West Hartford Events

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.

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 and following the questioning process of the Pain Funnel to enhance the prospect's emotional awareness.

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.

To identify closing opportunities and reduce the pressure of having to close.

Maximizing Personal Performance: Time Management & Delegation

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

Learn an approach to categorize and manage existing clients, prospects and even former clients.

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.