PC: Executive Briefings: The Sandler Way to Demand Creation

Add to Calendar 07/02/2015 8:00 am 07/02/2015 10:00 am PC: Executive Briefings: The Sandler Way to Demand Creation Learn what an Executive Briefing is and how you can use them to create demand for your products and/or services. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Executive Briefings: The Sandler Way to Demand Creation

Add to Calendar 07/02/2015 8:00 am 07/02/2015 10:00 am PC: Executive Briefings: The Sandler Way to Demand Creation Learn what an Executive Briefing is and how you can use them to create demand for your products and/or services. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Closing the Sale

Add to Calendar 07/02/2015 3:00 pm 07/02/2015 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 07/02/2015 3:00 pm 07/02/2015 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: Open Forum

Add to Calendar 07/09/2015 8:00 am 07/09/2015 10:00 am PC: Open Forum Join Lorraine as she shares a new take on a Sandler Attitude, Behavior or Technique fresh from the Sandler Conference. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Open Forum

Add to Calendar 07/09/2015 8:00 am 07/09/2015 10:00 am PC: Open Forum Join Lorraine as she shares a new take on a Sandler Attitude, Behavior or Technique fresh from the Sandler Conference. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Prospecting Behavior

Add to Calendar 07/09/2015 3:00 pm 07/09/2015 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 07/09/2015 3:00 pm 07/09/2015 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

SSL: Maximizing Personal Performance

Add to Calendar 07/10/2015 8:00 am 07/10/2015 10:30 am SSL: Maximizing Personal Performance We will discuss how to maximize our time and use delegation appropriately. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

SSL: Maximizing Personal Performance

Add to Calendar 07/10/2015 8:00 am 07/10/2015 10:30 am SSL: Maximizing Personal Performance We will discuss how to maximize our time and use delegation appropriately. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

EB: Break the Rules and Sell More

Add to Calendar 07/15/2015 8:00 am 07/15/2015 10:00 am EB: Break the Rules and Sell More Today, it takes more than “building a relationship” to be a winner. The lack of a systematic selling process is often the underlying reason for underachievement. 13 Columbia Circle Albany, NY janice@sandler.com MM/DD/YYYY

EB: Break the Rules and Sell More

Add to Calendar 07/15/2015 8:00 am 07/15/2015 10:00 am EB: Break the Rules and Sell More Today, it takes more than “building a relationship” to be a winner. The lack of a systematic selling process is often the underlying reason for underachievement. 13 Columbia Circle Albany, NY janice@sandler.com MM/DD/YYYY

EB: Creating A Sales Driven Organization

Add to Calendar 07/15/2015 8:00 am 07/15/2015 10:00 am EB: Creating A 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 janice@sandler.com MM/DD/YYYY

EB: Creating A Sales Driven Organization

Add to Calendar 07/15/2015 8:00 am 07/15/2015 10:00 am EB: Creating A 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 janice@sandler.com MM/DD/YYYY

PC: Pain Primers

Add to Calendar 07/16/2015 8:00 am 07/16/2015 10:00 am PC: Pain Primers Conduct a quick diagnostic exercise called a “check-up” that can be used to uncover the individual/company issues or concerns in areas you can fix. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Pain Primers

Add to Calendar 07/16/2015 8:00 am 07/16/2015 10:00 am PC: Pain Primers Conduct a quick diagnostic exercise called a “check-up” that can be used to uncover the individual/company issues or concerns in areas you can fix. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Improving Your BATting Average

Add to Calendar 07/16/2015 3:00 pm 07/16/2015 5:00 pm FND: Improving Your BATting Average Participants will understand the major points of the Success Triangle and how Identity/Role Theory can help or hinder their success in sales. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Improving Your BATting Average

Add to Calendar 07/16/2015 3:00 pm 07/16/2015 5:00 pm FND: Improving Your BATting Average Participants will understand the major points of the Success Triangle and how Identity/Role Theory can help or hinder their success in sales. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Sales and Your Ego States: Parent, Adult and Child

Add to Calendar 07/23/2015 8:00 am 07/23/2015 10:00 am PC: Sales and Your Ego States: Parent, Adult and Child How well do you know your sales prospects? How well do you deal with uncomfortable selling situations: when your prospect is angry, upset or just disinterested? Learn about your acquired behavioral tendencies and ego states, and how dealing with them can prove invaluable in the sales process. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Sales and Your Ego States: Parent, Adult and Child

Add to Calendar 07/23/2015 8:00 am 07/23/2015 10:00 am PC: Sales and Your Ego States: Parent, Adult and Child How well do you know your sales prospects? How well do you deal with uncomfortable selling situations: when your prospect is angry, upset or just disinterested? Learn about your acquired behavioral tendencies and ego states, and how dealing with them can prove invaluable in the sales process. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: The Importance of Bonding & Building Rapport

Add to Calendar 07/23/2015 3:00 pm 07/23/2015 5:00 pm FND: The Importance of Bonding & Building 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, Suite 104 Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: The Importance of Bonding & Building Rapport

Add to Calendar 07/23/2015 3:00 pm 07/23/2015 5:00 pm FND: The Importance of Bonding & Building 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, Suite 104 Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Difficult Conversations

Add to Calendar 07/30/2015 8:00 am 07/30/2015 10:00 am PC: Difficult Conversations A good Sandler sales call is usually the result of the sum total of a lot of difficult questions that the prospect has to answer.  Many times sales people aren’t comfortable asking the tough questions or they don’t read the situation correctly, so they ask the wrong question.  Asking difficult questions is the result of skill…having the technique, knowledge. Knowing what to do when you’re actually in the situation and awareness and understanding when it is appropriate to apply the skill.  The last part of asking difficult questions is based in a strong belief system that supports the spine.  If you struggle with high empathy or a need for approval, asking difficult questions is a daunting task.  We will explore the skills, knowledge, and beliefs associated with having difficult conversations with prospects, customers and even ourselves. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Difficult Conversations

Add to Calendar 07/30/2015 8:00 am 07/30/2015 10:00 am PC: Difficult Conversations A good Sandler sales call is usually the result of the sum total of a lot of difficult questions that the prospect has to answer.  Many times sales people aren’t comfortable asking the tough questions or they don’t read the situation correctly, so they ask the wrong question.  Asking difficult questions is the result of skill…having the technique, knowledge. Knowing what to do when you’re actually in the situation and awareness and understanding when it is appropriate to apply the skill.  The last part of asking difficult questions is based in a strong belief system that supports the spine.  If you struggle with high empathy or a need for approval, asking difficult questions is a daunting task.  We will explore the skills, knowledge, and beliefs associated with having difficult conversations with prospects, customers and even ourselves. 13 Columbia Circle, Albany NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Elements and Terms of an Up-Front Contract

Add to Calendar 07/30/2015 3:00 pm 07/30/2015 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, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Elements and Terms of an Up-Front Contract

Add to Calendar 07/30/2015 3:00 pm 07/30/2015 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, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY