Fixing Your Broken Records

Add to Calendar 10/03/2019 1:00 pm 10/03/2019 3:00 pm Fixing Your Broken Records 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. 35 Cold Spring Road, Bldg. 400, 2nd Floor Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY

PAIN Clinic

Add to Calendar 10/16/2019 9:00 am 10/16/2019 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

Asking Questions/Reversing

Add to Calendar 10/16/2019 1:00 pm 10/16/2019 3:00 pm Asking Questions/Reversing 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. 35 Cold Spring Road, Bldg. 400, 2nd Floor Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY

Role Playing Clinic

Add to Calendar 10/22/2019 9:00 am 10/22/2019 12:00 pm Role Playing Clinic Have an opportunity to role play the situations that have stumped you in the past. 35 Cold Spring Road, Bldg. 400, 2nd Floor Rocky Hill, CT 06067 tracyt@tem-sandler.com MM/DD/YYYY

President's Club Coaching with Steve Taback

Add to Calendar 10/30/2019 9:00 am 10/30/2019 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

Up-Front Contract

Add to Calendar 10/30/2019 1:00 pm 10/30/2019 3:00 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