PC: Preparing For and Maximizing Your Negotiation Moments

Add to Calendar 04/02/2015 8:00 am 04/02/2015 10:00 am PC: Preparing For and Maximizing Your Negotiation Moments Being prepared for concessions the buyer may ask for will help you to have a response continuum ready There is an art & science of giving concessions. 13 Columbia Circle, Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Preparing For and Maximizing Your Negotiation Moments

Add to Calendar 04/02/2015 8:00 am 04/02/2015 10:00 am PC: Preparing For and Maximizing Your Negotiation Moments Being prepared for concessions the buyer may ask for will help you to have a response continuum ready There is an art & science of giving concessions. 13 Columbia Circle, Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Elements and Terms of an Up-Front Contract

Add to Calendar 04/02/2015 3:00 pm 04/02/2015 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 04/02/2015 3:00 pm 04/02/2015 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

PC: The Most Common Negotiating Mistakes and How to Say No Without Losing the Deal

Add to Calendar 04/09/2015 8:00 am 04/09/2015 10:00 am PC: The Most Common Negotiating Mistakes and How to Say No Without Losing the Deal We’ll discuss the seven deadly sins in negotiating and how to break though impasses. We will also discuss how to say no without losing the deal. 13 Columbia Circle, Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: The Most Common Negotiating Mistakes and How to Say No Without Losing the Deal

Add to Calendar 04/09/2015 8:00 am 04/09/2015 10:00 am PC: The Most Common Negotiating Mistakes and How to Say No Without Losing the Deal We’ll discuss the seven deadly sins in negotiating and how to break though impasses. We will also discuss how to say no without losing the deal. 13 Columbia Circle, Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Identifying Reasons for Doing Business (Pain)

Add to Calendar 04/09/2015 3:00 pm 04/09/2015 5:00 pm FND: Identifying Reasons for Doing Business (Pain) 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 (Pain)

Add to Calendar 04/09/2015 3:00 pm 04/09/2015 5:00 pm FND: Identifying Reasons for Doing Business (Pain) 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

SSL: Training & Mentoring

Add to Calendar 04/10/2015 8:00 am 04/10/2015 10:30 am SSL: Training & Mentoring We will discuss ways to incorporate training and mentoring into our leadership role. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

SSL: Training & Mentoring

Add to Calendar 04/10/2015 8:00 am 04/10/2015 10:30 am SSL: Training & Mentoring We will discuss ways to incorporate training and mentoring into our leadership role. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Chinese Menu

Add to Calendar 04/16/2015 8:00 am 04/16/2015 10:00 am PC: Chinese Menu Develop your own “Chinese menu” to get to the root cause of the REAL problem and use Sandler Techniques to find impact. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Chinese Menu

Add to Calendar 04/16/2015 8:00 am 04/16/2015 10:00 am PC: Chinese Menu Develop your own “Chinese menu” to get to the root cause of the REAL problem and use Sandler Techniques to find impact. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Questioning Strategies

Add to Calendar 04/16/2015 3:00 pm 04/16/2015 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 04/16/2015 3:00 pm 04/16/2015 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

EB: The Buyer Seller Dance....Learn How to Lead

Add to Calendar 04/21/2015 8:00 am 04/21/2015 10:00 am EB: The Buyer Seller Dance....Learn How to Lead On any sales call, there are always two systems at work: the prospects system and the salespersons system. Salespeople who lack a systematic selling process often let the prospect take the lead. Learn how to modify certain behaviors to be more successful on sales calls. 13 Columbia Circle, Albany NY janice@sandler.com MM/DD/YYYY

EB: The Buyer Seller Dance....Learn How to Lead

Add to Calendar 04/21/2015 8:00 am 04/21/2015 10:00 am EB: The Buyer Seller Dance....Learn How to Lead On any sales call, there are always two systems at work: the prospects system and the salespersons system. Salespeople who lack a systematic selling process often let the prospect take the lead. Learn how to modify certain behaviors to be more successful on sales calls. 13 Columbia Circle, Albany NY janice@sandler.com MM/DD/YYYY

EB: Sandler Enterprise Selling Briefing

Add to Calendar 04/22/2015 8:00 am 04/22/2015 10:00 am EB: Sandler Enterprise Selling Briefing Join us for this Briefing on Enterprise Selling. We will discuss the many puzzle pieces that need to come together when selling at the enterprise level. For additional information visit http://bit.ly/1Cb4J4B 13 Columbia Circle, Albany NY janice@sandler.com MM/DD/YYYY

EB: Sandler Enterprise Selling Briefing

Add to Calendar 04/22/2015 8:00 am 04/22/2015 10:00 am EB: Sandler Enterprise Selling Briefing Join us for this Briefing on Enterprise Selling. We will discuss the many puzzle pieces that need to come together when selling at the enterprise level. For additional information visit http://bit.ly/1Cb4J4B 13 Columbia Circle, Albany NY janice@sandler.com MM/DD/YYYY

PC: Getting Commitments that Stick

Add to Calendar 04/23/2015 8:00 am 04/23/2015 10:00 am PC: Getting Commitments that Stick Learn the secrets that top sales people know. If you’re going to be great, then getting prospects and clients to make & keep their commitments is key. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Getting Commitments that Stick

Add to Calendar 04/23/2015 8:00 am 04/23/2015 10:00 am PC: Getting Commitments that Stick Learn the secrets that top sales people know. If you’re going to be great, then getting prospects and clients to make & keep their commitments is key. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Uncovering the Prospects Budget

Add to Calendar 04/23/2015 3:00 pm 04/23/2015 5:00 pm FND: Uncovering the Prospects Budget 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 Prospects Budget

Add to Calendar 04/23/2015 3:00 pm 04/23/2015 5:00 pm FND: Uncovering the Prospects Budget 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

PC: Using LinkedIn to Grow Your Business

Add to Calendar 04/30/2015 8:00 am 04/30/2015 10:00 am PC: Using LinkedIn to Grow Your Business Are you frustrated because you know you should be using LinkedIn but your not sure how? Are you disappointed with the lack of results from your current LinkedIn strategy? LinkedIn isn't a fad. It's a fundamental shift in the way we prospect. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Using LinkedIn to Grow Your Business

Add to Calendar 04/30/2015 8:00 am 04/30/2015 10:00 am PC: Using LinkedIn to Grow Your Business Are you frustrated because you know you should be using LinkedIn but your not sure how? Are you disappointed with the lack of results from your current LinkedIn strategy? LinkedIn isn't a fad. It's a fundamental shift in the way we prospect. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Closing the Sale

Add to Calendar 04/30/2015 3:00 pm 04/30/2015 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 04/30/2015 3:00 pm 04/30/2015 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