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Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
October 3rd, 2017
8:00 am - 10:00 am
Understanding why people buy, and learn why they would buy from you. Learn and practice questioning and listening strategies.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
October 4th, 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
October 6th, 2017
8:00 am - 9:30 am
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.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
October 6th, 2017
10:00 am - 11:30 am
From the book "Accountability The Sandler Way", please read the Introduction and Chapter 1.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
October 10th, 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
October 13th, 2017
8:00 am - 9:30 am
Advanced Sandler workshop.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
October 17th, 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
October 20th, 2017
8:00 am - 9:30 am
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.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
October 20th, 2017
10:00 am - 11:30 am
From the book "Accountability The Sandler Way", please read Chapters 1 and 2.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
October 24th, 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
October 27th, 2017
8:00 am - 9:30 am
• 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.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
October 31st, 2017
8:00 am - 10:00 am
Review buyer systems, traditional selling systems, the Sandler System, and how to eliminate buyer control. Set your quarterly goals.