Management Briefing

Add to Calendar 03/01/2018 8:30 am 03/01/2018 10:00 am Management Briefing For Owners and Managers You will learn: - If your existing salespeople have what it takes to grow revenue faster and profitably to get you to your next goals. - To see the difference between salespeople who might sell vs. those who actually will. - Whether your salespeople have the crucial elements necessary for sales success. - How to determine the health and viability of your sales opportunity pipeline. - If you have the right people in the right roles. - Why selling "features and benefits" may be costing you business. - How to win the business, even when the competition's price is lower. 35 Cold Spring Road, Bldg. 400, 2nd Floor Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY

Up-Front Contracts

Add to Calendar 03/01/2018 1:00 pm 03/01/2018 3:00 pm Up-Front Contracts Perhaps unique to Sandler’s selling system is the Up Front Contract, a tool that helps both the salesperson and prospective customer to get on the same path and work together to determine whether a sale/buy is possible or not. The basic philosophy behind the Up Front Contract is for the salesperson and prospect to define and agree upon a targeted outcome (if the sales call fits for both parties) at the start of the individual sales call. This is the second of the most powerful tools available to salespeople. 35 Cold Spring Road, Bldg. 400, 2nd Floor? Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY

LONG ISLAND - PAIN Clinic with Reversing, Negative Reversing & PAIN Funnel

Add to Calendar 03/06/2018 9:00 am 03/06/2018 12:00 pm LONG ISLAND - PAIN Clinic with Reversing, Negative Reversing & PAIN Funnel A major factor in the success of Sandler’s approach to selling is PAIN, the emotional reason why people will take action or buy. PAIN is not a natural approach for salespeople to take. It requires learning and training to implement such change. This workshop helps the participants to develop an approach to uncovering PAIN. Reversing is the skill of asking questions, even in the face of questions from the prospect. Similar to PAIN, Reversing is not a natural skill, but rather a learned one. It’s not just necessary to learn the tactical skill. This workshop will also help the participants to understand how, why and where Reversing fits into the selling process to be most effective in uncovering the truth, details and “real” scope of the situation. Reversing is one of the two most powerful tools that salespeople can have to enhance their sales results. Negative Reversing takes Reversing to a more advanced level by basically moving in an opposite direction from what is expected. 9 Gerhard Road Plainview, NY 11803 tracyt@tem-sandler.com MM/DD/YYYY

NYC - Are You Using Your Critical Parent or Nurturing Parent?

Add to Calendar 03/06/2018 9:00 am 03/06/2018 11:00 am NYC - Are You Using Your Critical Parent or Nurturing Parent? President's Club Program NYC Hippodrome 1120 Avenue of the Americas, 4th Floor (between 43rd & 44th Streets) tracyt@tem-sandler.com MM/DD/YYYY

LONG ISLAND - President's Club Coaching

Add to Calendar 03/06/2018 1:00 pm 03/06/2018 3:00 pm LONG ISLAND - President's Club Coaching This is the only workshop that has no pre-set agenda. The participants provide the agenda. It is conducted as a round robin session whereby the participants in attendance bring agenda items to be discussed, role-played and/or strategized during the workshop. There are typically two types of agenda items: 1) Any topic or skill from one of the other workshops that a participant needs help fine tuning or better applying in his or her business, industry or marketplace. 2) A specific scenario that the participant is facing and needs help moving along in the process. It should be noted that there are elements of coaching prevalent in every workshop in the President’s Club program. Most workshops have self-awareness exercises as part of the session to help identify the areas most important to each of those participants in attendance at any given workshop. 9 Gerhard Road Plainview, NY 11803 tracyt@tem-sandler.com MM/DD/YYYY

CANCELLED DUE TO WEATHER: Sell More, Sell More Easily

Add to Calendar 03/07/2018 9:00 am 03/07/2018 12:00 pm CANCELLED DUE TO WEATHER: Sell More, Sell More Easily This workshop is an overview of Sandler’s systematic approach to selling. It shows how the individual compartments in the Sandler’s methodology are inter-related and provide the potency that is necessary to shorten the selling cycle, make the process more effective and/or disqualify prospective customers, who take more of the salesperson’s time and information than they deserve. 35 Cold Spring Road, Bldg. 400, 2nd Floor? Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY

CANCELLED DUE TO WEATHER: I/R Theory and Other Headtrash

Add to Calendar 03/07/2018 1:00 pm 03/07/2018 3:00 pm CANCELLED DUE TO WEATHER: I/R Theory and Other Headtrash Since attitude is a major part of Sandler’s approach to selling, this workshop focuses on one of the biggest driving factor’s behind the headtrash that stops salespeople from executing more successful behaviors and techniques – self-esteem. Understanding I/R Theory – the differentiation between one’s self and one’s role – helps a salesperson to overcome behaviors not supportive of successful selling. 35 Cold Spring Road, Bldg. 400, 2nd Floor? Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY

CANCELLED DUE TO WEATHER: Magical People Skills

Add to Calendar 03/13/2018 9:00 am 03/13/2018 12:00 pm CANCELLED DUE TO WEATHER: Magical People Skills This workshop addresses the front-end of most selling initiatives, building rapport. It takes building rapport to yet another level – bonding, and teaches the participants how to do this quickly using non-verbal skills that go beyond the normal small talk that most salespeople rely upon. 35 Cold Spring Road, Bldg. 400, 2nd Floor? Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY

NYC - Negotiation Strategies

Add to Calendar 03/13/2018 9:00 am 03/13/2018 11:00 am NYC - Negotiation Strategies Negotiating is not another word for selling; however, negotiating is definitely a part of selling. Many people believe that negotiating means giving up by compromising – perhaps meeting at a halfway point between what 2 parties want. That’s too simple and often not satisfying to either the buyer or the seller. Learn how identifying and understanding Sandler’s selling process, and especially the PAIN factor, can make for successful negotiations. NYC Hippodrome 1120 Avenue of the Americas, 4th Floor (between 43rd & 44th Streets) tracyt@tem-sandler.com MM/DD/YYYY

Monthly Management Training

Add to Calendar 03/15/2018 9:00 am 03/15/2018 12:00 pm Monthly Management Training Recruiting SEARCH Model, Screening Profile, Screening Process, Understanding Major Weaknesses 35 Cold Spring Road, Bldg. 400, 2nd Floor Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY

Owners & Managers Round Table & Luncheon

Add to Calendar 03/15/2018 12:15 pm 03/15/2018 1:30 pm Owners & Managers Round Table & Luncheon Cross discussion of management issues and challenges. 35 Cold Spring Road, Bldg. 400, 2nd Floor Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY

Owners & Managers Round Table & Luncheon

Add to Calendar 03/15/2018 12:15 pm 03/15/2018 1:30 pm Owners & Managers Round Table & Luncheon Cross discussion of management issues and challenges. 35 Cold Spring Road, Bldg. 400, 2nd Floor Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY

NYC - Running a Budget Step

Add to Calendar 03/20/2018 9:00 am 03/20/2018 11:00 am NYC - Running a Budget Step Determine how much the prospect is both able and willing to invest to solve the problem. Price includes not only money, but time and energy as well. NYC Office Suites? 708 Third Avenue? (44th Street) tracyt@tem-sandler.com MM/DD/YYYY

President's Club Coaching with Steve Taback

Add to Calendar 03/21/2018 9:00 am 03/21/2018 12:00 pm President's Club Coaching with Steve Taback This is the only workshop that has no pre-set agenda. The participants provide the agenda. It is conducted as a round robin session whereby the participants in attendance bring agenda items to be discussed, role-played and/or strategized during the workshop. There are typically two types of agenda items: Any topic or skill from one of the other workshops that a participant needs help fine tuning or better applying in his or her business, industry or marketplace. A specific scenario that the participant is facing and needs help moving along in the process. It should be noted that there are elements of coaching prevalent in every workshop in the President’s Club program. Most workshops have self-awareness exercises as part of the session to help identify the areas most important to each of those participants in attendance at any given workshop. 35 Cold Spring Road, Bldg. 400, 2nd Floor ?Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY

