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November 2019

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Event Listings for November 6th, 2019

Foundations
Add to Calendar 11/06/2019 8:30 am 11/06/2019 10:30 am Foundations WEEK 5: IDENTIFY THE REASONS FOR DOING BUSINESS (PAIN) People respond to two main stimuli: pain and pleasure. Of the two motivations, we know avoiding pain is the more powerful. You will learn special questioning techniques to identify a prospect’s needs and/or problems, known as the prospect’s “Pain.” You will learn: • How to qualify prospects. • The process for discovering the prospect’s Pain. • Elements of Pain. The Pain Funnel technique. Pre-work Assignment: https://learn.sandler.com/mod/lesson/view.php?id=34375 Post-work Audio: https://learn.sandler.com/mod/folder/view.php?id=949 (Track SF04) Attachments: https://learn.sandler.com/mod/folder/view.php?id=950 (Chapter 4) Sandler Training San Antonio 16414 San Pedro Suite 150 San Antonio, TX 78232 (210)301-0134 asalinas@sandler.com laura.wolf@sandler.com MM/DD/YYYY

When:
November 6th, 2019
8:30 am - 10:30 am

Where:
Sandler Training San Antonio
16414 San Pedro
Suite 150
San Antonio, TX 78232
(210)301-0134
asalinas@sandler.com


WEEK 5:

IDENTIFY THE REASONS FOR DOING BUSINESS (PAIN)

People respond to two main stimuli: pain and pleasure. Of the two motivations, we know
avoiding pain is the more powerful. You will learn special questioning techniques to identify a
prospect’s needs and/or problems, known as the prospect’s “Pain.” You will learn:

• How to qualify prospects.
• The process for discovering the prospect’s Pain.
• Elements of Pain.
The Pain Funnel technique.

Pre-work Assignment: https://learn.sandler.com/mod/lesson/view.php?id=34375

Post-work Audio: https://learn.sandler.com/mod/folder/view.php?id=949 (Track SF04)

Attachments: https://learn.sandler.com/mod/folder/view.php?id=950 (Chapter 4)