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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.

June 2019

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Event Listings for June 2019


Foundations - Pain
Add to Calendar 06/04/2019 8:00 am 06/04/2019 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:
June 4th, 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
Add to Calendar 06/07/2019 8:00 am 06/07/2019 9:30 am Sales Mastery Advanced Sandler workshop. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

When:
June 7th, 2019
8:00 am - 9:30 am

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


Advanced Sandler workshop.


Sales Management & Leadership
Add to Calendar 06/07/2019 10:00 am 06/07/2019 11:30 am Sales Management & Leadership Topic: From the book 'Winning from Falling' by Josh Seibert - Part 2: What is Development? 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

When:
June 7th, 2019
10:00 am - 11:30 am

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


Topic: From the book 'Winning from Falling' by Josh Seibert - Part 2: What is Development?


Foundations - Budget Step
Add to Calendar 06/11/2019 8:00 am 06/11/2019 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 bgwgs@sandler.com MM/DD/YYYY

When:
June 11th, 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 - Pain
Add to Calendar 06/14/2019 8:00 am 06/14/2019 9:30 am Sales Mastery - Pain Are you good at getting Pain without being one? What is it that really motivates people to buy? On a sales call, are you really having a conversation around those issues or are you getting trapped by feature and benefit selling, which leads to an intellectual response? How well are you ''owning'' the techniques to get pain/gain? This and more on the agenda. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

When:
June 14th, 2019
8:00 am - 9:30 am

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


Are you good at getting Pain without being one? What is it that really motivates people to buy? On a sales call, are you really having a conversation around those issues or are you getting trapped by feature and benefit selling, which leads to an intellectual response? How well are you ''owning'' the techniques to get pain/gain?

This and more on the agenda.


Leadership for Organizational Excellence
Add to Calendar 06/14/2019 10:00 am 06/14/2019 1:00 pm Leadership for Organizational Excellence Designed for managers and executives. Includes lunch and the book, The Road to Excellence by Dave Mattson. $49 per person. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

When:
June 14th, 2019
10:00 am - 1:00 pm

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


Designed for managers and executives.
Includes lunch and the book, The Road to Excellence by Dave Mattson.
$49 per person.


Foundations - Decision Step
Add to Calendar 06/18/2019 8:00 am 06/18/2019 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:
June 18th, 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.


Sales Mastery - Questioning Strategies
Add to Calendar 06/21/2019 8:00 am 06/21/2019 9:30 am Sales Mastery - Questioning Strategies Want to remain in control of the sales process? How is your technique? What about tonality? Are you asking good smart questions? Answering these questions and more are on the agenda. Be prepared to role play and learn how to shorten your sales cycle. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

When:
June 21st, 2019
8:00 am - 9:30 am

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


Want to remain in control of the sales process? How is your technique? What about tonality? Are you asking good smart questions?

Answering these questions and more are on the agenda. Be prepared to role play and learn how to shorten your sales cycle.


Foundations - Fulfillment / Post Sell
Add to Calendar 06/25/2019 8:00 am 06/25/2019 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:
June 25th, 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.


Sales Mastery - 2nd Quarter Review
Add to Calendar 06/28/2019 8:00 am 06/28/2019 9:30 am Sales Mastery - 2nd Quarter Review As we approach the half-way point for 2019, how are you doing with the goals you set for yourself? 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

When:
June 28th, 2019
8:00 am - 9:30 am

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


As we approach the half-way point for 2019, how are you doing with the goals you set for yourself? Attending this class will help you hold yourself accountable to a successful year.


Sales Management & Leadership
Add to Calendar 06/28/2019 10:00 am 06/28/2019 11:30 am Sales Management & Leadership Topic: From the book 'Winning from Falling' by Josh Seibert - Part 3: The Critical Distinction 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

When:
June 28th, 2019
10:00 am - 11:30 am

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


Topic: From the book 'Winning from Falling' by Josh Seibert - Part 3: The Critical Distinction