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

QuickStart 2: Gaining Agreement

Add to Calendar 08/04/2021 1:00 pm 08/04/2021 4:00 pm QuickStart 2: Gaining Agreement 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

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

QuickStart 4: Closing the Deal

Add to Calendar 08/11/2021 1:00 pm 08/11/2021 4:00 pm QuickStart 4: Closing the Deal Decisions, Decisions... Do you really know how to find out your prospect's decision-making process? In this session, we will teach you the critical elements of identifying the true decision-makers - which includes a whole cast of characters that have influence and authority in the DMP - Decision Making Process. Live via Zoom & In-Person 6626 East 75th Street, #150 Indianapolis, IN 46250 katie.roberts@sandler.com MM/DD/YYYY America/New_York

Immersion - Questioning Strategies

Add to Calendar 08/16/2021 8:00 am 08/16/2021 9:30 am Immersion - Questioning Strategies 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

Immersion - Uncovering the Prospect's Budget

Add to Calendar 08/23/2021 8:00 am 08/23/2021 9:30 am Immersion - Uncovering the Prospect's Budget SHOW ME THE MONEY. That critical, yet frequently mishandled step. In this session, we'll teach you the Sandler Way to talk about investment issues early on in the sales process - and why this is a must. The Monkey's Paw... The Bottom Line? We show you both, and our step by step method to uncover your prospect's budget, and to ensure your prospect is willing (and able) to invest the time, money and resources required to alleviate the pain that has been revealed... Live via Zoom & In-Person 6626 East 75th Street, #150 Indianapolis, IN 46250 katie.roberts@sandler.com MM/DD/YYYY America/New_York

Immersion - Identifying the Prospect's Decision-Making Process

Add to Calendar 08/30/2021 8:00 am 08/30/2021 9:30 am Immersion - Identifying the Prospect's Decision-Making Process Decisions, Decisions... Do you really know how to find out your prospect's decision-making process? In this session, we will teach you the critical elements of identifying the true decision-makers - which includes a whole cast of characters that have influence and authority in the DMP - Decision Making Process. Live via Zoom & In-Person 6626 East 75th Street, #150 Indianapolis, IN 46250 katie.roberts@sandler.com MM/DD/YYYY America/New_York