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Location: 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.
July 8th, 2021
1:00 pm - 2:30 pm
How many times have you made a great presentation, and your prospect liked it and learned from it - but you didn't get the business. You didn't want to be pushy in closing, so you thought the prospect would come around to buying from you. This program will help to eliminate this sequence from happening in the future.
Location: 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.
July 14th, 2021
9:00 am - 10:30 am
To introduce and take you through a process designed to –
1) Help your prospect discover the extent of his or her need for your products or services.
2) Help you to understand the scope of the situation along with the willingness and commitment your prospect will make toward engaging you to fix the situation.
Location: 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.
July 14th, 2021
1:00 pm - 2:30 pm
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.
Location: 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.
July 20th, 2021
9:00 am - 10:30 am
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 and following the questioning process of the Pain Funnel to enhance the prospect's emotional awareness.
Location: 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.
July 28th, 2021
9:00 am - 10:30 am
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: 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.
July 28th, 2021
1:00 pm - 2:30 pm
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.