Sandler Training Calendar

Event Listings for June 7th, 2021

Immersion - Identifying the Reasons for Doing Business - Download event to Outlook

Location: Live via Zoom
&
In-Person
6626 East 75th Street, #150
Indianapolis, IN 46250
June 7th, 2021
8:00 am - 9:30 am

That's right. Contrary to most of what you may have learned in traditional sales, you have to uncover the pain as the very first step in qualifying a prospect.

There are two things that motivate a prospect to buy from you: Pain... and Pleasure. In this session, you will learn to become a heat-seeking missile targeted for the Pain - the compelling emotional reason (or reasons) to do business with you. This is the single most important mission of a sales professional.

"When people make decisions, they are either moving toward pleasure or away from pain. People make decisions intellectually, but they buy emotionally."
~ David H. Sandler

QuickStart 1: Reading the Situation - Download event to Outlook

Location: Live via Zoom
&
In-Person
6626 East 75th Street, #150
Indianapolis, IN 46250
June 7th, 2021
1:00 pm - 4:30 pm

In this lesson, you will learn the difference between the Prospect’s System, the Traditional Sales System, and the Sandler Selling System® methodology, and the value of using a professional selling system that allows both the prospect and the sales person to get their needs met.

David Sandler tells the story in his book, You Can’t Teach a Kid to Ride a Bike at a Seminar, of how he discovered early in his failing sales career that prospects had his number. They knew the traditional salesperson’s process before he even opened his mouth. Not only that, they had already developed a system to defend against it. He had already lost the battle before it began.

The agenda from the prospect was usually trying to gather as much information as possible while giving little, negotiating the best price and terms, play their cards close to their vest, and conserving time. That didn’t work very well for Sandler, and it probably doesn’t work very well for you, either. He decided he needed a new selling system.