West Hartford Events

To learn and understand the key points necessary to successfully navigate and execute the qualifying segments of the Sandler Sales Process.

Manager’s Responsibilities: Manager’s CookBook

Tracking, Recruiting – Turnover Worksheet

Sandler System Overview

To identify a reason, develop a habit and establish a procedure for getting Introductions. The result is a reduction of prospecting pressure and increase in effective use of time.

This program should help you to transition your Prospecting from Cold Calls to Referrals and Introductions - specifically using tools like LinkedIn.

Perhaps unique to Sandler’s selling system is the Up Front Contract, a tool that helps both the salesperson and prospective customer to get on the same path and work together to determine whether a sale/buy is possible or not. The basic philosophy behind the Up Front Contract is for the salesperson and prospect to define and agree upon a targeted outcome (if the sales call fits for both parties) at the start of the individual sales call. This is the second of the most powerful tools available to salespeople.

Topics: 
Recruiting: Turnover Worksheet; Job Functions Worksheet, Primary Function Identifiers, Hiring Funnel – Coaching – Up Front Contracts

A major factor in the success of Sandler’s approach to selling is PAIN, the emotional reason why people will take action or buy. PAIN is not a natural approach for salespeople to take. It requires learning and training to implement such change. This workshop helps the participants to develop an approach to uncovering PAIN.

Learn how to use each step in Sandler's Sales Process to move to the next step. Understand why this will strengthen your selling skills.

Since attitude is a major part of Sandler’s approach to selling, this workshop focuses on one of the biggest driving factor’s behind the headtrash that stops salespeople from executing more successful behaviors and techniques – self-esteem. Understanding I/R Theory – the differentiation between one’s self and one’s role – helps a salesperson to overcome behaviors not supportive of successful selling.

To help establish a discipline for Prospecting, considering the restrictions and changes we are facing in today’s business climate.

The program helps the participants to develop specific questions that will move the selling process along faster, easier and in a direction to come to a desirable outcome – a sale, a clear future or a disqualification, rather than a blind think it over that goes nowhere.

Topics:

Recruiting SEARCH Model, Screening Profile, Screening Process,

Understanding Major Weaknesses

How do you stack up against the 21 Core Competencies that make for a successful salesperson?

Many salespeople find themselves becoming far too engaged in the selling process while on the telephone with a prospective customer. This workshop is specifically focused on how to be most effective on the telephone in getting an appointment – the true goal of the phone call in the first place.

This workshop addresses the front-end of most selling initiatives, building rapport. It takes building rapport to yet another level – bonding, and teaches the participants how to do this quickly using non-verbal skills that go beyond the normal small talk that most salespeople rely upon.

This workshop is Sandler’s approach to Goal Setting – identifying dreams, converting them to goals and putting a tracking system in place to achieve higher goals in shorter periods of time.

Topics:

Recruiting: Interviewing, Using the Screening Profile to develop 

questions, Telephone interviewing; Face-to-Face Interviewing

Temperature check (are your salespeople using the process)

Salespeople constantly need to find new prospects. Rather than making cold calls, wouldn't you rather call someone who is expecting to hear from you? This program will help you to learn more about how to ask for referrals and get more introductions.