Sales Mastery Foundations #8: Prospecting Behavior

Add to Calendar 03/02/2021 9:00 am 03/02/2021 11:00 am Sales Mastery Foundations #8: Prospecting Behavior This is the Foundations series conducted over Two Days and is where people new to Sandler Training learn the Sandler Selling System. It covers the Selling System and the basic tools used to successfully execute it. The Foundations program is separate from the new Sales Mastery materials and is available for purchase. New and Improved, even the Sandler Submarine is redesigned for the changes in today’s selling world. Ask about repeating this series in order to better apply the content! Scottsdale: The Sandler Training Center 8901 E. Pima Center Pkwy #150 Scottsdale, AZ. 85258 renee.ferguson@sandler.com MM/DD/YYYY

Sales Mastery: Stealth Selling

Add to Calendar 03/03/2021 9:00 am 03/03/2021 10:30 am Sales Mastery: Stealth Selling When traditional selling approaches force you to comply with the prospect’s desire to learn all that they can without having to make any kind of commitment, it is up to you to change that flow. Using the power of Negative Reverse Selling often gets prospects moving in the right direction. This is one of the most powerful Sandler techniques. Yet if you use it as a weapon, it will not provide you with the outcome you expect. Learn to better apply it here so that it’s natural to you Scottsdale: The Sandler Training Center 8901 E. Pima Center Pkwy #150 Scottsdale, AZ. 85258 renee.ferguson@sandler.com MM/DD/YYYY

Sales Mastery: Pain-Fear-Gain-The Reason's They Buy

Add to Calendar 03/05/2021 9:00 am 03/05/2021 10:30 am Sales Mastery: Pain-Fear-Gain-The Reason's They Buy The Funnel Scottsdale: The Sandler Training Center 8901 E. Pima Center Pkwy #150 Scottsdale, AZ. 85258 renee.ferguson@sandler.com MM/DD/YYYY

Sales Mastery Boot Camp

Add to Calendar 03/08/2021 8:30 am 03/09/2021 4:30 am Sales Mastery Boot Camp This is the Foundations series conducted over Two Days and is where people new to Sandler Training learn the Sandler Selling System. It covers the Selling System and the basic tools used to successfully execute it. The Foundations program is separate from the new Sales Mastery materials and is available for purchase. New and Improved, even the Sandler Submarine is redesigned for the changes in today’s selling world. Ask about repeating this series in order to better apply the content! Scottsdale: The Sandler Training Center 8901 E. Pima Center Pkwy #150 Scottsdale, AZ. 85258 renee.ferguson@sandler.com MM/DD/YYYY

Sales Mastery: Up Front Contract Application

Add to Calendar 03/10/2021 9:00 am 03/10/2021 10:30 am Sales Mastery: Up Front Contract Application Yes, the concept is used to lay the groundwork for a meeting or conversation. It is also used each time you move through the submarine. Giving the prospect permission to say “no” is powerful. Better still, is a clearly defined “yes.” Does your prospect know exactly what they are agreeing to? Probably not, so let’s make sure that “Mutual Mystification” is not happening. Scottsdale: The Sandler Training Center 8901 E. Pima Center Pkwy #150 Scottsdale, AZ. 85258 renee.ferguson@sandler.com MM/DD/YYYY

No Classes: Spring Break

Add to Calendar 03/12/2021 8:00 am 03/21/2021 5:00 pm No Classes: Spring Break n/a n/a renee.ferguson@sandler.com MM/DD/YYYY

Strategic Management

Add to Calendar 03/23/2021 2:00 pm 03/23/2021 5:00 pm Strategic Management How Do I Motivate MY Team? You believe your people could be selling more. Your people seem quite satisfied, comfortable, whatever you may call it. Where do you find that magic pill that gets your people to grow revenue and additional 20-30% in the next 60 days? Want the answers? Scottsdale: The Sandler Training Center 8901 E. Pima Center Pkwy #150 Scottsdale, AZ. 85258 renee.ferguson@sandler.com MM/DD/YYYY

Sales Mastery: Developing your Questioning Strategies

Add to Calendar 03/24/2021 9:00 am 03/24/2021 10:30 am Sales Mastery: Developing your Questioning Strategies Are you searching for the questions that better uncover Pain? Is it difficult to go deeper in the Pain Funnel because you don’t know what to ask? Learn how to ask the right questions that get your prospects to open up, share their problems and then ask for your help in a timely manner. Scottsdale: The Sandler Training Center 8901 E. Pima Center Pkwy #150 Scottsdale, AZ. 85258 renee.ferguson@sandler.com MM/DD/YYYY

Sandler Client Summit

Add to Calendar 03/25/2021 6:30 am 03/25/2021 12:30 pm Sandler Client Summit The 2021 Sandler Summit, the largest gathering of Sales Professionals this year, was cancelled due to COVID-19. Instead of paying $4,000 to $8,000 to attend in person, we are streaming it to you on March 25th at no cost to you. Dave Mattson, Bill Bartlett, John Rosso, Glenn Mattson, and Jody Williamson have been my mentors for two decades. They are all speaking at this event. We will also be streaming the Summit at the Training Center here in Scottsdale. If you would like to be a part of the event here, please let me know. Those seats are limited. Broadcast Live in our Training Room Scottsdale: The Sandler Training Center 8901 E. Pima Center Pkwy #150 Scottsdale, AZ. 85258 renee.ferguson@sandler.com MM/DD/YYYY

Sales Mastery: Role Play the Tough Spots in your Sales Calls

Add to Calendar 03/26/2021 8:00 am 03/26/2021 10:30 am Sales Mastery: Role Play the Tough Spots in your Sales Calls Run the difficult parts of your sales calls in front of your peers and we will all learn something. Where do you skip the part where the prospect gets to select the outcome…continue or abort? Are you leaving anything else out? Setting the initial Up-Front Contract sets the stage and the outcome for the entire meeting. How effective are you at doing that? Scottsdale: The Sandler Training Center 8901 E. Pima Center Pkwy #150 Scottsdale, AZ. 85258 renee.ferguson@sandler.com MM/DD/YYYY

Sales Mastery: Disecting the Budget Step

Add to Calendar 03/31/2021 9:00 am 03/31/2021 10:30 am Sales Mastery: Disecting the Budget Step Of all the steps of the selling system, salespeople will speed through a yellow light here more than any other step. Your own beliefs impact the effectiveness of this compartment. Getting your prospect to agree on a budget and getting them to share the amount they are willing to spend is a selling skill. This workshop should be well attended as it is the one step where most salespeople come up short, when it could be your best friend, if it is executed properly. Scottsdale: The Sandler Training Center 8901 E. Pima Center Pkwy #150 Scottsdale, AZ. 85258 renee.ferguson@sandler.com MM/DD/YYYY