West Hartford Events

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

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

Learn what factors are both important and necessary to successfully manage an account in an ongoing business relationship – and develop, implement and support specific strategies to maintain and grow an account.

Learn how to uncover your prospect’s agenda (Up-Front Contract). Since uncovering pain is not a natural skill and has proven to be difficult to get a prospect to open up and reveal his or her pain, using the Up-Front Contract will move the sales process ...

This workshop takes highlights from Sandler’s systematic approach to selling and shows the participants what they can do to quickly engage and start using pieces of the selling system even if they are not yet as strong a practitioner of the complete method ...

To help establish a discipline for Prospecting, considering the changes we continue to face in today’s business climate.

Topics: Leadership Roles – Training & Mentoring Briefing & De-Briefing Sales Calls

These are the two most overlooked steps in the Sales Cycle. Learn what the Decision Step "really" is and is meant to accomplish; and learn how and when to use the Post-Sell to reduce back-outs and cancellations.

David Sandler did a survey of successful business people and identified 10 criteria for success in sales. This workshop presents and defines these 10 items that can enhance a salesperson’s growth in his or her chosen career.

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 ...

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 ...

Broken records are defined as beliefs that salespeople have that are not supportive to successful selling. Most of these non-supportive beliefs have been developed over years of time, in situations that were not related to selling behaviors and are ...

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

Learn how to uncover your prospect’s agenda (Up-Front Contract). Since uncovering pain is not a natural skill and has proven to be difficult to get a prospect to open up and reveal his or her pain, using the Up-Front Contract will move the sales process ...

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.

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

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.

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

If you know Sandler’s Sales Process, you already know these tools. Come see how to become a better practitioner of them.