SCC: On the Frontlines and Developing Your Professional Communication Skills

Add to Calendar 01/06/2015 3:00 pm 01/06/2015 5:00 pm SCC: On the Frontlines and Developing Your Professional Communication Skills expectations and then examine what we do to meet those expectations. Every customer and prospect is different, and our ability to establish a trust relationship quickly is essential to solving their problems, developing long-term customers, and creating a relationship based on loyalty beyond the product or service. Having the skills necessary to lower barriers, ask questions while really listening for the meaning, create win-win solutions and build trust is far more powerful than any other aspect of client interaction. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

SCC: On the Frontlines and Developing Your Professional Communication Skills

Add to Calendar 01/06/2015 3:00 pm 01/06/2015 5:00 pm SCC: On the Frontlines and Developing Your Professional Communication Skills expectations and then examine what we do to meet those expectations. Every customer and prospect is different, and our ability to establish a trust relationship quickly is essential to solving their problems, developing long-term customers, and creating a relationship based on loyalty beyond the product or service. Having the skills necessary to lower barriers, ask questions while really listening for the meaning, create win-win solutions and build trust is far more powerful than any other aspect of client interaction. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: How Much Muscle is There in Your Qualifying?

Add to Calendar 01/08/2015 8:00 am 01/08/2015 10:00 am PC: How Much Muscle is There in Your Qualifying? A lot of people know the basic questions to ask in the pain money decision steps. However, are they painting a complete qualifying portrait or just a stick figure? 13 Columbia Circle, Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: How Much Muscle is There in Your Qualifying?

Add to Calendar 01/08/2015 8:00 am 01/08/2015 10:00 am PC: How Much Muscle is There in Your Qualifying? A lot of people know the basic questions to ask in the pain money decision steps. However, are they painting a complete qualifying portrait or just a stick figure? 13 Columbia Circle, Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Improving Your BATting Average

Add to Calendar 01/08/2015 3:00 pm 01/08/2015 5:00 pm FND: Improving Your BATting Average You will be able to understand the major points of the Success Triangle and learn about the Identity/Role Theory, identify your comfort zone and the barriers to breaking through that comfort zone to reach higher levels of the selling success. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Improving Your BATting Average

Add to Calendar 01/08/2015 3:00 pm 01/08/2015 5:00 pm FND: Improving Your BATting Average You will be able to understand the major points of the Success Triangle and learn about the Identity/Role Theory, identify your comfort zone and the barriers to breaking through that comfort zone to reach higher levels of the selling success. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

SCC: Setting Expectations and Control

Add to Calendar 01/13/2015 3:00 pm 01/13/2015 5:00 pm SCC: Setting Expectations and Control We need to set the expectations or the purpose of our meeting, what needs to happen and whose responsibility it is; a timeline or when it should happen; and the outcomes expected. We’ll explore a simple methodology that puts you in control of a conversation, lays out expectations on both sides, and is a comfortable way to ensure everyone involved is on the same page. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

SCC: Setting Expectations and Control

Add to Calendar 01/13/2015 3:00 pm 01/13/2015 5:00 pm SCC: Setting Expectations and Control We need to set the expectations or the purpose of our meeting, what needs to happen and whose responsibility it is; a timeline or when it should happen; and the outcomes expected. We’ll explore a simple methodology that puts you in control of a conversation, lays out expectations on both sides, and is a comfortable way to ensure everyone involved is on the same page. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Dream Boards

Add to Calendar 01/15/2015 8:00 am 01/15/2015 10:00 am PC: Dream Boards Create an inspirational Dream Board to help you reach your goals. We'll look through magazines for inspirational photos, and words, that you can relate you goals to. At the end you'll have a powerful visual tool to encourage you in achieving your goals. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Dream Boards

Add to Calendar 01/15/2015 8:00 am 01/15/2015 10:00 am PC: Dream Boards Create an inspirational Dream Board to help you reach your goals. We'll look through magazines for inspirational photos, and words, that you can relate you goals to. At the end you'll have a powerful visual tool to encourage you in achieving your goals. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: The Importance of Bonding & Rapport

Add to Calendar 01/15/2015 3:00 pm 01/15/2015 5:00 pm FND: The Importance of Bonding & Rapport Participants will understand the importance of understanding how people communicate and the different behavioral styles so that the salesperson can adapt to the prospect's preferred styles and adapt. This will allow the participant to focus on the prospect and build a more trusting relationship. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: The Importance of Bonding & Rapport

Add to Calendar 01/15/2015 3:00 pm 01/15/2015 5:00 pm FND: The Importance of Bonding & Rapport Participants will understand the importance of understanding how people communicate and the different behavioral styles so that the salesperson can adapt to the prospect's preferred styles and adapt. This will allow the participant to focus on the prospect and build a more trusting relationship. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

SCC: Building Relationships (D.I.S.C.)

