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February 2019

Connecticut President's Club
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Event Listings for February 2019

Account Management
Add to Calendar 02/07/2019 1:00 pm 02/07/2019 3:00 pm Account Management Learn what factors are both important and necessary to successfully manage an account in an ongoing business relationship – and develop, implement and support specific strategies to maintain and grow an account. 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
tracyt@tem-sandler.com MM/DD/YYYY

When:
February 7th, 2019
1:00 pm - 3:00 pm

Where:
35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067


Learn what factors are both important and necessary to successfully manage an account in an ongoing business relationship – and develop, implement and support specific strategies to maintain and grow an account.


Up-Front Contract
Add to Calendar 02/13/2019 9:00 am 02/13/2019 12:00 pm 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. 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
tracyt@tem-sandler.com MM/DD/YYYY

When:
February 13th, 2019
9:00 am - 12:00 pm

Where:
35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067


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.


Establishing Commitment to Prospect
Add to Calendar 02/13/2019 1:00 pm 02/13/2019 3:00 pm Establishing Commitment to Prospect Sandler's tactics may be great; however, without a methodology to develop a Behavior and Commitment to Prospect, failure is imminent. This program will help you to build your CookBook for Prospecting. 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
tracyt@tem-sandler.com MM/DD/YYYY

When:
February 13th, 2019
1:00 pm - 3:00 pm

Where:
35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067


Sandler's tactics may be great; however, without a methodology to develop a Behavior and Commitment to Prospect, failure is imminent. This program will help you to build your CookBook for Prospecting.


Reversing Clinic
Add to Calendar 02/19/2019 9:00 am 02/19/2019 12:00 pm Reversing Clinic 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. 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
tracyt@tem-sandler.com MM/DD/YYYY

When:
February 19th, 2019
9:00 am - 12:00 pm

Where:
35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067


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.


President's Club Coaching with Steve Taback
Add to Calendar 02/27/2019 9:00 am 02/27/2019 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

When:
February 27th, 2019
9:00 am - 12:00 pm

Where:
35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067


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.


Knowing vs. Owning
Add to Calendar 02/27/2019 1:00 pm 02/27/2019 3:00 pm Knowing vs. Owning The learning process (for any skill) entails the following four steps - knowing, understanding, believing, and applying. These four steps are not mutually exclusive; they overlap and intertwine in whatever we do. This workshop is designed to help salespeople to move through the process faster. Sometimes this workshop is also titled Literal vs. Reality, because it helps the participants to apply the rules and philosophies as they were intended as opposed to how they may be viewed literally. 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
tracyt@tem-sandler.com MM/DD/YYYY

When:
February 27th, 2019
1:00 pm - 3:00 pm

Where:
35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067


The learning process (for any skill) entails the following four steps - knowing, understanding, believing, and applying. These four steps are not mutually exclusive; they overlap and intertwine in whatever we do. This workshop is designed to help salespeople to move through the process faster. Sometimes this workshop is also titled Literal vs. Reality, because it helps the participants to apply the rules and philosophies as they were intended as opposed to how they may be viewed literally.