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.
March 2019
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Event Listings for March 2019
Sales Mastery - Part 2: Better Listening Steps: Ethos, Pathos, and Logos
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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
8:00 am - 9:30 am
Charlotte, NC 28277
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
Foundations - Systematic Selling
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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
8:00 am - 10:00 am
Charlotte, NC 28277
Review buyer systems, traditional selling systems, the Sandler System, and how to eliminate buyer control. Set your quarterly goals.
Sales Mastery: Behavior - Your Key to Success
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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
8:00 am - 9:30 am
Charlotte, NC 28277
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
Sales Management & Leadership
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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
10:00 am - 11:30 am
Charlotte, NC 28277
Territory Management / KARE
Foundations - I/R and Prospecting
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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
8:00 am - 10:00 am
Charlotte, NC 28277
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.
Sales Mastery - Presentation Maximizer
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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
8:00 am - 9:30 am
Charlotte, NC 28277
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?
Foundations - Bonding & Rapport
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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
8:00 am - 10:00 am
Charlotte, NC 28277
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.
Sales Mastery - How to Add Accountability to the Sub
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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
8:00 am - 9:30 am
Charlotte, NC 28277
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.
Foundations - Upfront Contract
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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
8:00 am - 10:00 am
Charlotte, NC 28277
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.
Sales Mastery - 1st Quarter Review
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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
8:00 am - 9:30 am
Charlotte, NC 28277
How are you doing with the goals you set for 2019? Attending this class will help you hold yourself accountable to a successful year.
Sales Management & Leadership
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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
10:00 am - 11:30 am
Charlotte, NC 28277
Topic: 1st Quarter Review