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TEM Associates, Inc.
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President's Club   
Management Training |  Special Events

November 2020

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Event Listings for November 2020


REMOTE Who's Ruining Your Sales - Transactional Analysis
Add to Calendar 11/05/2020 1:00 pm 11/05/2020 2:30 pm REMOTE Who's Ruining Your Sales - Transactional Analysis Sandler's whole approach to sales has very strong roots in Transactional Analysis - the Behaviors we develop in our early years. This program will help you to better understand your own Behavior as well as that of your Prospects, Customers and Clients. All programs are East Coast Time. Remote training. After registering, you will receive a confirmation email containing a link that will allow you to join the training. tracyt@tem-sandler.com MM/DD/YYYY America/New_York

When:
November 5th, 2020
1:00 pm - 2:30 pm EST

Where:
All programs are East Coast Time.

Remote training.
After registering, you will receive a confirmation email containing a link that will allow you to join the training.


Sandler's whole approach to sales has very strong roots in Transactional Analysis - the Behaviors we develop in our early years. This program will help you to better understand your own Behavior as well as that of your Prospects, Customers and Clients.


REMOTE Up-Front Contract
Add to Calendar 11/11/2020 9:00 am 11/11/2020 10:30 am REMOTE 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. All programs are East Coast Time. Remote training. After registering, you will receive a confirmation email containing a link that will allow you to join the training. tracyt@tem-sandler.com MM/DD/YYYY America/New_York

When:
November 11th, 2020
9:00 am - 10:30 am EST

Where:
All programs are East Coast Time.

Remote training.
After registering, you will receive a confirmation email containing a link that will allow you to join the training.


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.


REMOTE Qualify, Close & Present
Add to Calendar 11/11/2020 1:00 pm 11/11/2020 2:30 pm REMOTE 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. All programs are East Coast Time. Remote training. After registering, you will receive a confirmation email containing a link that will allow you to join the training. tracyt@tem-sandler.com MM/DD/YYYY America/New_York

When:
November 11th, 2020
1:00 pm - 2:30 pm EST

Where:
All programs are East Coast Time.

Remote training.
After registering, you will receive a confirmation email containing a link that will allow you to join the training.


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.


REMOTE No Guts, No Gain
Add to Calendar 11/17/2020 9:00 am 11/17/2020 10:30 am REMOTE No Guts, No Gain 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. All programs are East Coast Time. Remote training. After registering, you will receive a confirmation email containing a link that will allow you to join the training. tracyt@tem-sandler.com MM/DD/YYYY America/New_York

When:
November 17th, 2020
9:00 am - 10:30 am EST

Where:
All programs are East Coast Time.

Remote training.
After registering, you will receive a confirmation email containing a link that will allow you to join the training.


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.


REMOTE Management Training Program
Add to Calendar 11/19/2020 9:00 am 11/19/2020 11:00 am REMOTE Management Training Program Leadership Roles – Training & Mentoring Briefing & De-Briefing Sales Calls All programs are East Coast Time. Remote training Copy and paste the link below to connect https://global.gotomeeting.com/join/711534797 tracyt@tem-sandler.com MM/DD/YYYY America/New_York

When:
November 19th, 2020
9:00 am - 11:00 am EST

Where:
All programs are East Coast Time.

Remote training
Copy and paste the link below to connect
https://global.gotomeeting.com/join/711534797


Leadership Roles – Training & Mentoring
Briefing & De-Briefing Sales Calls


REMOTE Ask the Coach
Add to Calendar 11/25/2020 9:00 am 11/25/2020 10:30 am REMOTE Ask the Coach 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 Sales Mastery 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. All programs are East Coast Time. Remote training. After registering, you will receive a confirmation email containing a link that will allow you to join the training. tracyt@tem-sandler.com MM/DD/YYYY America/New_York

When:
November 25th, 2020
9:00 am - 10:30 am EST

Where:
All programs are East Coast Time.

Remote training.
After registering, you will receive a confirmation email containing a link that will allow you to join the training.


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 Sales Mastery 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.


REMOTE Unconscious Buying Patterns
Add to Calendar 11/25/2020 1:00 pm 11/25/2020 2:30 pm REMOTE Unconscious Buying Patterns Take Bonding & Rapport to another level. Learn what questions, asked early in the selling cycle will reveal how your prospect will make buying decisions. All programs are East Coast Time. Remote training After registering, you will receive a confirmation email containing a link that will allow you to join the training. tracyt@tem-sandler.com MM/DD/YYYY America/New_York

When:
November 25th, 2020
1:00 pm - 2:30 pm EST

Where:
All programs are East Coast Time.

Remote training
After registering, you will receive a confirmation email containing a link that will allow you to join the training.


Take Bonding & Rapport to another level. Learn what questions, asked early in the selling cycle will reveal how your prospect will make buying decisions.