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Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
April 2nd, 2019
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
April 5th, 2019
8:00 am - 9:30 am
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.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
April 5th, 2019
10:00 am - 11:30 am
Topic: How to better create your Sales Forecast.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
April 9th, 2019
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
April 12th, 2019
8:00 am - 9:30 am
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.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
April 16th, 2019
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
April 19th, 2019
8:00 am - 9:30 am
Office closed in observance of Good Friday.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
April 23rd, 2019
8:00 am - 10:00 am
Foundations will not meet.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
April 26th, 2019
8:00 am - 9:30 am
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.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
April 26th, 2019
10:00 am - 11:30 am
Topic: Is your comp plan driving the highest motivation?
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
April 30th, 2019
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.