NYC - Phone and Email Prospecting

Add to Calendar 03/05/2019 9:00 am 03/05/2019 11:00 am NYC - Phone and Email Prospecting President's Club Program NYC Hippodrome 1120 Avenue of the Americas, 4th Floor (between 43rd & 44th Streets) tracyt@tem-sandler.com MM/DD/YYYY

Getting Referrals and Introductions

Add to Calendar 03/07/2019 1:00 pm 03/07/2019 3:00 pm Getting Referrals and Introductions 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. 35 Cold Spring Road, Bldg. 400, 2nd Floor Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY

LONG ISLAND - PAIN Clinic with Reversing, Negative Reversing & PAIN Funnel

Add to Calendar 03/12/2019 9:00 am 03/12/2019 12:00 pm LONG ISLAND - PAIN Clinic with Reversing, Negative Reversing & PAIN Funnel 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. 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 takes Reversing to a more advanced level by 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

NYC - Objection Handling

Add to Calendar 03/12/2019 9:00 am 03/12/2019 11:00 am NYC - Objection Handling President's Club Program NYC 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 03/12/2019 1:00 pm 03/12/2019 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 03/13/2019 9:00 am 03/13/2019 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

I/R Theory & Other Headtrash

Add to Calendar 03/13/2019 1:00 pm 03/13/2019 3:00 pm I/R Theory & Other Headtrash 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. 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 03/19/2019 9:00 am 03/19/2019 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. NYC Hippodrome 1120 Avenue of the Americas, 4th Floor (between 43rd & 44th Streets) tracyt@tem-sandler.com MM/DD/YYYY

PAIN Clinic

Add to Calendar 03/19/2019 9:00 am 03/19/2019 12:00 pm 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. 35 Cold Spring Road, Bldg. 400, 2nd Floor Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY

Monthly Management Training

Add to Calendar 03/21/2019 9:00 am 03/21/2019 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 - Painless Close

Add to Calendar 03/26/2019 9:00 am 03/26/2019 12:00 pm LONG ISLAND - Painless Close It’s been said that Sandler’s approach to sales doesn’t have a step called, “The Close.” Perhaps, it’s because you don’t need a formal close – as most salespeople believe. In learning and using Sandler’s systematic methodology, you will always be closing by letting your Prospect close for you. 1727 Veterans Highway, Ste. 207 Islandia, NY 11749 tracyt@tem-sandler.com MM/DD/YYYY

NYC - Analyzing Your CookBook Trends & Behaviors

Add to Calendar 03/26/2019 9:00 am 03/26/2019 11:00 am NYC - Analyzing Your CookBook Trends & Behaviors President's Club Program NYC 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 03/26/2019 1:00 pm 03/26/2019 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 03/27/2019 9:00 am 03/27/2019 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

Formula for Success

Add to Calendar 03/27/2019 1:00 pm 03/27/2019 3:00 pm Formula for Success 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. 35 Cold Spring Road, Bldg. 400, 2nd Floor Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY