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Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
March 1st, 2019
8:00 am - 9:30 am
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
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
March 5th, 2019
8:00 am - 10:00 am
Review buyer systems, traditional selling systems, the Sandler System, and how to eliminate buyer control. Set your quarterly goals.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
March 8th, 2019
8:00 am - 9:30 am
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
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
March 8th, 2019
10:00 am - 11:30 am
Territory Management / KARE
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
March 12th, 2019
8:00 am - 10:00 am
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.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
March 15th, 2019
8:00 am - 9:30 am
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?
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
March 19th, 2019
8:00 am - 10:00 am
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.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
March 22nd, 2019
8:00 am - 9:30 am
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.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
March 26th, 2019
8:00 am - 10:00 am
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.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
March 29th, 2019
8:00 am - 9:30 am
How are you doing with the goals you set for 2019? Attending this class will help you hold yourself accountable to a successful year.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
March 29th, 2019
10:00 am - 11:30 am
Topic: 1st Quarter Review