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Location: 9 Gerhard Road?
Plainview, NY 11803
November 7th, 2017
9:00 am - 12:00 pm
This workshop focuses in on the specific qualifying (or disqualifying) steps in Sandler’s selling system – Pain, Money and Decision. The program helps the participants to learn how to execute the tactics of the process and understand the reasons behind the specific order of the sequence.
Location: NYC Hippodrome?
1120 Avenue of the Americas, 4th Floor?
(between 43rd & 44th Streets)
November 7th, 2017
9:00 am - 11:00 am
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.
Location: 9 Gerhard Road
?Plainview, NY 11803
November 7th, 2017
1:00 pm - 3:00 pm
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.
Location: NYC Hippodrome?
1120 Avenue of the Americas, 4th Floor
?(between 43rd & 44th Streets)
November 14th, 2017
9:00 am - 11:00 am
This workshop is Sandler’s approach to Goal Setting – identifying dreams, converting them to goals and putting a tracking system in place to achieve higher goals in shorter periods of time.
Location: NYC Hippodrome?
1120 Avenue of the Americas, 4th Floor
?(between 43rd & 44th Streets)
November 15th, 2017
10:00 am - 12:00 pm
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.
Location: 1727 Veterans Highway, Suite 207
?Islandia, NY 11749?
November 21st, 2017
9:00 am - 12:00 pm
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.
Location: NYC Hippodrome
?1120 Avenue of the Americas, 4th Floor?
(between 43rd & 44th Streets)
November 21st, 2017
9:00 am - 11:00 am
This workshop is Sandler’s approach to Goal Setting – identifying dreams, converting them to goals and putting a tracking system in place to achieve higher goals in shorter periods of time.
Location: 1727 Veterans Highway, Suite 207
?Islandia, NY 11749?
November 21st, 2017
1:00 pm - 3:00 pm
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.
Location: NYC Hippodrome?
1120 Avenue of the Americas, 4th Floor
?(between 43rd & 44th Streets)
November 28th, 2017
9:00 am - 11:00 am
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. The Money and Decision Steps in Sandler's Sales Process are often seen as secondary to the Pain Step. However, they are critical to shortening the Sales Cycle. This program will help you to better understand and execute these steps more effectively.