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

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

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