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Location: NYC Hippodrome
1120 Avenue of the Americas, 4th Floor
(between 43rd & 44th Streets)
February 5th, 2019
9:00 am - 11:00 am
President's Club Program
Location: 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
February 7th, 2019
1:00 pm - 3:00 pm
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.
Location: NEW LOCATION
Executive Plaza
255 Executive Drive, Suite LL106
Plainview, NY 11803
February 12th, 2019
9:00 am - 12:00 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. This workshop takes Reversing to a more advanced level by adding a form of Reversing called Negative Reversing or Stripping Line. Stripping Line is basically moving in an opposite direction from what is expected.
Location: NYC Hippodrome
1120 Avenue of the Americas, 4th Floor
(between 43rd & 44th Streets)
February 12th, 2019
9:00 am - 11:00 am
President's Club Program
Location: NEW LOCATION
Executive Plaza
255 Executive Drive, Suite LL106
Plainview, NY 11803
February 12th, 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
February 13th, 2019
9:00 am - 12:00 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.
Location: 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
February 13th, 2019
1:00 pm - 3:00 pm
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.
Location: NYC Hippodrome
1120 Avenue of the Americas, 4th Floor
(between 43rd & 44th Streets)
February 19th, 2019
9:00 am - 11:00 am
President's Club Program
Location: 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
February 19th, 2019
9:00 am - 12:00 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: 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
February 21st, 2019 - February 22nd, 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.
February 21: 8:00 AM to 4:00 PM
February 22: 8:00 AM to 2:00 PM
$1,495.00
Location: 1727 Veterans Highway, Ste. 207
Islandia, NY 11749
February 26th, 2019
9:00 am - 12:00 pm
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.
Location: NYC Hippodrome
1120 Avenue of the Americas, 4th Floor
(between 43rd & 44th Streets)
February 26th, 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: 1727 Veterans Highway, Ste. 207
Islandia, NY 11749
February 26th, 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
February 27th, 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
February 27th, 2019
1:00 pm - 3:00 pm
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.
Location: 35 Cold Spring Road, Bldg. 400, 2nd Floor
Rocky Hill, CT 06067
February 28th, 2019
9:00 am - 12:00 pm
Monthly Management Training