West Hartford Events

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.

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 along into the Pain Step.

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.