Sandler Training Calendar
August 2015
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| 16 | 17 | 18 | 19 | 20 | 21 | 22 |
| 23 | 24 | 25 | 26 | 27 | 28 | 29 |
| 30 | 31 |
Event Listings for August 2015
PC: Selling is a Broadway Play Performed by a Psychiatrist
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08/06/2015 8:00 am
08/06/2015 10:00 am
PC: Selling is a Broadway Play Performed by a Psychiatrist
Improvisational theatre professionals practice fundamental skill areas that are consistent with what we practice everyday: trust, spontaneity, accepting offers, listening and awareness, storytelling and nonverbal communications.
13 Columbia Circle, Albany NY
matt.scarchilli@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
Improvisational theatre professionals practice fundamental skill areas that are consistent with what we practice everyday: trust, spontaneity, accepting offers, listening and awareness, storytelling and nonverbal communications.
PC: Selling is a Broadway Play Performed by a Psychiatrist
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08/06/2015 8:00 am
08/06/2015 10:00 am
PC: Selling is a Broadway Play Performed by a Psychiatrist
Improvisational theatre professionals practice fundamental skill areas that are consistent with what we practice everyday: trust, spontaneity, accepting offers, listening and awareness, storytelling and nonverbal communications.
13 Columbia Circle, Albany NY
matt.scarchilli@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
Improvisational theatre professionals practice fundamental skill areas that are consistent with what we practice everyday: trust, spontaneity, accepting offers, listening and awareness, storytelling and nonverbal communications.
FND: Identifying Reasons for Doing Business (Pain)
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08/06/2015 3:00 pm
08/06/2015 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, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
3:00 pm - 5:00 pm
Participants will understand the importance of helping the prospect to discover the compelling emotional reason to do business.
FND: Identifying Reasons for Doing Business (Pain)
Add to Calendar
08/06/2015 3:00 pm
08/06/2015 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, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
3:00 pm - 5:00 pm
Participants will understand the importance of helping the prospect to discover the compelling emotional reason to do business.
EB: The Buyer Seller Dance....Learn How to Lead
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08/12/2015 2:30 pm
08/12/2015 4:30 pm
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.
13 Columbia Circle, Albany NY
janice@sandler.com
MM/DD/YYYY
2:30 pm - 4:30 pm
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.
EB: The Buyer Seller Dance....Learn How to Lead
Add to Calendar
08/12/2015 2:30 pm
08/12/2015 4:30 pm
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.
13 Columbia Circle, Albany NY
janice@sandler.com
MM/DD/YYYY
2:30 pm - 4:30 pm
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.
PC: Pre-call Planning
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08/13/2015 8:00 am
08/13/2015 10:00 am
PC: Pre-call Planning
Pre-call Planning is one of the most important things you can do to run a good sales call. It’s taken you some effort to get the appointment, so let’s make sure that the meeting is as effective as possible.
13 Columbia Circle, Albany NY
matt.scarchilli@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
Pre-call Planning is one of the most important things you can do to run a good sales call. It’s taken you some effort to get the appointment, so let’s make sure that the meeting is as effective as possible.
PC: Pre-call Planning
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08/13/2015 8:00 am
08/13/2015 10:00 am
PC: Pre-call Planning
Pre-call Planning is one of the most important things you can do to run a good sales call. It’s taken you some effort to get the appointment, so let’s make sure that the meeting is as effective as possible.
13 Columbia Circle, Albany NY
matt.scarchilli@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
Pre-call Planning is one of the most important things you can do to run a good sales call. It’s taken you some effort to get the appointment, so let’s make sure that the meeting is as effective as possible.
FND: Questioning Strategies
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08/13/2015 3:00 pm
08/13/2015 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, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
3:00 pm - 5:00 pm
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.
FND: Questioning Strategies
Add to Calendar
08/13/2015 3:00 pm
08/13/2015 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, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
3:00 pm - 5:00 pm
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.
SSL: Recruiting a Superstar
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08/14/2015 8:00 am
08/14/2015 10:30 am
SSL: Recruiting a Superstar
We will discuss the job functions, culture and develop a SEARCH model to help us recruit a superstar employee.
13 Columbia Circle, Albany NY
matt.scarchilli@sandler.com
MM/DD/YYYY
8:00 am - 10:30 am
We will discuss the job functions, culture and develop a SEARCH model to help us recruit a superstar employee.
