TEM Associates, Inc.
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Event Listings for November 2017
Knowing vs. Owning
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11/02/2017 1:00 pm
11/02/2017 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
1:00 pm - 3:00 pm
Rocky Hill, CT 06067
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.
LONG ISLAND - Qualify, Close & Present
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11/07/2017 9:00 am
11/07/2017 12:00 pm
LONG ISLAND - Qualify, Close & Present
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.
9 Gerhard Road?
Plainview, NY 11803
tracyt@tem-sandler.com
MM/DD/YYYY
9:00 am - 12:00 pm
Plainview, NY 11803
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.
NYC - The 55-Minute Up-Front Contract: Why Taking your Time is Pure Genius
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11/07/2017 9:00 am
11/07/2017 11:00 am
NYC - The 55-Minute Up-Front Contract: Why Taking your Time is Pure Genius
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.
NYC Hippodrome?
1120 Avenue of the Americas, 4th Floor?
(between 43rd & 44th Streets)
tracyt@tem-sandler.com
MM/DD/YYYY
9:00 am - 11:00 am
1120 Avenue of the Americas, 4th Floor?
(between 43rd & 44th Streets)
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.
LONG ISLAND - President's Club Coaching
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11/07/2017 1:00 pm
11/07/2017 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:
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.
9 Gerhard Road
?Plainview, NY 11803
tracyt@tem-sandler.com
MM/DD/YYYY
1:00 pm - 3:00 pm
?Plainview, NY 11803
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.
Qualify, Close & Present
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11/08/2017 9:00 am
11/08/2017 12:00 pm
Qualify, Close & Present
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.
35 Cold Spring Road, Bldg. 400, 2nd Floor?
Rocky Hill, CT 06067
tracyt@tem-sandler.com
MM/DD/YYYY
9:00 am - 12:00 pm
Rocky Hill, CT 06067
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.
No Guts, No Gain: Overcoming Barriers to Success
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11/08/2017 1:00 pm
11/08/2017 3:00 pm
No Guts, No Gain: Overcoming Barriers to Success
What does it really take to be successful in sales? Great techniques are fine; however, if you don’t understand how to marry those techniques to Behaviors and Attitudes, you won’t succeed to the level you are capable of. Taking Risks is an important part of implementing an effective selling process, and if you don’t understand what’s really at risk and what you can, can’t, should and shouldn’t risk, you will likely attain lesser goals.
35 Cold Spring Road, Bldg. 400, 2nd Floor?
Rocky Hill, CT 06067
tracyt@tem-sandler.com
MM/DD/YYYY
1:00 pm - 3:00 pm
Rocky Hill, CT 06067
What does it really take to be successful in sales? Great techniques are fine; however, if you don’t understand how to marry those techniques to Behaviors and Attitudes, you won’t succeed to the level you are capable of. Taking Risks is an important part of implementing an effective selling process, and if you don’t understand what’s really at risk and what you can, can’t, should and shouldn’t risk, you will likely attain lesser goals.
No More Cold Calls
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11/14/2017 9:00 am
11/14/2017 12:00 pm
No More Cold Calls
It has been proven that Cold Calling is the least desirable and toughest mode of selling. This workshop teaches the participants how to develop a Behavioral Cookbook to prospect for new business. It also deals with identifying and developing certain attitudes to overcome some of the fears and blockages that often overtake salespeople’s intentions to prospect.
35 Cold Spring Road, Bldg. 400, 2nd Floor
?Rocky Hill, CT 06067
tracyt@tem-sandler.com
MM/DD/YYYY
9:00 am - 12:00 pm
?Rocky Hill, CT 06067
It has been proven that Cold Calling is the least desirable and toughest mode of selling. This workshop teaches the participants how to develop a Behavioral Cookbook to prospect for new business. It also deals with identifying and developing certain attitudes to overcome some of the fears and blockages that often overtake salespeople’s intentions to prospect.
NYC - Goal Setting: 2017 Review & Start 2018 Planning
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11/14/2017 9:00 am
11/14/2017 11:00 am
NYC - Goal Setting: 2017 Review & Start 2018 Planning
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.
NYC Hippodrome?
1120 Avenue of the Americas, 4th Floor
?(between 43rd & 44th Streets)
tracyt@tem-sandler.com
MM/DD/YYYY
9:00 am - 11:00 am
1120 Avenue of the Americas, 4th Floor
?(between 43rd & 44th Streets)
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.
NYC - President's Club Coaching
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11/15/2017 10:00 am
11/15/2017 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:
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.
NYC Hippodrome?
1120 Avenue of the Americas, 4th Floor
?(between 43rd & 44th Streets)
tracyt@tem-sandler.com
MM/DD/YYYY
10:00 am - 12:00 pm
1120 Avenue of the Americas, 4th Floor
?(between 43rd & 44th Streets)
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.
Executive Briefing
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11/15/2017 1:00 pm
11/15/2017 2:30 pm
Executive Briefing
Introduction to Sandler Training methodology.
35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
tracyt@tem-sandler.com
MM/DD/YYYY
1:00 pm - 2:30 pm
Rocky Hill, CT 06067
Introduction to Sandler Training methodology.
Monthly Management Training
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11/16/2017 11:00 am
11/16/2017 3:00 pm
Monthly Management Training
Facilitating Account Management: The Proposal Process , Coaching the Post-Sell Step
35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
tracyt@tem-sandler.com
MM/DD/YYYY
11:00 am - 3:00 pm
Rocky Hill, CT 06067
Facilitating Account Management: The Proposal Process , Coaching the Post-Sell Step
LONG ISLAND - Account Management
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11/21/2017 9:00 am
11/21/2017 12:00 pm
LONG ISLAND - 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.
1727 Veterans Highway, Suite 207
?Islandia, NY 11749?
tracyt@tem-sandler.com
MM/DD/YYYY
9:00 am - 12:00 pm
?Islandia, NY 11749?
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.
NYC - Goal Setting: 2017 Review & Starting 2018 Planning
Add to Calendar
11/21/2017 9:00 am
11/21/2017 11:00 am
NYC - Goal Setting: 2017 Review & Starting 2018 Planning
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.
NYC Hippodrome
?1120 Avenue of the Americas, 4th Floor?
(between 43rd & 44th Streets)
tracyt@tem-sandler.com
MM/DD/YYYY
9:00 am - 11:00 am
?1120 Avenue of the Americas, 4th Floor?
(between 43rd & 44th Streets)
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.
LONG ISLAND - President's Club Coaching
Add to Calendar
11/21/2017 1:00 pm
11/21/2017 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:
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.
1727 Veterans Highway, Suite 207
?Islandia, NY 11749?
tracyt@tem-sandler.com
MM/DD/YYYY
1:00 pm - 3:00 pm
?Islandia, NY 11749?
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.
President's Club Coaching with Steve Taback
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11/22/2017 9:00 am
11/22/2017 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
9:00 am - 12:00 pm
Rocky Hill, CT 06067
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.
Magical People Skills
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11/22/2017 1:00 pm
11/22/2017 3:00 pm
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
1:00 pm - 3:00 pm
Rocky Hill, CT 06067
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.
NYC - Skill Practice: Pain, Budget, Decision
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11/28/2017 9:00 am
11/28/2017 11:00 am
NYC - Skill Practice: Pain, Budget, Decision
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.
NYC Hippodrome?
1120 Avenue of the Americas, 4th Floor
?(between 43rd & 44th Streets)
tracyt@tem-sandler.com
MM/DD/YYYY
9:00 am - 11:00 am
1120 Avenue of the Americas, 4th Floor
?(between 43rd & 44th Streets)
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.