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Location: Sandler Training Trustpointe
317-845-0041
June 4th, 2021
7:30 am - 9:00 am
EVERY FRIDAY MORNING AT TRUSTPOINTE!
Please call our Training Center at 317-845-0041 for more information on joining best-in-class sales professionals from our Sales Mastery Program each Friday.
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
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.
Location: Live via Zoom
&
In-Person
6626 East 75th Street, #150
Indianapolis, IN 46250
June 9th, 2021
1:00 pm - 4:00 pm
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.
Location: Sandler Training Trustpointe
317-845-0041
June 11th, 2021
7:30 am - 9:00 am
EVERY FRIDAY MORNING AT TRUSTPOINTE!
Please call our Training Center at 317-845-0041 for more information on joining best-in-class sales professionals from our Sales Mastery Program each Friday.
Location: Live via Zoom
&
In-Person
6626 East 75th Street, #150
Indianapolis, IN 46250
June 14th, 2021
8:00 am - 9:30 am
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.
Location: Live via Zoom
&
In-Person
6626 East 75th Street, #150
Indianapolis, IN 46250
June 14th, 2021
1:00 pm - 4:00 pm
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.
Location: Live via Zoom
&
In-Person
6626 East 75th Street, #150
Indianapolis, IN 46250
June 16th, 2021
1:00 pm - 4:00 pm
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.
Location: Sandler Training Trustpointe
317-845-0041
June 18th, 2021
7:30 am - 9:00 am
EVERY FRIDAY MORNING AT TRUSTPOINTE!
Please call our Training Center at 317-845-0041 for more information on joining best-in-class sales professionals from our Sales Mastery Program each Friday.
Location: Live via Zoom
&
In-Person
6626 East 75th Street, #150
Indianapolis, IN 46250
June 21st, 2021
8:00 am - 9:30 am
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...
Location: Sandler Training Trustpointe
317-845-0041
June 25th, 2021
7:30 am - 9:00 am
EVERY FRIDAY MORNING AT TRUSTPOINTE!
Please call our Training Center at 317-845-0041 for more information on joining best-in-class sales professionals from our Sales Mastery Program each Friday.
Location: Live via Zoom
&
In-Person
6626 East 75th Street, #150
Indianapolis, IN 46250
June 28th, 2021
8:00 am - 9:30 am
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.