SSL: Recruiting a Superstar
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08/14/2015 8:00 am
08/14/2015 10:30 am
SSL: Recruiting a Superstar
We will discuss the job functions, culture and develop a SEARCH model to help us recruit a superstar employee.
13 Columbia Circle, Albany NY
matt.scarchilli@sandler.com
MM/DD/YYYY
8:00 am - 10:30 am
We will discuss the job functions, culture and develop a SEARCH model to help us recruit a superstar employee.
PC: Overcoming Your Need for Approval
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08/20/2015 8:00 am
08/20/2015 10:00 am
PC: Overcoming Your Need for Approval
The desire to be liked and appreciated is a natural human trait. It is when that NEED FOR APPROVAL becomes a driving force for our actions that we no longer “own” ourselves, but are “owned” by others. In this
session we will discuss what “need for approval” really is; how to recognize it and confront it. Additionally, we will develop YOUR plan for outgrowing your need for approval so you can be more productive personally and professionally.
13 Columbia Circle, Albany NY
matt.scarchilli@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
The desire to be liked and appreciated is a natural human trait. It is when that NEED FOR APPROVAL becomes a driving force for our actions that we no longer “own” ourselves, but are “owned” by others. In this
session we will discuss what “need for approval” really is; how to recognize it and confront it. Additionally, we will develop YOUR plan for outgrowing your need for approval so you can be more productive personally and professionally.
PC: Overcoming Your Need for Approval
Add to Calendar
08/20/2015 8:00 am
08/20/2015 10:00 am
PC: Overcoming Your Need for Approval
The desire to be liked and appreciated is a natural human trait. It is when that NEED FOR APPROVAL becomes a driving force for our actions that we no longer “own” ourselves, but are “owned” by others. In this
session we will discuss what “need for approval” really is; how to recognize it and confront it. Additionally, we will develop YOUR plan for outgrowing your need for approval so you can be more productive personally and professionally.
13 Columbia Circle, Albany NY
matt.scarchilli@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
The desire to be liked and appreciated is a natural human trait. It is when that NEED FOR APPROVAL becomes a driving force for our actions that we no longer “own” ourselves, but are “owned” by others. In this
session we will discuss what “need for approval” really is; how to recognize it and confront it. Additionally, we will develop YOUR plan for outgrowing your need for approval so you can be more productive personally and professionally.
FND: Uncovering the Prospect's Budget & Decision Making Process
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08/20/2015 3:00 pm
08/20/2015 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, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
3:00 pm - 5:00 pm
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.
FND: Uncovering the Prospect's Budget & Decision Making Process
Add to Calendar
08/20/2015 3:00 pm
08/20/2015 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, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
3:00 pm - 5:00 pm
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.
PC: Taking responsibility – do we practice it or just preach it?
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08/27/2015 8:00 am
08/27/2015 10:00 am
PC: Taking responsibility – do we practice it or just preach it?
How much blaming, excuse making, rationalizing, and denying do you allow from yourself and your clients? Discover the five pillars of responsibility used to transform from “let’s just write it off” to “bring on the challenge, growth and change”.
13 Columbia Circle, Albany NY
matt.scarchilli@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
How much blaming, excuse making, rationalizing, and denying do you allow from yourself and your clients? Discover the five pillars of responsibility used to transform from “let’s just write it off” to “bring on the challenge, growth and change”.
PC: Taking responsibility – do we practice it or just preach it?
Add to Calendar
08/27/2015 8:00 am
08/27/2015 10:00 am
PC: Taking responsibility – do we practice it or just preach it?
How much blaming, excuse making, rationalizing, and denying do you allow from yourself and your clients? Discover the five pillars of responsibility used to transform from “let’s just write it off” to “bring on the challenge, growth and change”.
13 Columbia Circle, Albany NY
matt.scarchilli@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
How much blaming, excuse making, rationalizing, and denying do you allow from yourself and your clients? Discover the five pillars of responsibility used to transform from “let’s just write it off” to “bring on the challenge, growth and change”.
FND: Closing the Sale
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08/27/2015 3:00 pm
08/27/2015 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, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
3:00 pm - 5:00 pm
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.
FND: Closing the Sale
Add to Calendar
08/27/2015 3:00 pm
08/27/2015 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, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
3:00 pm - 5:00 pm
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.