West Hartford Events

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

How many times have you made a great presentation, and your prospect liked it and learned from it - but you didn't get the business. You didn't want to be pushy in closing, so you thought the prospect would come around to buying from you. This program will ...

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 ...

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

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 ...

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.

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

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.

Topics: Managing Organizational Change Success Triangle Matrix

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

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: Managing Work Relationships: Conflict Management I/R Theory, Transactional Analysis

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.