PAIN Clinic

Add to Calendar 03/21/2018 1:00 pm 03/21/2018 3:00 pm PAIN Clinic A major factor in the success of Sandler’s approach to selling is PAIN, the emotional reason why people will take action or buy. PAIN is not a natural approach for salespeople to take. It requires learning and training to implement such change. This workshop helps the participants to develop an approach to uncovering PAIN. 35 Cold Spring Road, Bldg. 400, 2nd Floor? Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY

Sales BootCamp

Add to Calendar 03/22/2018 8:00 am 03/23/2018 2:00 pm Sales BootCamp An intense 2-day introduction to the Selling System that we use at Sandler Training/TEM to help our clients close more business, in less time and with a lot less effort. This program is designed specifically for people who have to generate revenues for their company in today's overcrowded, highly competitive business environment. March 22: 8:00 AM to 4:00 PM March 23: 8:00 AM to 2:00 PM $1,495.00 35 Cold Spring Road, Bldg. 400, 2nd Floor Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY

LONG ISLAND - Painless Close

Add to Calendar 03/27/2018 9:00 am 03/27/2018 12:00 pm LONG ISLAND - Painless Close It’s been said that Sandler’s approach to sales doesn’t have a step called, “The Close.” Perhaps, it’s because you don’t need a formal close – as most salespeople believe. In learning and using Sandler’s systematic methodology, you will always be closing by letting your Prospect close for you. 1727 Veterans Highway, Ste. 207 Islandia, NY 11749 tracyt@tem-sandler.com MM/DD/YYYY

NYC - Analyzing Your CookBook Trends & Behaviors

Add to Calendar 03/27/2018 9:00 am 03/27/2018 11:00 am NYC - Analyzing Your CookBook Trends & Behaviors Sandler's tactics may be great; however, without a methodology to develop a Behavior and Commitment to Prospect, failure is imminent. This program will help you to build your CookBook for Prospecting. NYC Hippodrome 1120 Avenue of the Americas, 4th Floor (between 43rd & 44th Streets) tracyt@tem-sandler.com MM/DD/YYYY

LONG ISLAND - President's Club Coaching

Add to Calendar 03/27/2018 1:00 pm 03/27/2018 3:00 pm LONG ISLAND - President's Club Coaching This is the only workshop that has no pre-set agenda. The participants provide the agenda. It is conducted as a round robin session whereby the participants in attendance bring agenda items to be discussed, role-played and/or strategized during the workshop. There are typically two types of agenda items: 1) Any topic or skill from one of the other workshops that a participant needs help fine tuning or better applying in his or her business, industry or marketplace. 2) A specific scenario that the participant is facing and needs help moving along in the process. It should be noted that there are elements of coaching prevalent in every workshop in the President’s Club program. Most workshops have self-awareness exercises as part of the session to help identify the areas most important to each of those participants in attendance at any given workshop. 1727 Veterans Highway, Ste. 207 Islandia, NY 11749 tracyt@tem-sandler.com MM/DD/YYYY

NYC - President's Club Coaching

Add to Calendar 03/28/2018 10:00 am 03/28/2018 12:00 pm NYC - President's Club Coaching This is the only workshop that has no pre-set agenda. The participants provide the agenda. It is conducted as a round robin session whereby the participants in attendance bring agenda items to be discussed, role-played and/or strategized during the workshop. There are typically two types of agenda items: 1) Any topic or skill from one of the other workshops that a participant needs help fine tuning or better applying in his or her business, industry or marketplace. 2) A specific scenario that the participant is facing and needs help moving along in the process. It should be noted that there are elements of coaching prevalent in every workshop in the President’s Club program. Most workshops have self-awareness exercises as part of the session to help identify the areas most important to each of those participants in attendance at any given workshop. NYC Hippodrome 1120 Avenue of the Americas, 4th Floor (between 43rd & 44th Streets) tracyt@tem-sandler.com MM/DD/YYYY