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Location: Sandler Training San Antonio
16414 San Pedro
Suite 150
San Antonio, TX 78232
(210)301-0134
asalinas@sandler.com
November 5th, 2019
8:30 am - 10:30 am
WHY HAVE A SYSTEM ?
“This is the start . . . the client gets a first-hand view of what is ahead to gain their ‘MBA in sales’.”
In this session you will learn that real, consistent success comes to those who know and apply the components of the selling system we teach. You will learn the foundational principles and proven strategies.
You will be given the formula for the 7-Step System for Successful Selling and learn how your current selling system compares. You will learn that by following our selling system, you can remove pitfalls you currently face and improve your results. You will learn:
The components of a successful selling system.
What makes up an effective and efficient selling system.
The benefits to following a selling system.
Your prospect’s buying systems.
Audio: https://learn.sandler.com/mod/folder/view.php?id=1039 (SM01)
Tools: https://learn.sandler.com/mod/folder/view.php?id=941 (1-1, 1-2)
Video: https://learn.sandler.com/mod/lesson/view.php?id=244
Location: Sandler Training San Antonio
16414 San Pedro
Suite 150
San Antonio, TX 78232
(210)301-0134
asalinas@sandler.com
November 6th, 2019
8:30 am - 10:30 am
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)
Location: Sandler Training San Antonio
16414 San Pedro
Suite 150
San Antonio, TX 78232
(210)301-0134
asalinas@sandler.com
November 12th, 2019
8:30 am - 10:30 am
WHY HAVE A SYSTEM ?
“This is the start . . . the client gets a first-hand view of what is ahead to gain their ‘MBA in sales’.”
In this session you will learn that real, consistent success comes to those who know and apply the components of the selling system we teach. You will learn the foundational principles and proven strategies.
You will be given the formula for the 7-Step System for Successful Selling and learn how your current selling system compares. You will learn that by following our selling system, you can remove pitfalls you currently face and improve your results. You will learn:
The components of a successful selling system.
What makes up an effective and efficient selling system.
The benefits to following a selling system.
Your prospect’s buying systems.
Audio: https://learn.sandler.com/mod/folder/view.php?id=1039 (SM01)
Tools: https://learn.sandler.com/mod/folder/view.php?id=941 (1-1, 1-2)
Video: https://learn.sandler.com/mod/lesson/view.php?id=244
Location: Sandler Training San Antonio
16414 San Pedro
Suite 150
San Antonio, TX 78232
(210)301-0134
asalinas@sandler.com
November 13th, 2019
8:30 am - 10:30 am
WEEK 6:
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
November 14th, 2019
8:30 am - 10:30 am
Whether you’ve set goals in the past or not, we invite you to join Sandler Training San Antonio for this development session to aid your selling and management success by clearly identifying goals for 2020 and setting a plan to reach performance benchmarks.
Location: 12500 San Pedro Avenue
3rd Floor Conference Room
San Antonio, TX 78216
Contact: Angel Salinas
(210)365-5746
asalinas@sandler.com
November 15th, 2019
8:30 am - 11:00 am
Negotiation
(120 min)
The goal of negotiating is to reach an agreement that satisfies both parties and moves the relationship forward. Each side feels that the other was fair. Fairness, or at least the perception of fairness, is critical. In order to achieve this, each side needs to uncover a better understanding of what the other really wants. The best test of a true win/win outcome is whether or not each party would want to enter into additional negotiations with the other in the future. A Sandler-trained salesperson knows how to get a good deal and leaves the other side thinking they negotiated a good deal too.
Identifying Your Best Practices
How Can You Become a Master Negotiator?
Selling vs. Negotiating
Selling Mistakes that Lead to Negotiating Problems
Sandler® Tools to Deal with Value Objections
Identify best practices when it comes to negotiation.
Learn how to become proficient at negotiating.
Understand the difference between selling and negotiating.
Location: Sandler Training San Antonio
16414 San Pedro
Suite 150
San Antonio, TX 78232
(210)301-0134
asalinas@sandler.com
November 19th, 2019
8:30 am - 10:30 am
BONDING AND BUILDING RAPPORT WITH PROSPECTS
“A fascinating and practical view of real bonding and rapport that gives the salesperson an entirely new appreciation of how to build rapport with their prospects.”
Learn the real truth about Bonding and Building Rapport with prospects by applying the elements of active participation and the OK/NOT OK principle. You will learn:
The importance of Bonding and Building Rapport and how to do it.
The role of active participation in Bonding and Building Rapport.
Three elements of communication.
Active listening techniques.
What is Primary Sensory Dominance (PSD) and how to use it.
Primary Sensory Dominance Indicators.
Understanding Neuro Linguistics Programming (NLP) in selling.
Audio: https://learn.sandler.com/mod/folder/view.php?id=1039 (SM02)
Tools: https://learn.sandler.com/mod/folder/view.php?id=941 (2-1,2-2,2-3,2-4,2-5)
Video: https://learn.sandler.com/mod/lesson/view.php?id=245
Location: Sandler Training San Antonio
16414 San Pedro
Suite 150
San Antonio, TX 78232
(210)301-0134
asalinas@sandler.com
November 20th, 2019
8:30 am - 10:30 am
WEEK 7:
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
November 26th, 2019
8:30 am - 10:30 am
BONDING AND BUILDING RAPPORT WITH PROSPECTS
“A fascinating and practical view of real bonding and rapport that gives the salesperson an entirely new appreciation of how to build rapport with their prospects.”
Learn the real truth about Bonding and Building Rapport with prospects by applying the elements of active participation and the OK/NOT OK principle. You will learn:
The importance of Bonding and Building Rapport and how to do it.
The role of active participation in Bonding and Building Rapport.
Three elements of communication.
Active listening techniques.
What is Primary Sensory Dominance (PSD) and how to use it.
Primary Sensory Dominance Indicators.
Understanding Neuro Linguistics Programming (NLP) in selling.
Audio: https://learn.sandler.com/mod/folder/view.php?id=1039 (SM02)
Tools: https://learn.sandler.com/mod/folder/view.php?id=941 (2-1,2-2,2-3,2-4,2-5)
Video: https://learn.sandler.com/mod/lesson/view.php?id=245
Location: Sandler Training San Antonio
16414 San Pedro
Suite 150
San Antonio, TX 78232
(210)301-0134
asalinas@sandler.com
November 27th, 2019
8:30 am - 10:30 am
WEEK 8:
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)