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:

Recruiting: Interviewing, Using the Screening Profile to develop 

questions, Telephone interviewing; Face-to-Face Interviewing

Temperature check (are your salespeople using the process)

Salespeople constantly need to find new prospects. Rather than making cold calls, wouldn't you rather call someone who is expecting to hear from you? This program will help you to learn more about how to ask for referrals and get more introductions.

Reversing is the skill of asking questions, even in the face of questions from the prospect. Similar to PAIN, Reversing is not a natural skill, but rather a learned one. It’s not just necessary to learn the tactical skill. This workshop will also help the participants to understand how, why and where Reversing fits into the selling process to be most effective in uncovering the truth, details and “real” scope of the situation. Reversing is one of the two most powerful tools that salespeople can have to enhance their sales results.

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 identifiable by habits that repeat themselves consistently and don’t yield the desired sales results. This workshop teaches the participants a process for overcoming these broken records and replacing them with supportive selling attitudes and behaviors.

The Hiring Process: Best Practices, Understanding Your People,

Transactional Analysis (PAC), Crucial Elements for Success, Special Skill Sets,

On-Boarding Workbook

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 by letting your Prospect close for you.

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

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 along into the Pain Step.

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 methodology.

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.