Immersion - Elements and Terms of an Up-Front Contract

Add to Calendar 08/02/2021 8:00 am 08/02/2021 9:30 am Immersion - Elements and Terms of an Up-Front Contract Mutual Mystification. It's common in the traditional sales process. But if you want to sell the Sandler Way, you must understand the importance of creating mutual agreements "up-front". Learning the elements and terms of an Up-Front Contract, and then practicing the techniques presented in this session will produce clarity for both you and your prospect, solidifying what will happen and the ultimate outcome of every interaction. Live via Zoom & In-Person 6626 East 75th Street, #150 Indianapolis, IN 46250 katie.roberts@sandler.com MM/DD/YYYY America/New_York

QuickStart 1: Reading the Situation

Add to Calendar 08/02/2021 1:00 pm 08/02/2021 4:30 pm QuickStart 1: Reading the Situation 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 Live via Zoom & In-Person 6626 East 75th Street, #150 Indianapolis, IN 46250 katie.roberts@sandler.com MM/DD/YYYY America/New_York