SCC: Up-Selling & Cross-Selling

Add to Calendar 02/03/2015 3:00 pm 02/03/2015 5:00 pm SCC: Up-Selling & Cross-Selling One of the greatest services we can do for our prospects and customers is in a selling role. Prospects and customers alike depend on us to bring new information, new ideas, problem solving tactics and added value to our products by helping them make good buying decisions. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

SCC: Up-Selling & Cross-Selling

Add to Calendar 02/03/2015 3:00 pm 02/03/2015 5:00 pm SCC: Up-Selling & Cross-Selling One of the greatest services we can do for our prospects and customers is in a selling role. Prospects and customers alike depend on us to bring new information, new ideas, problem solving tactics and added value to our products by helping them make good buying decisions. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Major Account Development/Account Planning

Add to Calendar 02/05/2015 8:00 am 02/05/2015 10:00 am PC: Major Account Development/Account Planning Did you know that, in many sales organizations, annual client attrition can exceed 60%? You've heard it said before that it is much more difficult to replace a customer that it is to retain a customer, and that 80% of your time should be spent servicing and nurturing your existing customers. But, are you doing it? Learn how to make your existing customers and clients your BIGGEST allies, how to get LARGER shares of their budgets and how to get them to keep their radar up for new business opportunities for you. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Major Account Development/Account Planning

Add to Calendar 02/05/2015 8:00 am 02/05/2015 10:00 am PC: Major Account Development/Account Planning Did you know that, in many sales organizations, annual client attrition can exceed 60%? You've heard it said before that it is much more difficult to replace a customer that it is to retain a customer, and that 80% of your time should be spent servicing and nurturing your existing customers. But, are you doing it? Learn how to make your existing customers and clients your BIGGEST allies, how to get LARGER shares of their budgets and how to get them to keep their radar up for new business opportunities for you. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Questioning Strategies

Add to Calendar 02/05/2015 3:00 pm 02/05/2015 5:00 pm FND: Questioning Strategies Participants will understand the importance and the details of how to ask questions in order to gather the information needed to make decisions about going forward or not. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Questioning Strategies

Add to Calendar 02/05/2015 3:00 pm 02/05/2015 5:00 pm FND: Questioning Strategies Participants will understand the importance and the details of how to ask questions in order to gather the information needed to make decisions about going forward or not. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

SCC: Understanding Customer Behavior

Add to Calendar 02/10/2015 3:00 pm 02/10/2015 5:00 pm SCC: Understanding Customer Behavior Understanding our customers is central to helping them with their problems. Part of a deeper understanding is to understand the language and tonality they’re using and where it’s coming from. To be a business person on the frontline we need a slight edge to better connect with people. The study of transactional analysis and how it adapts to the business world gives us that slight edge. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

SCC: Understanding Customer Behavior

Add to Calendar 02/10/2015 3:00 pm 02/10/2015 5:00 pm SCC: Understanding Customer Behavior Understanding our customers is central to helping them with their problems. Part of a deeper understanding is to understand the language and tonality they’re using and where it’s coming from. To be a business person on the frontline we need a slight edge to better connect with people. The study of transactional analysis and how it adapts to the business world gives us that slight edge. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

EB: The Sales Driven Organization

Add to Calendar 02/11/2015 8:00 am 02/11/2015 10:00 am EB: The Sales Driven Organization ?There is a fundamental disconnect between traditional selling and how it is received by the prospect. The result is that traditional selling tactics delay or doom sales opportunities. Join Sandler Training for this development session to reengineer your selling process to capitalize on today's buying pattern. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

EB: The Sales Driven Organization

Add to Calendar 02/11/2015 8:00 am 02/11/2015 10:00 am EB: The Sales Driven Organization ?There is a fundamental disconnect between traditional selling and how it is received by the prospect. The result is that traditional selling tactics delay or doom sales opportunities. Join Sandler Training for this development session to reengineer your selling process to capitalize on today's buying pattern. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Building a Strong Personal Presence - the Sandler® Way

Add to Calendar 02/12/2015 8:00 am 02/12/2015 10:00 am PC: Building a Strong Personal Presence - the Sandler® Way This session will focus on the types of buyers we encounter, and utilizing Sandler tactics and tools to build a strong personal presence in our conversation. 13 Columbia Circle, Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Building a Strong Personal Presence - the Sandler® Way

