations? How can we use proven Sandler Training® techniques to institute a step-by-step process to resolve conflict without escalating it? And, how can we fix both the problem and the upset customer while still maintaining our own confidence and self-esteem? If you have ever walked away from an interaction with a difficult person wishing you had better tools at your disposal, then you won’t want to miss this workshop.
Location: Livestream only
April 7th, 2020
10:00 am - 11:30 am
The objective of the Decision Step in the Sandler Selling System is to identify the prospect’s decision-making process. Understanding the process will ensure that you access the real decision makers and can successfully conclude your sale.
Location: Livestream only
April 7th, 2020
12:00 pm - 1:30 pm
This session will focus on “difficult people.” What makes them difficult? Why do we often feel uncomfortable with these situations? How can we use proven Sandler Training® techniques to institute a step-by-step process to resolve conflict without escalating it? And, how can we fix both the problem and the upset customer while still maintaining our own confidence and self-esteem? If you have ever walked away from an interaction with a difficult person wishing you had better tools at your disposal, then you won’t want to miss this workshop.
Location: Livestream only
April 14th, 2020
8:00 am - 9:30 am
If you have been working your way through the Sandler Submarine and have successfully uncovered pain and have determined that the prospect is willing and able to make the necessary investments, you need to decide what your next step will be. Before you invest the time and resources to develop and deliver a proposal or presentation, there should be a good reason to do so—a reason that is mutually beneficial for you and your prospect. Join us for this beneficial workshop as we practice tying together your Up-Front Contract, Pain, Budget, and Decision.
Location: Livestream only
April 14th, 2020
10:00 am - 11:30 am
The purpose of a presentation is to obtain a decision. The prospect’s commitment to making that decision must be obtained before you start your presentation. You will learn how to obtain that commitment, deliver a presentation consistent with the prospect’s priorities, obtain the buying decision and set the stage for additional business and referrals. You will understand how to close the sale and be aware of the potential roadblocks to achieving that objective.
Location: Livestream only
April 14th, 2020
12:00 pm - 1:30 pm
If you have been working your way through the Sandler Submarine and have successfully uncovered pain and have determined that the prospect is willing and able to make the necessary investments, you need to decide what your next step will be. Before you invest the time and resources to develop and deliver a proposal or presentation, there should be a good reason to do so—a reason that is mutually beneficial for you and your prospect. Join us for this beneficial workshop as we practice tying together your Up-Front Contract, Pain, Budget, and Decision.
Location: Livestream only
April 20th, 2020
3:00 pm - 5:00 pm
Coaching is a formal process that uses one-on-one meetings to help your team discover hidden issues that inhibit their performance. Through this discovery, they can then achieve new levels of success. Contrary to popular belief and practice, effective coaching is not “showing them how to do it.” For coaching to be effective, the process must focus on critical behavior modification, not the imparting of new skills. The individual’s current level of effectiveness is always the starting point, as well as the benchmark for improvement over time. Join us for this workshop to dig into the basics of coaching.
Location: Livestream only
April 21st, 2020
8:00 am - 9:30 am
Mediocre is a label that can be placed on 80% of human beings as they never challenge themselves to choose the path to excellence. The Sandler BAT triangle is a roadmap for high performance as it creates a methodology for continuous improvement and growth. In this session, we will explore ways to eliminate mediocrity and take personal responsibility for developing a plan for maximum achievement.
Location: Livestream only
April 21st, 2020
10:00 am - 11:30 am
In this session, you will learn how success is the convergence of three core elements: Attitude, Behavior, and Technique. You’ll also discover how long-term success is dependent on the inextricable connection between these elements.
Location: Livestream only
April 21st, 2020
12:00 pm - 1:30 pm
Mediocre is a label that can be placed on 80% of human beings as they never challenge themselves to choose the path to excellence. The Sandler BAT triangle is a roadmap for high performance as it creates a methodology for continuous improvement and growth. In this session, we will explore ways to eliminate mediocrity and take personal responsibility for developing a plan for maximum achievement.
Location: Online via Zoom webinar
April 22nd, 2020
11:00 am - 12:00 pm
Hosted by Ken Guest
Do you have Talk Tracks ready for every situation? In this webinar, we will explore talk tracks for...
- When you as a salesperson are “feeling bad” or “insensitive” to the situation to hunt for business
- When you are being told or fear that deals you thought you were going to close are being put on hold
- Checking on the status of proposals you have sent when you are uncertain if people are even making decisions right now
- Things you can do to help your clients and build relationships for the future
Click here to check out the rest of the series
Location: Livestream only
April 28th, 2020
8:00 am - 9:30 am
On the roadmap of your life, do you know where you are and where you are heading? In honesty, very few roads are straight, and you will make twists, turns, slow down, and speed up. That’s what roads do, and that’s what life does. In this workshop, we will spend time working through the tools that will help you get moving in your life’s roadmap.
Location: Livestream only
April 28th, 2020
10:00 am - 11:30 am
David Sandler identified the connection between self-esteem and role performance. In this lesson, you will learn how your level of self-esteem creates a comfort zone of performance in your various roles. You will also learn how to break through your comfort zone and achieve greater levels of performance.
Location: Livestream only
April 28th, 2020
12:00 pm - 1:30 pm
On the roadmap of your life, do you know where you are and where you are heading? In reality, very few roads are straight, and you will make twists, turns, slow down, and speed up. That’s what roads do, and that’s what life does. In this workshop, we will spend time working through the tools that will help you get moving in your life’s roadmap.