Add to Calendar 01/21/2015 3:00 pm 01/21/2015 5:00 pm SCC: Building Relationships (D.I.S.C.) In this session, we’ll examine different communication preferences to improve understanding and communication with both internal and external customers. Using the D.I.S.C. behavioral profile, we start by examining the four quadrants and our own preferences. We will learn the differences of the four styles, how to quickly identify a person’s dominant style, and the basis of communicating with each style. Once identified, we can modify our styles to our customers’ to facilitate optimum communication. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

SCC: Building Relationships (D.I.S.C.)

Add to Calendar 01/21/2015 3:00 pm 01/21/2015 5:00 pm SCC: Building Relationships (D.I.S.C.) In this session, we’ll examine different communication preferences to improve understanding and communication with both internal and external customers. Using the D.I.S.C. behavioral profile, we start by examining the four quadrants and our own preferences. We will learn the differences of the four styles, how to quickly identify a person’s dominant style, and the basis of communicating with each style. Once identified, we can modify our styles to our customers’ to facilitate optimum communication. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: The Anatomy of Failure/Success Triangles

Add to Calendar 01/22/2015 8:00 am 01/22/2015 10:00 am PC: The Anatomy of Failure/Success Triangles Failure is universal; it is part of the human experience.  It is important to fail because only by failure are you likely to accomplish anything.  We will listen to David Sandler’s “lessons on failure”, and discuss risking, and maximizing your outcome with risk, understanding and identifying procrastination, and effective decision making. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: The Anatomy of Failure/Success Triangles

Add to Calendar 01/22/2015 8:00 am 01/22/2015 10:00 am PC: The Anatomy of Failure/Success Triangles Failure is universal; it is part of the human experience.  It is important to fail because only by failure are you likely to accomplish anything.  We will listen to David Sandler’s “lessons on failure”, and discuss risking, and maximizing your outcome with risk, understanding and identifying procrastination, and effective decision making. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Elements and Terms of an Up-Front Contract

Add to Calendar 01/22/2015 3:00 pm 01/22/2015 5:00 pm FND: Elements and Terms of an Up-Front Contract Participants will understand the importance and the details of creating mutual agreements up front so that there is no mutual mystification regarding what will happen or outcomes. 13 Columbia Circle, Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Elements and Terms of an Up-Front Contract

Add to Calendar 01/22/2015 3:00 pm 01/22/2015 5:00 pm FND: Elements and Terms of an Up-Front Contract Participants will understand the importance and the details of creating mutual agreements up front so that there is no mutual mystification regarding what will happen or outcomes. 13 Columbia Circle, Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

SCC: Crafting Questions

Add to Calendar 01/27/2015 3:00 pm 01/27/2015 5:00 pm SCC: Crafting Questions Much of a customer service representative day is spent answering other people’s questions. What we may not give as much thought to is how, and why, we should ask questions. Well-crafted questions can cut through smoke and mirrors, help to clarify our customers’ thinking, and get us to the right solutions more directly than passively answering questions. In this session you’ll learn to ask questions assertively to take control. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

SCC: Crafting Questions

Add to Calendar 01/27/2015 3:00 pm 01/27/2015 5:00 pm SCC: Crafting Questions Much of a customer service representative day is spent answering other people’s questions. What we may not give as much thought to is how, and why, we should ask questions. Well-crafted questions can cut through smoke and mirrors, help to clarify our customers’ thinking, and get us to the right solutions more directly than passively answering questions. In this session you’ll learn to ask questions assertively to take control. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Using Blasting CAPS to Get Your Referral Business to Explode!

Add to Calendar 01/29/2015 8:00 am 01/29/2015 10:00 am PC: Using Blasting CAPS to Get Your Referral Business to Explode! We all know that quality referrals are key to growing a business, yet we struggle with asking for and getting them. We’ll share our CAPS system for developing a strong referral business. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Using Blasting CAPS to Get Your Referral Business to Explode!

Add to Calendar 01/29/2015 8:00 am 01/29/2015 10:00 am PC: Using Blasting CAPS to Get Your Referral Business to Explode! We all know that quality referrals are key to growing a business, yet we struggle with asking for and getting them. We’ll share our CAPS system for developing a strong referral business. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Identifying Reasons for Doing Business

Add to Calendar 01/29/2015 3:00 pm 01/29/2015 5:00 pm FND: Identifying Reasons for Doing Business Participants will understand the importance of helping the prospect to discover the compelling emotional reason to do business. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Identifying Reasons for Doing Business

Add to Calendar 01/29/2015 3:00 pm 01/29/2015 5:00 pm FND: Identifying Reasons for Doing Business Participants will understand the importance of helping the prospect to discover the compelling emotional reason to do business. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY