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Sandler 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 sessions available virtually for existing clients!

Guests are welcome to register and attend a Sales Mastery class complimentary.

April 2019

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Event Listings for April 2019

Foundations - Pain
Add to Calendar 04/02/2019 8:00 am 04/02/2019 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

When:
April 2nd, 2019
8:00 am - 10:00 am

Where:
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277


Understanding why people buy, and learn why they would buy from you. Learn and practice questioning and listening strategies.


Sales Mastery - Win / Win or Go for No - Covey Principle #4
Add to Calendar 04/05/2019 8:00 am 04/05/2019 9:30 am Sales Mastery - Win / Win or Go for No - Covey Principle #4 Going for No sounds like a fast track to sales suicide. Going for and getting a No can serve as a spring board for getting to Yes.

We will look at Stephen Covey's principle #4 and shake it up a bit and not go the usual route of ordinary sales people. It's time to create win/win situations.
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
dunnent@sandler.com MM/DD/YYYY

When:
April 5th, 2019
8:00 am - 9:30 am

Where:
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277


Going for No sounds like a fast track to sales suicide. Going for and getting a No can serve as a spring board for getting to Yes.

We will look at Stephen Covey's principle #4 and shake it up a bit and not go the usual route of ordinary sales people. It's time to create win/win situations.


Sales Management & Leadership
Add to Calendar 04/05/2019 10:00 am 04/05/2019 11:30 am Sales Management & Leadership Topic: How to better create your Sales Forecast. 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
dunnent@sandler.com MM/DD/YYYY

When:
April 5th, 2019
10:00 am - 11:30 am

Where:
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277


Topic: How to better create your Sales Forecast.


Foundations - Budget Step
Add to Calendar 04/09/2019 8:00 am 04/09/2019 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

When:
April 9th, 2019
8:00 am - 10:00 am

Where:
13925 Ballantyne Corp. Place, Suite 125
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.


Sales Mastery - How to use LinkedIn for Better Referral Introductions
Add to Calendar 04/12/2019 8:00 am 04/12/2019 9:30 am Sales Mastery - How to use LinkedIn for Better Referral Introductions How are you using Social Media to spread your influence and make connections?

Not sure this is important for you? If it is; it’s our topic for the week. How can you come prepared? Well, bring your top 10 opportunities with you, download the Sandler white paper book LinkedIn The Sandler Way at https://www.dunn.sandler.com/resources/sandler-books/linkedin-social-selling and spend some time reviewing it. Check out the blog "Leveraging LinkedIn During One-On-One Meetings" at https://www.dunn.sandler.com/blog/how-to-leverage-linkedin-to-generate-more-referrals

Bring your smartphone or tablet with you so we can navigate together and have a strategy to work through.
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
dunnent@sandler.com MM/DD/YYYY

When:
April 12th, 2019
8:00 am - 9:30 am

Where:
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277


How are you using Social Media to spread your influence and make connections?

Not sure this is important for you? If it is; it’s our topic for the week. How can you come prepared? Well, bring your top 10 opportunities with you, download the Sandler white paper book LinkedIn The Sandler Way at https://www.dunn.sandler.com/resources/sandler-books/linkedin-social-selling and spend some time reviewing it. Check out the blog "Leveraging LinkedIn During One-On-One Meetings" at https://www.dunn.sandler.com/blog/how-to-leverage-linkedin-to-generate-more-referrals

Bring your smartphone or tablet with you so we can navigate together and have a strategy to work through.


Foundations - Decision Step
Add to Calendar 04/16/2019 8:00 am 04/16/2019 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

When:
April 16th, 2019
8:00 am - 10:00 am

Where:
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277


Practice identifying your prospect's decision process and the participants in the process. Learn techniques to stage more targeted presentations


NO SALES MASTERY
Add to Calendar 04/19/2019 8:00 am 04/19/2019 9:30 am NO SALES MASTERY Office closed in observance of Good Friday. 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
dunnent@sandler.com MM/DD/YYYY

When:
April 19th, 2019
8:00 am - 9:30 am

Where:
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277


Office closed in observance of Good Friday.


NO FOUNDATIONS
Add to Calendar 04/23/2019 8:00 am 04/23/2019 10:00 am NO FOUNDATIONS Foundations will not meet. 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
dunnent@sandler.com MM/DD/YYYY

When:
April 23rd, 2019
8:00 am - 10:00 am

Where:
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277


Foundations will not meet.


Sales Mastery - How to Forecast Your Sales
Add to Calendar 04/26/2019 8:00 am 04/26/2019 9:30 am Sales Mastery - How to Forecast Your Sales Is your sales pipeline predictable and reliable? Do you know what is coming in the next 3 – 6 months? An accurate forecast is extremely important to your success. How is your process for deciding which leads are high probability verses low probability? This and more on the agenda.

Sandler Rule #41 There are no bad prospects – only bad salespeople.
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
dunnent@sandler.com MM/DD/YYYY

When:
April 26th, 2019
8:00 am - 9:30 am

Where:
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277


Is your sales pipeline predictable and reliable? Do you know what is coming in the next 3 – 6 months? An accurate forecast is extremely important to your success. How is your process for deciding which leads are high probability verses low probability? This and more on the agenda.

Sandler Rule #41 There are no bad prospects – only bad salespeople.


Sales Management & Leadership
Add to Calendar 04/26/2019 10:00 am 04/26/2019 11:30 am Sales Management & Leadership Topic: Is your comp plan driving the highest motivation? 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
dunnent@sandler.com MM/DD/YYYY

When:
April 26th, 2019
10:00 am - 11:30 am

Where:
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277


Topic: Is your comp plan driving the highest motivation?


Foundations - Fulfillment / Post Sell
Add to Calendar 04/30/2019 8:00 am 04/30/2019 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

When:
April 30th, 2019
8:00 am - 10:00 am

Where:
13925 Ballantyne Corp. Place, Suite 125
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.