TEM Associates, Inc.
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Event Listings for February 2020
Account Management
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02/06/2020 1:00 pm
02/06/2020 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
America/New_York
1:00 pm - 3:00 pm EST
Rocky Hill, CT 06067
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.
Reversing Clinic with Negative Reversing
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02/11/2020 9:00 am
02/11/2020 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.
Negative Reversing or Stripping Line takes Reversing to a more advanced level. Stripping Line is basically moving in an opposite direction from what is expected.
Executive Plaza
255 Executive Drive, Suite LL106
Plainview, NY 11803
tracyt@tem-sandler.com
MM/DD/YYYY
America/New_York
9:00 am - 12:00 pm EST
255 Executive Drive, Suite LL106
Plainview, NY 11803
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.
Negative Reversing or Stripping Line takes Reversing to a more advanced level. Stripping Line is basically moving in an opposite direction from what is expected.
President's Club Coaching
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02/11/2020 1:00 pm
02/11/2020 3:00 pm
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:
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.
Executive Plaza
255 Executive Drive, Suite LL106
Plainview, NY 11803
tracyt@tem-sandler.com
MM/DD/YYYY
America/New_York
1:00 pm - 3:00 pm EST
255 Executive Drive, Suite LL106
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:
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.
Up-Front Contract
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02/12/2020 9:00 am
02/12/2020 12:00 pm
Up-Front Contract
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
America/New_York
9:00 am - 12:00 pm EST
Rocky Hill, CT 06067
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.
Establishing a Commitment to Prospect
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02/12/2020 1:00 pm
02/12/2020 3:00 pm
Establishing a Commitment to Prospect
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.
35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
tracyt@tem-sandler.com
MM/DD/YYYY
America/New_York
1:00 pm - 3:00 pm EST
Rocky Hill, CT 06067
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.
Reversing Clinic
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02/18/2020 9:00 am
02/18/2020 12:00 pm
Reversing Clinic
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.
35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
tracyt@tem-sandler.com
MM/DD/YYYY
America/New_York
9:00 am - 12:00 pm EST
Rocky Hill, CT 06067
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.
Management Training Program
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02/20/2020 9:00 am
02/20/2020 12:00 pm
Management Training Program
Monthly Management Training
35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
tracyt@tem-sandler.com
MM/DD/YYYY
America/New_York
9:00 am - 12:00 pm EST
Rocky Hill, CT 06067
Monthly Management Training
Sell More, Sell More Easily
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02/25/2020 9:00 am
02/25/2020 12:00 pm
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.
1727 Veterans Highway, Ste. 207
Islandia, NY 11749
tracyt@tem-sandler.com
MM/DD/YYYY
America/New_York
9:00 am - 12:00 pm EST
Islandia, NY 11749
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.
President's Club Coaching
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02/25/2020 1:00 pm
02/25/2020 3:00 pm
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:
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.
1727 Veterans Highway, Ste. 207
Islandia, NY 11749
tracyt@tem-sandler.com
MM/DD/YYYY
America/New_York
1:00 pm - 3:00 pm EST
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:
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.
President's Club Coaching with Steve Taback
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02/26/2020 9:00 am
02/26/2020 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:
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.
35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
tracyt@tem-sandler.com
MM/DD/YYYY
America/New_York
9:00 am - 12:00 pm EST
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:
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.
Knowing vs. Owning
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02/26/2020 1:00 pm
02/26/2020 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.
35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
tracyt@tem-sandler.com
MM/DD/YYYY
America/New_York
1:00 pm - 3:00 pm EST
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.
Sales BootCamp
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02/27/2020 8:00 am
02/28/2020 2:00 pm
Sales BootCamp
An intense 2-day introduction to the Selling System that we use at Sandler Training/TEM to help our clients close more business, in less time and with a lot less effort. This program is designed specifically for people who have to generate revenues for their company in today's overcrowded, highly competitive business environment.
February 27: 8:00 AM to 4:00 PM
February 28: 8:00 AM to 2:00 PM
$1,495.00
35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
tracyt@tem-sandler.com
MM/DD/YYYY
America/New_York
8:00 am - 2:00 pm EST
Rocky Hill, CT 06067
An intense 2-day introduction to the Selling System that we use at Sandler Training/TEM to help our clients close more business, in less time and with a lot less effort. This program is designed specifically for people who have to generate revenues for their company in today's overcrowded, highly competitive business environment.
February 27: 8:00 AM to 4:00 PM
February 28: 8:00 AM to 2:00 PM
$1,495.00