Add to Calendar 02/12/2015 8:00 am 02/12/2015 10:00 am PC: Building a Strong Personal Presence - the Sandler® Way This session will focus on the types of buyers we encounter, and utilizing Sandler tactics and tools to build a strong personal presence in our conversation. 13 Columbia Circle, Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Uncovering the Prospect's Budget & Decision Making Process

Add to Calendar 02/12/2015 3:00 pm 02/12/2015 5:00 pm FND: Uncovering the Prospect's Budget & Decision Making Process Participants will understand why to talk about the investment issues early in the process and they will identify the key areas required to assure commitment to making the required investment. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Uncovering the Prospect's Budget & Decision Making Process

Add to Calendar 02/12/2015 3:00 pm 02/12/2015 5:00 pm FND: Uncovering the Prospect's Budget & Decision Making Process Participants will understand why to talk about the investment issues early in the process and they will identify the key areas required to assure commitment to making the required investment. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

SSL: Improving Team Performance: Debriefing

Add to Calendar 02/13/2015 8:00 am 02/13/2015 10:30 am SSL: Improving Team Performance: Debriefing We will discuss incorporating skill practice into your sales meetings as well as pre-call strategies, debriefing questions and providing field support. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

SSL: Improving Team Performance: Debriefing

Add to Calendar 02/13/2015 8:00 am 02/13/2015 10:30 am SSL: Improving Team Performance: Debriefing We will discuss incorporating skill practice into your sales meetings as well as pre-call strategies, debriefing questions and providing field support. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

SCC: Dealing with Difficult People

Add to Calendar 02/17/2015 3:00 pm 02/17/2015 5:00 pm SCC: Dealing with Difficult People This session will look at difficult people: What makes them difficult? Why do we often feel uncomfortable with these situations? How can we use proven Sandler techniques to institute a step-by-step process to resolve conflict without escalating it and to fix both the problem and the upset customer while maintaining our own confidence and self-esteem? 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

SCC: Dealing with Difficult People

Add to Calendar 02/17/2015 3:00 pm 02/17/2015 5:00 pm SCC: Dealing with Difficult People This session will look at difficult people: What makes them difficult? Why do we often feel uncomfortable with these situations? How can we use proven Sandler techniques to institute a step-by-step process to resolve conflict without escalating it and to fix both the problem and the upset customer while maintaining our own confidence and self-esteem? 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Selling at Trade Shows

Add to Calendar 02/19/2015 8:00 am 02/19/2015 10:00 am PC: Selling at Trade Shows Trade Show Selling - Do you do trade shows because you've always done them...or to actually generate business? 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Selling at Trade Shows

Add to Calendar 02/19/2015 8:00 am 02/19/2015 10:00 am PC: Selling at Trade Shows Trade Show Selling - Do you do trade shows because you've always done them...or to actually generate business? 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Closing the Sale

Add to Calendar 02/19/2015 3:00 pm 02/19/2015 5:00 pm FND: Closing the Sale Participants will understand the purpose of the Fulfillment and Post-Sell steps are to confirm the close and prove that you can deliver what the prospect needs for the investment they are willing to make and according to the decision process they have shared, and to set the expectations for moving forward as a customer/client. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Closing the Sale

Add to Calendar 02/19/2015 3:00 pm 02/19/2015 5:00 pm FND: Closing the Sale Participants will understand the purpose of the Fulfillment and Post-Sell steps are to confirm the close and prove that you can deliver what the prospect needs for the investment they are willing to make and according to the decision process they have shared, and to set the expectations for moving forward as a customer/client. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Developing Your Selling Gates

Add to Calendar 02/26/2015 8:00 am 02/26/2015 10:00 am PC: Developing Your Selling Gates Gate Selling means breaking down your existing selling process into manageable sections, which are called?“gates.” Learn how to map the successful in your company. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Developing Your Selling Gates

Add to Calendar 02/26/2015 8:00 am 02/26/2015 10:00 am PC: Developing Your Selling Gates Gate Selling means breaking down your existing selling process into manageable sections, which are called?“gates.” Learn how to map the successful in your company. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Prospecting Behavior

Add to Calendar 02/26/2015 3:00 pm 02/26/2015 5:00 pm FND: Prospecting Behavior You will learn how to create a prospecting plan that includes a schedule of activities and an estimated budget. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Prospecting Behavior

Add to Calendar 02/26/2015 3:00 pm 02/26/2015 5:00 pm FND: Prospecting Behavior You will learn how to create a prospecting plan that includes a schedule of activities and an estimated budget. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY