Sales Mastery - Part 2: Better Listening Steps: Ethos, Pathos, and Logos

Add to Calendar 03/01/2019 8:00 am 03/01/2019 9:30 am Sales Mastery - Part 2: Better Listening Steps: Ethos, Pathos, and Logos We will continue with Part 2 of Listening Skills utilizing 3 elements: Ethos, Pathos and Logos as well as structured listening and responding. Listen to the Sandler "How To Succeed Podcast" on How to Succeed at Active Listening at https://www.dunn.sandler.com/blog/how-succeed-active-listening 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

Foundations - Systematic Selling

Add to Calendar 03/05/2019 8:00 am 03/05/2019 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

Sales Mastery: Behavior - Your Key to Success

Add to Calendar 03/08/2019 8:00 am 03/08/2019 9:30 am Sales Mastery: Behavior - Your Key to Success In Sandler, we say, “Do the behavior and you will succeed". Knowing WHAT to do is important, but actually DOING it is another issue. Come learn the key elements of sales behavior, but also learn ways to overcome what is holding you back from actually doing them. Being consistent with your sales results (through planning thoroughly) leads to more time winning and less time in awkward meetings. Watch Jim Dunn's video on Sales Accountability. He explains the value of this tool and the current free trial available. Watch here: https://youtu.be/9lonjoYj2iE 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

Sales Management & Leadership

Add to Calendar 03/08/2019 10:00 am 03/08/2019 11:30 am Sales Management & Leadership Territory Management / KARE 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

Foundations - I/R and Prospecting

Add to Calendar 03/12/2019 8:00 am 03/12/2019 10:00 am Foundations - I/R and Prospecting 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

Sales Mastery - Presentation Maximizer

Add to Calendar 03/15/2019 8:00 am 03/15/2019 9:30 am Sales Mastery - Presentation Maximizer If you spend more time uncovering PAIN, BUDGET and DECISION, then you’ll spend much less time presenting and overcoming objections. That’s why David Sandler said, “The best presentation you’ll ever give, is one your prospect will never see.” Come prepared to strengthen your presentation process. Why would you want any less? 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

Foundations - Bonding & Rapport

Add to Calendar 03/19/2019 8:00 am 03/19/2019 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

Sales Mastery - How to Add Accountability to the Sub

Add to Calendar 03/22/2019 8:00 am 03/22/2019 9:30 am Sales Mastery - How to Add Accountability to the Sub The seven-compartment Sandler Submarine represents the Sandler Selling System methodology for developing a selling opportunity. How do you know you're really connected with your prospect or customer? We'll discuss how accountability can help in the selling process and navigate to smoother waters and stronger relationships. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

Foundations - Upfront Contract

Add to Calendar 03/26/2019 8:00 am 03/26/2019 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

Sales Mastery - 1st Quarter Review

Add to Calendar 03/29/2019 8:00 am 03/29/2019 9:30 am Sales Mastery - 1st Quarter Review How are you doing with the goals you set for 2019? Attending this class will help you hold yourself accountable to a successful year. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

Sales Management & Leadership

Add to Calendar 03/29/2019 10:00 am 03/29/2019 11:30 am Sales Management & Leadership Topic: 1st Quarter Review 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY