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.

Facilitating Account Management: Growth Strategies

Coaching The Money Step & Decision Process

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 that goes nowhere.

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.

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.

Topics:

Facilitating Account Management: The Proposal Process

Coaching The Post-Sell Step

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.

Topics:

Maximizing Personal Performance: Time Management & Delegation

Prospecting for New Business