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Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
June 2nd, 2017
8:00 am - 9:30 am
Something new! Sandler tools, a four week series on worksheets to better execute using the Sandler sales process. There are 16 tools from better understanding our prospects in bonding and rapport , upfront contract, pain, reversing, stripping line and more. So, I’ll use three or four worksheets to introduce you to and the application process to make them relevant for your sales process.
Good selling and see you Friday!
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
June 2nd, 2017
10:00 am - 11:30 am
From the book "Sales Coach's Playbook", please read Chapters 1-3.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
June 6th, 2017
8:00 am - 10:00 am
Establish questions to learn if the prospect is willing and financially able to afford your product or service. Learn new strategies for discussing money and budget. Learn how to turn bids and quotes into new business.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
June 7th, 2017
11:00 am - 12:30 pm
Sandler's Strategic Customer Care Program is unlike any training available. This is not a "quick fix", short-term solution to success. It provides long-term, incremental reinforcement training and coaching to ensure a return on the training investment. Sandler's techniques are unique. They differentiate you from your competitors. In addition to proven technical skills, positive attitudes and productive behaviors are developed to efficiently implement winning strategies.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
June 9th, 2017
8:00 am - 9:30 am
We will continue with Part 2 of the Sandler Tool Kit and expand on the worksheets from last week. New worksheets will also be introduced for this week.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
June 13th, 2017
8:00 am - 10:00 am
Practice identifying your prospect's decision process and the participants in the process. Learn techniques to stage more targeted presentations.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
June 16th, 2017
8:00 am - 9:30 am
How are your upfront contracts? Are they clear, concise, and do your clients and customers respond with acceptance? How could they be improved or tweaked to gain better clarity?
We will introduce two new Sandler tools to help you gain better upfront contracts. Do you have a person in mind who wants to become a better sales professional? Please bring them and ask that they take the Gap Analysis Tool (found on the home page under the resources tab). See you Friday!
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
June 16th, 2017
10:00 am - 11:30 am
From the book "Sales Coach's Playbook", please read Chapters 4 and 5.
PLEASE NOTE: Sales Management will not meet during the month of July, 2017.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
June 20th, 2017
8:00 am - 10:00 am
Once the prospect has been properly qualified, learn fulfillment and post-sell techniques that close the sale and keep it closed. Customer retention, buyer's remorse, call reluctance and phone call strategies will be discussed.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
June 23rd, 2017
8:00 am - 9:30 am
On a scale of 1-5, 5 being the highest, how effective are you with getting the prospect’s real pain? Are you using at least 6 of the pain funnel questions? Does your 30 second commercial really describe what you do so well that your prospect wants to hear more and admits that could be a problem?
If so, please come to President's Club because your colleagues want to hear what you’re doing. If not, then come prepared to find new tools to help you win the business.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
June 23rd, 2017
11:00 am - 12:00 pm
How are you doing with the goals you set for 2017? Attending this class will help you hold yourself accountable to a successful year.
Please be sure to attend the final Goal Setting session on September 29th as a final look at where are you in completing your goals for the year!
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
June 23rd, 2017
11:00 am - 12:00 pm
How are you doing with the goals you set for 2017? Attending this class will help you hold yourself accountable to a successful year.
By registering for this class you will attend virtually.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
June 27th, 2017
8:00 am - 10:00 am
Foundations will not meet.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
June 30th, 2017
8:00 am - 9:30 am
Let's talk investment, money, and budget. Have you done a skillful job at developing the pain step? Has your prospect answered your pain funnel questions to your satisfaction?
We will discuss the steps needed in order to have a good "money" conversation.