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Location: 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
October 3rd, 2019
1:00 pm - 3:00 pm
Broken records are defined as beliefs that salespeople have that are not supportive to successful selling. Most of these non-supportive beliefs have been developed over years of time, in situations that were not related to selling behaviors and are identifiable by habits that repeat themselves consistently and don’t yield the desired sales results. This workshop teaches the participants a process for overcoming these broken records and replacing them with supportive selling attitudes and behaviors.
Location: Executive Plaza
255 Executive Drive, Suite LL106
Plainview, NY 11803
October 8th, 2019
9:00 am - 12:00 pm
The Money and Decision Steps in Sandler's Sales Process are often seen as secondary to the Pain Step. However, they are critical to shortening the Sales Cycle. The Fulfillment Step begins the closing phase of the selling cycle.This program will help you to better understand and execute these steps more effectively.
Location: Hippodrome
1120 Avenue of the Americas, 4th Floor
(between 43rd & 44th Streets)
October 8th, 2019
9:00 am - 11:00 am
President's Club Program
Location: Executive Plaza
255 Executive Drive, Suite LL106
Plainview, NY 11803
October 8th, 2019
1:00 pm - 3:00 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: Hippodrome
1120 Avenue of the Americas, 4th Floor
(between 43rd & 44th Streets)
October 15th, 2019
9:00 am - 11:00 am
President's Club Program
Location: 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
October 16th, 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
October 16th, 2019
1:00 pm - 3:00 pm
This workshop has a direct relationship to the Reversing workshop. The program helps the participants to develop specific questions that will move the selling process along faster, easier and in a direction to come to a desirable outcome – a sale, a clear future or a disqualification, rather than a blind think it over that goes nowhere.
Location: 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
October 17th, 2019
9:00 am - 12:00 pm
Monthly Management Training
Location: 1727 Veterans Highway, Ste. 207
Islandia, NY 11749
October 22nd, 2019
9:00 am - 12:00 pm
Negotiating is not another word for selling; however, negotiating is definitely a part of selling. Many people believe that negotiating means giving up by compromising – perhaps meeting at a halfway point between what 2 parties want. That’s too simple and often not satisfying to either the buyer or the seller. Learn how identifying and understanding Sandler’s selling process, and especially the PAIN factor, can make for successful negotiations.
Location: NYC Hippodrome
1120 Avenue of the Americas, 4th Floor
(between 43rd & 44th Streets)
October 22nd, 2019
9:00 am - 11:00 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: 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
October 22nd, 2019
9:00 am - 12:00 pm
Have an opportunity to role play the situations that have stumped you in the past.
Location: 1727 Veterans Highway, Ste. 207
Islandia, NY 11749
October 22nd, 2019
1:00 pm - 3:00 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
October 24th, 2019 - October 25th, 2019
8:00 am - 2:00 pm
An intense 2-day introduction to the Selling System that we use at Sandler Training/TEM to help our clients close more business, in less time and with a lot less effort. This program is designed specifically for people who have to generate revenues for their company in today's overcrowded, highly competitive business environment.
October 24: 8:00 AM to 4:00 PM
October 25: 8:00 AM to 2:00 PM
$1,495.00
Location: NYC Hippodrome
1120 Avenue of the Americas, 4th Floor
(between 43rd & 44th Streets)
October 29th, 2019
9:00 am - 11:00 am
President's Club Program
Location: 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
October 30th, 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
October 30th, 2019
1:00 pm - 3:00 pm
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.