Knowing vs. Owning

Add to Calendar 09/05/2019 1:00 pm 09/05/2019 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

LONG ISLAND - PAIN Clinic

Add to Calendar 09/10/2019 9:00 am 09/10/2019 12:00 pm LONG ISLAND - PAIN Clinic 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. Executive Plaza 255 Executive Drive, Suite LL106 Plainview, NY 11803 tracyt@tem-sandler.com MM/DD/YYYY

NYC - Post-Sell and RECON

Add to Calendar 09/10/2019 9:00 am 09/10/2019 11:00 am NYC - Post-Sell and RECON President's Club Program Hippodrome 1120 Avenue of the Americas, 4th Floor (between 43rd & 44th Streets) tracyt@tem-sandler.com MM/DD/YYYY

LONG ISLAND - President's Club Coaching

Add to Calendar 09/10/2019 1:00 pm 09/10/2019 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: 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

Sell More, Sell More Easily

Add to Calendar 09/11/2019 9:00 am 09/11/2019 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. 35 Cold Spring Road, Bldg. 400, 2nd Floor Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY

Literal vs. Reality

Add to Calendar 09/11/2019 1:00 pm 09/11/2019 3:00 pm Literal vs. Reality 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. 35 Cold Spring Road, Bldg. 400, 2nd Floor Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY

Making Cold Calls Warm

Add to Calendar 09/17/2019 9:00 am 09/17/2019 12:00 pm Making Cold Calls Warm A complimentary program to No More Cold Calls, this workshop adds technique to the foundation of behavior that needs to be developed and committed to before effective prospecting can take place. The element of getting referrals and introductions is also added to the prospecting mix in this workshop. 35 Cold Spring Road, Bldg. 400, 2nd Floor Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY

NYC - President's Club Coaching

Add to Calendar 09/17/2019 9:00 am 09/17/2019 11:00 am 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: 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. Hippodrome 1120 Avenue of the Americas, 4th Floor (between 43rd & 44th Streets) tracyt@tem-sandler.com MM/DD/YYYY

Monthly Management Training

Add to Calendar 09/19/2019 9:00 am 09/19/2019 12:00 pm Monthly Management Training Monthly Management Training 35 Cold Spring Road, Bldg. 400, 2nd Floor Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY

LONG ISLAND - Up-Front Contract

Add to Calendar 09/24/2019 9:00 am 09/24/2019 12:00 pm LONG ISLAND - 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. 1727 Veterans Highway, Ste. 207 Islandia, NY 11749 tracyt@tem-sandler.com MM/DD/YYYY

NYC - Pre and Post-Call Planning

Add to Calendar 09/24/2019 9:00 am 09/24/2019 11:00 am NYC - Pre and Post-Call Planning President's Club Program Hippodrome 1120 Avenue of the Americas, 4th Floor (between 43rd & 44th Streets) tracyt@tem-sandler.com MM/DD/YYYY

LONG ISLAND - President's Club Coaching

Add to Calendar 09/24/2019 1:00 pm 09/24/2019 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: 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

President's Club Coaching with Steve Taback

Add to Calendar 09/25/2019 9:00 am 09/25/2019 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

Creating Discipline to Prospect

Add to Calendar 09/25/2019 1:00 pm 09/25/2019 3:00 pm Creating Discipline 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