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Location: 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
March 7th, 2019
1:00 pm - 3:00 pm
Salespeople constantly need to find new prospects. Rather than making cold calls, wouldn't you rather call someone who is expecting to hear from you? This program will help you to learn more about how to ask for referrals and get more introductions.
Location: 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
March 13th, 2019
9:00 am - 12:00 pm
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.
Location: 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
March 13th, 2019
1:00 pm - 3:00 pm
Since attitude is a major part of Sandler’s approach to selling, this workshop focuses on one of the biggest driving factor’s behind the headtrash that stops salespeople from executing more successful behaviors and techniques – self-esteem. Understanding I/R Theory – the differentiation between one’s self and one’s role – helps a salesperson to overcome behaviors not supportive of successful selling.
Location: 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
March 19th, 2019
9:00 am - 12:00 pm
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
March 27th, 2019
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:
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
March 27th, 2019
1:00 pm - 3:00 pm
David Sandler did a survey of successful business people and identified 10 criteria for success in sales. This workshop presents and defines these 10 items that can enhance a salesperson’s growth in his or her chosen career.