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Location: Sandler Training San Antonio
16414 San Pedro
Suite 150
San Antonio, TX 78232
(210)301-0134
asalinas@sandler.com
September 3rd, 2019
8:30 am - 10:30 am
ENHANCING ATTITUDES, BEHAVIORS AND TECHNIQUES
“Overwhelming and powerful technique to self-coach and motivate yourself.”
You will learn that some prior beliefs, judgments and actions can sabotage your sales. An attitude and/or behavior adjustment might be the ticket to improving your sales outcome. You will learn:
• The Law of Compounding and how it works.
• Evaluating the 27 critical factors that create or diminish your effectiveness.
• Self-coach your own Attitude, Behavior and Technique.
Audio: https://learn.sandler.com/mod/folder/view.php?id=1039 (SM09)
Tools: https://learn.sandler.com/mod/folder/view.php?id=941 (9-1, 9-2, 9-3)
Video: https://learn.sandler.com/mod/lesson/view.php?id=252
Location: Sandler Training San Antonio
16414 San Pedro
Suite 150
San Antonio, TX 78232
(210)301-0134
asalinas@sandler.com
September 4th, 2019
8:30 am - 10:30 am
UNCOVERING THE PROSPECT’S BUDGET
Your ability to deal successfully with the prospect’s money issues has more to do with your own
feelings and attitudes about money than with any specific strategy or technique. You will learn
how to overcome money messages from your childhood and specific questioning techniques to
use to uncover the prospect’s budget. You will learn:
• How to identify if money is available.
• How to identify if the prospect is willing to invest.
• How to identify if the prospect is able to invest.
• How to overcome conceptual roadblocks.
• How to use seven powerful money techniques.
Pre-work Assignment: https://learn.sandler.com/mod/lesson/view.php?id=34377
Post-work Audio: https://learn.sandler.com/mod/folder/view.php?id=949 (Track SF06)
Attachments: https://learn.sandler.com/mod/folder/view.php?id=950 (Chapter 6)
Location: Sandler Training Center
16414 San Pedro
Suite 150
San Antonio, TX 78232
September 6th, 2019
8:30 am - 10:30 am
LEARN A NEW WAY OF SELLING THAT PUTS THE SALESPERSON IN CONTROL OF THE SALES PROCESS
Location: Sandler Training San Antonio
16414 San Pedro
Suite 150
San Antonio, TX 78232
(210)301-0134
asalinas@sandler.com
September 10th, 2019
8:30 am - 10:30 am
APPLYING TRANSACTIONAL ANALYSIS (TA): THE PSYCHOLOGY BEHIND THE SALE
“A life changing experience giving insight to both you and those around you . . . it will change how you communicate forever.”
Clients tell us that these incredible sessions are the most powerful techniques they have ever learned because it changes them and answers questions they’ve always had about themselves and those around them. Participants will learn in these sessions about their scripted ego state behavior, how it is acquired, which ego state behaviors are appropriate for every situation and how to make necessary changes. You will learn:
• Your four ego states and how they affect everything you do.
• See your challenges in a different light.
• Isolate those challenges and focus on them.
• Use the knowledge you already have
• How to identify your most productive behavior and use it constantly.
Audio: https://learn.sandler.com/mod/folder/view.php?id=1039 (SM14)
Tools: https://learn.sandler.com/mod/folder/view.php?id=941 (14-1)
Video: https://learn.sandler.com/mod/lesson/view.php?id=255
Location: Sandler Training San Antonio
16414 San Pedro
Suite 150
San Antonio, TX 78232
(210)301-0134
asalinas@sandler.com
September 11th, 2019
8:30 am - 10:30 am
IDENTIFYING THE PROSPECT’S DECISION MAKING PROCESS
The objective of this session is to identify the prospect’s Decision Making Process and determine
follow-up actions once critical information about the prospect has been gathered and a complete
knowledge of your product or services has been skillfully matched. You will learn:
• The six elements of the Decision Making Process.
• How the decision process differs from companies and individuals.
• How to avoid deal breakers.
• How to disqualify a prospect.
• How to qualify a prospect.
Pre-work Assignment: https://learn.sandler.com/mod/lesson/view.php?id=34378
Post-work Audio: https://learn.sandler.com/mod/folder/view.php?id=949 (Track SF07)
Attachments: https://learn.sandler.com/mod/folder/view.php?id=950 (Chapter 7)
Location: Sandler Training San Antonio
16414 San Pedro
Suite 150
San Antonio, TX 78232
(210)301-0134
asalinas@sandler.com
September 17th, 2019
8:30 am - 10:30 am
APPLYING TRANSACTIONAL ANALYSIS (TA): THE PSYCHOLOGY BEHIND THE SALE )
“A life changing experience giving insight to both you and those around you . . . it will change how you communicate forever.”
