Immersion - Identifying the Reasons for Doing Business

Add to Calendar 08/09/2021 8:00 am 08/09/2021 9:30 am Immersion - Identifying the Reasons for Doing Business 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

QuickStart 3: Effective Qualification

Add to Calendar 08/09/2021 1:00 pm 08/09/2021 4:00 pm QuickStart 3: Effective Qualification We all know it. We need questions in our sales process. But it's HOW you ask your questions that makes the difference. This session, we'll teach you the methods and processes you need to know to ask questions about the non-traditional and highly effective Sandler Way. Get ready to get very, very curious - the quality of your questioning strategies is an important key to uncovering the information you need to decide whether its a GO or NO-GO and is essential to you being efficient and successful in sales. Live via Zoom & In-Person 6626 East 75th Street, #150 Indianapolis, IN 46250 katie.roberts@sandler.com MM/DD/YYYY America/New_York