West Hartford Events

To help you align with, or adjust to, the Beliefs, Behaviors and Approaches necessary to succeed in the current business climate.

A strong Pain Step is key to delivering effective Money and Decision Steps. Learn how to use the findings from each qualifying step to introduce the next step in the sales process.

It’s been said that Sandler’s approach to sales doesn’t have a step called, “The Close.” Perhaps, it’s because you don’t need a formal close – as most salespeople believe. In learning and using Sandler’s systematic methodology, you will always be closing ...

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.