President's Club - Better Communication Through T/A

Add to Calendar 11/04/2016 8:00 am 11/04/2016 9:30 am President's Club - Better Communication Through T/A Have you ever been on a sales call where you felt intimidated or you became angry? Have you recently had a sales call where you were anxious to make a sale and experienced internal pressure to close the deal? Have you made a sales call where you didn't care if you made the deal or not and where you got it anyway? Have you really stopped to think about the mindset between these different sales scenarios? Come learn how we can better communicate using TA. You will have more fun and less pressure in selling situations. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

Foundations - Systematic Selling and I/R & Prospecting

Add to Calendar 11/08/2016 8:00 am 11/08/2016 12:00 pm Foundations - Systematic Selling and I/R & Prospecting PLEASE NOTE: Sessions 1 and 2 will be a combined session on November 8th from 8:00 - 12:00 noon. The remaining 6 sessions will be from 8:00 - 10:00 a.m with the last session ending on December 20th. Review buyer systems, traditional selling systems, the Sandler System, and how to eliminate buyer control. Set your quarterly goals. Understand how the elements of success, attitude, behavior tactics, and strategy are related. Discover the methods and tools to eliminate self-limiting behaviors and attitudes. Understand what specific behaviors are necessary to achieve your goals. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

President's Club - Setting Mutual Contracts

Add to Calendar 11/11/2016 8:00 am 11/11/2016 9:30 am President's Club - Setting Mutual Contracts Up-front contracts - a set of mutually agreed upon rules to guide your interactions. As in any relationship, up-front contracts set clear expectations. The best contracts are clearly written, concise, and are enforceable. Solid up-front contracts add value to relationships and improve the results of time and energy spent in the process of procuring sales and of meetings. Mutually agreed upon expectations leave each side satisfied. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

Foundations - Bonding & Rapport

Add to Calendar 11/15/2016 8:00 am 11/15/2016 10:00 am Foundations - Bonding & Rapport Learn how to quickly create a business environment that is comfortable to both salespeople and prospects and conducive to decision making. Discover how to set the stage for productive client interviews that quickly determine prospects real needs. Learn how to eliminate stalls and objections up front. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

President's Club - Elevate I/R and Lower Call Reluctance

Add to Calendar 11/18/2016 8:00 am 11/18/2016 10:00 am President's Club - Elevate I/R and Lower Call Reluctance Do you allow your “R” to influence your “I”? Can it be changed? Do you want to change it? No one can answer that but you. As you look at your pipeline, are there enough new opportunities (existing clients and new ones) who want to invite you in and solve their pain? Come prepared to answer these questions. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

Sales Management - SES - Team Storm

Add to Calendar 11/18/2016 10:00 am 11/18/2016 12:00 pm Sales Management - SES - Team Storm Understand why it is critical, especially with strategic accounts, to have a rapid decision-making process to add momentum to team selling initiatives. We will learn five key steps in the Team Storm process. Understand the team selling situations that call for utilizing Team Storm and identify the roles in the process. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

Foundations - Upfront Contract

Add to Calendar 11/22/2016 8:00 am 11/22/2016 10:00 am Foundations - Upfront Contract Qualify prospects better by determining the real needs of your prospect. Identify and practice strategies for getting all investment and budget issues on the table early in the selling process. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

NO PRESIDENT'S CLUB

Add to Calendar 11/25/2016 8:00 am 11/25/2016 5:00 pm NO PRESIDENT'S CLUB Office closed. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 bgwgs@sandler.com MM/DD/YYYY

Foundations - Pain

Add to Calendar 11/29/2016 8:00 am 11/29/2016 10:00 am Foundations - Pain Understanding why people buy, and learn why they would buy from you. Learn and practice questioning and listening strategies. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY