Jim Dunn's Training Calendar
Sales Mastery classes are held every Friday from 8:00 - 9:30 a.m.
Please click on each Friday to see the topic.
All classes are available virtually for existing clients!
Guests are welcome to register and attend a Sales Mastery class complimentary.
E-mail bgwgs@sandler.com to request the link for the class you need.
October 2017
| SUN | MON | TUE | WED | THU | FRI | SAT |
| 1 | 2 | 3 | 4 | 5 | 6 | 7 |
| 8 | 9 | 10 | 11 | 12 | 13 | 14 |
| 15 | 16 | 17 | 18 | 19 | 20 | 21 |
| 22 | 23 | 24 | 25 | 26 | 27 | 28 |
| 29 | 30 | 31 |
Event Listings for October 2017
Foundations - Pain
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10/03/2017 8:00 am
10/03/2017 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
8:00 am - 10:00 am
Charlotte, NC 28277
Understanding why people buy, and learn why they would buy from you. Learn and practice questioning and listening strategies.
Customer Service 12-Week Program
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10/04/2017 11:00 am
10/04/2017 12:30 pm
Customer Service 12-Week Program
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.
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
dunnent@sandler.com
MM/DD/YYYY
11:00 am - 12:30 pm
Charlotte, NC 28277
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.
President's Club - NGNG Chapters 5 and 6
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10/06/2017 8:00 am
10/06/2017 9:30 am
President's Club - NGNG Chapters 5 and 6
This will conclude the series on No Guts No Gain. We have invested in learning to become more gutsy with our future. We have faced the brutal facts, as Jim Collins writes in his book, "Good to Great" and making those adjustments.
Let’s condition our “future based self” and build the kind of business’s and selling efforts that winners (that’s you) commit to.
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
dunnent@sandler.com
MM/DD/YYYY
8:00 am - 9:30 am
Charlotte, NC 28277
This will conclude the series on No Guts No Gain. We have invested in learning to become more gutsy with our future. We have faced the brutal facts, as Jim Collins writes in his book, "Good to Great" and making those adjustments.
Let’s condition our “future based self” and build the kind of business’s and selling efforts that winners (that’s you) commit to.
Sales Management & Leadership
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10/06/2017 10:00 am
10/06/2017 11:30 am
Sales Management & Leadership
From the book "Accountability The Sandler Way", please read the Introduction and Chapter 1.
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
dunnent@sandler.com
MM/DD/YYYY
10:00 am - 11:30 am
Charlotte, NC 28277
From the book "Accountability The Sandler Way", please read the Introduction and Chapter 1.
Foundations - Budget Step
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10/10/2017 8:00 am
10/10/2017 10:00 am
Foundations - Budget Step
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.
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
dunnent@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
Charlotte, NC 28277
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.
President's Club
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10/13/2017 8:00 am
10/13/2017 9:30 am
President's Club
Advanced Sandler workshop.
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
dunnent@sandler.com
MM/DD/YYYY
8:00 am - 9:30 am
Charlotte, NC 28277
Advanced Sandler workshop.
Foundations - Decision Step
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10/17/2017 8:00 am
10/17/2017 10:00 am
Foundations - Decision Step
Practice identifying your prospect's decision process and the participants in the process. Learn techniques to stage more targeted presentations.
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
dunnent@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
Charlotte, NC 28277
Practice identifying your prospect's decision process and the participants in the process. Learn techniques to stage more targeted presentations.
President's Club - Better, Stronger Upfront Contracts
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10/20/2017 8:00 am
10/20/2017 9:30 am
President's Club - Better, Stronger Upfront Contracts
A solid Upfront Contract adds value to relationships and improves the results of time and energy spent in the process of procuring sales and of meetings.
How well are you using this tool? Come learn how to implement better and stronger Upfront Contracts. Be prepared to role play.
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
dunnent@sandler.com
MM/DD/YYYY
8:00 am - 9:30 am
Charlotte, NC 28277
A solid Upfront Contract adds value to relationships and improves the results of time and energy spent in the process of procuring sales and of meetings.
How well are you using this tool? Come learn how to implement better and stronger Upfront Contracts. Be prepared to role play.
Sales Management & Leadership
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10/20/2017 10:00 am
10/20/2017 11:30 am
Sales Management & Leadership
From the book "Accountability The Sandler Way", please read Chapters 1 and 2.
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
dunnent@sandler.com
MM/DD/YYYY
10:00 am - 11:30 am
Charlotte, NC 28277
From the book "Accountability The Sandler Way", please read Chapters 1 and 2.
Foundations - Fulfillment/Post Sell
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10/24/2017 8:00 am
10/24/2017 10:00 am
Foundations - Fulfillment/Post Sell
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.
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
dunnent@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
Charlotte, NC 28277
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.
President's Club - Commitment to Get Pain
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10/27/2017 8:00 am
10/27/2017 9:30 am
President's Club - Commitment to Get Pain
• On a sales call, are you able to get pain from your prospect but find yourself providing solutions too quickly?
• Do you end a meeting or phone call and get frustrated by the fact that you didn't find out what the cost to the prospect was?
• Has your prospect really demonstrated to you the impact of their problem/situation, and committed to a new direction?
• Do you sometimes get side-tracked on your sales calls and talk too much?
If any of these apply to you, then this session is for you! You will retain more by what you see, hear and do.
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
dunnent@sandler.com
MM/DD/YYYY
8:00 am - 9:30 am
Charlotte, NC 28277
• On a sales call, are you able to get pain from your prospect but find yourself providing solutions too quickly?
• Do you end a meeting or phone call and get frustrated by the fact that you didn't find out what the cost to the prospect was?
• Has your prospect really demonstrated to you the impact of their problem/situation, and committed to a new direction?
• Do you sometimes get side-tracked on your sales calls and talk too much?
If any of these apply to you, then this session is for you! You will retain more by what you see, hear and do.
Foundations - Systematic Selling
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10/31/2017 8:00 am
10/31/2017 10:00 am
Foundations - Systematic Selling
Review buyer systems, traditional selling systems, the Sandler System, and how to eliminate buyer control. Set your quarterly goals.
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
dunnent@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
Charlotte, NC 28277
Review buyer systems, traditional selling systems, the Sandler System, and how to eliminate buyer control. Set your quarterly goals.