Account Management

Add to Calendar 02/01/2018 1:00 pm 02/01/2018 3:00 pm Account Management Learn what factors are both important and necessary to successfully manage an account in an ongoing business relationship – and develop, implement and support specific strategies to maintain and grow an account. 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 02/07/2018 9:00 am 02/07/2018 12:00 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

Getting Referrals and Introductions

Add to Calendar 02/07/2018 1:00 pm 02/07/2018 3:00 pm Getting Referrals and Introductions Salespeople constantly need to find new prospects. Rather than making cold calls, wouldn't you rather call someone who is expecting to hear from you? This program will help you to learn more about how to ask for referrals and get more introductions. 35 Cold Spring Road, Bldg. 400, 2nd Floor? Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY

Reversing Clinic with Negative Reversing

Add to Calendar 02/13/2018 9:00 am 02/13/2018 12:00 pm Reversing Clinic with Negative Reversing 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. This workshop takes Reversing to a more advanced level by adding a form of Reversing called Negative Reversing or Stripping Line. Stripping Line is basically moving in an opposite direction from what is expected. 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 02/21/2018 9:00 am 02/21/2018 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

Knowing vs. Owning

Add to Calendar 02/21/2018 1:00 pm 02/21/2018 3:00 pm Knowing vs. Owning The learning process (for any skill) entails the following four steps - knowing, understanding, believing, and applying. These four steps are not mutually exclusive; they overlap and intertwine in whatever we do. This workshop is designed to help salespeople to move through the process faster. Sometimes this workshop is also titled Literal vs. Reality, because it helps the participants to apply the rules and philosophies as they were intended as opposed to how they may be viewed literally. 35 Cold Spring Road, Bldg. 400, 2nd Floor ?Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY