West Hartford Events

Have an opportunity to role play the situations that have stumped you in the past.

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 ...

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 ...

Topics: Recruiting: Interviewing, Using the Screening Profile to develop questions, Telephone interviewing; Face-to-Face Interviewing Temperature check (are your salespeople using the process)

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 ...

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 ...

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

Topics: The Hiring Process: Best Practices, Understanding Your People, Transactional Analysis (PAC), Crucial Elements for Success, Special Skill Sets On-Boarding Workbook

How do you stack up against the 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 ...

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 ...

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.

Topics: Leadership Roles: Supervising and Coaching Sales CookBook – Goals/Behaviors

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.