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Location: NYC Hippodrome
1120 Avenue of the Americas, 4th Floor
(between 43rd & 44th Streets)
April 3rd, 2018
9:00 am - 11:00 am
President's Club Program
Location: 35 Cold Spring Road, Bldg. 400, 2nd Floor?
Rocky Hill, CT 06067
April 5th, 2018
1:00 pm - 3:00 pm
This program should help you to transition your Prospecting from Cold Calls to Referrals and Introductions - specifically using tools liked LinkedIn.
Location: 9 Gerhard Road
Plainview, NY 11803
April 10th, 2018
9:00 am - 12:00 pm
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: NYC Hippodrome
1120 Avenue of the Americas, 4th Floor
(between 43rd & 44th Streets)
April 10th, 2018
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. This workshop helps the participants to develop an approach to uncovering PAIN.
Location: 9 Gerhard Road
Plainview, NY 11803
April 10th, 2018
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:
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.
Location: 35 Cold Spring Road, Bldg. 400, 2nd Floor
?Rocky Hill, CT 06067
April 11th, 2018
9:00 am - 12:00 pm
A third program on prospecting that deals with combining the attitudes and tactics to gain and maintain a consistent behavior to generate new business opportunities, whether that be from within existing customers or yet to become customers.
Location: 35 Cold Spring Road, Bldg. 400, 2nd Floor?
Rocky Hill, CT 06067
April 11th, 2018
1:00 pm - 3:00 pm
Many of Sandler’s Rules are very simple, and yet we can complicate them by taking them too “literally” and not understanding the “reality” of the application. This workshop helps you to differentiate between the two; thus allowing you to get better, and faster, results.
Location: NYC Hippodrome
1120 Avenue of the Americas, 4th Floor
(between 43rd & 44th Streets)
April 17th, 2018
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. This workshop helps the participants to develop an approach to uncovering PAIN.
Location: 35 Cold Spring Road, Bldg. 400, 2nd Floor?
Rocky Hill, CT 06067
April 17th, 2018
9:00 am - 12:00 pm
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.
Location: NYC Hippodrome
1120 Avenue of the Americas, 4th Floor
(between 43rd & 44th Streets)
April 18th, 2018
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:
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.
Location: 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
April 19th, 2018
9:00 am - 12:00 pm
Recruiting: Interviewing, Using the Screening Profile to Develop Questions, Telephone Interviewing, Face-to-Face Interviewing Temperature Check (Are Your Salespeople Using the Process)
Location: 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
April 19th, 2018
12:15 pm - 1:30 pm
Cross discussion of management issues and challenges.
Location: 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
April 19th, 2018
12:15 pm - 1:30 pm
Cross discussion of management issues and challenges.
Location: 1727 Veterans Highway, Ste. 207
Islandia, NY 11749
April 24th, 2018
9:00 am - 12:00 pm
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.
Location: NYC Hippodrome
1120 Avenue of the Americas, 4th Floor
(between 43rd & 44th Streets)
April 24th, 2018
9:00 am - 11:00 am
President's Club Coaching
Location: 1727 Veterans Highway, Ste. 207
Islandia, NY 11749
April 24th, 2018
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:
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.
Location: 35 Cold Spring Road, Bldg. 400, 2nd Floor
?Rocky Hill, CT 06067
April 25th, 2018
9:00 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: 35 Cold Spring Road, Bldg. 400, 2nd Floor?
Rocky Hill, CT 06067
April 25th, 2018
1:00 pm - 3:00 pm
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.