Clients tell us that these incredible sessions are the most powerful techniques they have ever learned because it changes them and answers questions they’ve always had about themselves and those around them. Participants will learn in these sessions about their scripted ego state behavior, how it is acquired, which ego state behaviors are appropriate for every situation and how to make necessary changes. You will learn:
• Your four ego states and how they affect everything you do.
• See your challenges in a different light.
• Isolate those challenges and focus on them.
• Use the knowledge you already have
• How to identify your most productive behavior and use it constantly.
Audio: https://learn.sandler.com/mod/folder/view.php?id=1039 (SM14)
Tools: https://learn.sandler.com/mod/folder/view.php?id=941 (14-1)
Video: https://learn.sandler.com/mod/lesson/view.php?id=255
Location: Sandler Training San Antonio
16414 San Pedro
Suite 150
San Antonio, TX 78232
(210)301-0134
asalinas@sandler.com
September 18th, 2019
8:30 am - 10:30 am
CLOSING THE SALE
You will learn how to increase your closings. You will learn how to perform the powerfully
effective Fulfillment and Post-Sell Steps in order to Close a Sale so that you do not waste your
time and money. You will learn:
• The four elements of the Fulfillment Step.
• How to perform the two elements of the Post-Sell Step.
• How to establish an Up-Front Contract for what happens next.
• How to obtain future business and referrals.
Pre-work Assignment: https://learn.sandler.com/mod/lesson/view.php?id=34379
Post-work Audio: https://learn.sandler.com/mod/folder/view.php?id=949 (Track SF08)
Attachments: https://learn.sandler.com/mod/folder/view.php?id=950 (Chapter 8)
Location: 12500 San Pedro Avenue
3rd Floor Conference Room
San Antonio, TX 78216
Contact: Angel Salinas
(210)365-5746
asalinas@sandler.com
September 20th, 2019
8:30 am - 11:00 am
IMPROVING SALES TEAM PERFORMANCE: Providing Field Support
(120 min)
“Provding a process for Field Support to salespeople.”
The manager will learn a five step process for helping salespeople improve their performance when working with them in the field. Identify the reasons, objectives, and a process for providing field support. You will learn:
Preplan session.
Debrief sessions.
Setting goals and objectives.
Manager´s role in field work.
https://learn.sandler.com/mod/lesson/view.php?id=266
https://learn.sandler.com/mod/folder/view.php?id=2938 (Imp. Sales Team Performance-11)
Location: Sandler Training San Antonio
16414 San Pedro
Suite 150
San Antonio, TX 78232
(210)301-0134
asalinas@sandler.com
September 24th, 2019
8:30 am - 10:30 am
SETTING GOALS
“Learn how to create the future.”
Participants learn how to identify their personal life goals, determine what they need to do from a business perspective to achieve those goals and make a plan to track their progress and fine- tune the plan. You will learn:
• How to set goals in the 4 most important areas of your life.
• How to align the 4 energy sources inside yourself in order to set achievable goals.
• How to develop a business plan to meet your goals.
• A method to analyze and adjust your goals to match your business plan.
Audio: https://learn.sandler.com/mod/folder/view.php?id=1039 (SM15)
Tools: https://learn.sandler.com/mod/folder/view.php?id=941 (15-1, 15,2, 15-3, 15-4, 15-5)
Video: https://learn.sandler.com/mod/lesson/view.php?id=258
Location: Sandler Training San Antonio
16414 San Pedro
Suite 150
San Antonio, TX 78232
(210)301-0134
asalinas@sandler.com
September 25th, 2019
8:30 am - 10:30 am
ENHANCING ATTITUDES, BEHAVIORS AND TECHNIQUES
You will learn that some prior beliefs, judgments and actions can sabotage your sales. An
attitude and/or behavior adjustment might be the ticket to improving your sales outcome. You
will learn:
• The Law of Compounding and how it works.
• Evaluating the 27 critical factors that create or diminish your effectiveness.
• Self-coach your own Attitude, Behavior and Technique.
Pre-work Assignment: https://learn.sandler.com/mod/lesson/view.php?id=34380
Post-work Audio: https://learn.sandler.com/mod/folder/view.php?id=949 (Track SF09)
Attachments: https://learn.sandler.com/mod/folder/view.php?id=950 (Chapter 9)