Sandler Training Calendar
September 2014
| SUN | MON | TUE | WED | THU | FRI | SAT |
| 1 | 2 | 3 | 4 | 5 | 6 | |
| 7 | 8 | 9 | 10 | 11 | 12 | 13 |
| 14 | 15 | 16 | 17 | 18 | 19 | 20 |
| 21 | 22 | 23 | 24 | 25 | 26 | 27 |
| 28 | 29 | 30 |
Event Listings for September 2014
PC: Team Selling
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09/04/2014 8:00 am
09/04/2014 10:00 am
PC: Team Selling
The most important part of a team call is not the call itself but the pre-call meeting. We’ll discuss how to make a sales call with a teammate effective.
13 Columbia Circle, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
The most important part of a team call is not the call itself but the pre-call meeting. We’ll discuss how to make a sales call with a teammate effective.
PC: Team Selling
Add to Calendar
09/04/2014 8:00 am
09/04/2014 10:00 am
PC: Team Selling
The most important part of a team call is not the call itself but the pre-call meeting. We’ll discuss how to make a sales call with a teammate effective.
13 Columbia Circle, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
The most important part of a team call is not the call itself but the pre-call meeting. We’ll discuss how to make a sales call with a teammate effective.
FND: Elements and Terms of an Up-Front Contract
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09/04/2014 3:00 pm
09/04/2014 5:00 pm
FND: Elements and Terms of an Up-Front Contract
Creating a strong Up-Front Contract (UFC) is critical to the success of your sales call. In addition to setting agendas and removing confusion, the UFC levels the playing field between prospect and salesperson.
13 Columbia Circle, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
3:00 pm - 5:00 pm
Creating a strong Up-Front Contract (UFC) is critical to the success of your sales call. In addition to setting agendas and removing confusion, the UFC levels the playing field between prospect and salesperson.
FND: Elements and Terms of an Up-Front Contract
Add to Calendar
09/04/2014 3:00 pm
09/04/2014 5:00 pm
FND: Elements and Terms of an Up-Front Contract
Creating a strong Up-Front Contract (UFC) is critical to the success of your sales call. In addition to setting agendas and removing confusion, the UFC levels the playing field between prospect and salesperson.
13 Columbia Circle, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
3:00 pm - 5:00 pm
Creating a strong Up-Front Contract (UFC) is critical to the success of your sales call. In addition to setting agendas and removing confusion, the UFC levels the playing field between prospect and salesperson.
PC: Fuel to Run Your Sandler Submarine
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09/11/2014 8:00 am
09/11/2014 10:00 am
PC: Fuel to Run Your Sandler Submarine
Mastering "Reversing", the "Dummy Curve" and the "Negative Reverse Selling SM" and applying these skills will be the fuel to you becoming a stronger sales professional.
13 Columbia Circle, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
Mastering "Reversing", the "Dummy Curve" and the "Negative Reverse Selling SM" and applying these skills will be the fuel to you becoming a stronger sales professional.
PC: Fuel to Run Your Sandler Submarine
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09/11/2014 8:00 am
09/11/2014 10:00 am
PC: Fuel to Run Your Sandler Submarine
Mastering "Reversing", the "Dummy Curve" and the "Negative Reverse Selling SM" and applying these skills will be the fuel to you becoming a stronger sales professional.
13 Columbia Circle, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
Mastering "Reversing", the "Dummy Curve" and the "Negative Reverse Selling SM" and applying these skills will be the fuel to you becoming a stronger sales professional.
FND: Identifying Reasons for Doing Business (Pain)
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09/11/2014 3:00 pm
09/11/2014 5:00 pm
FND: Identifying Reasons for Doing Business (Pain)
Are you really getting Pain from your prospect? Do you know that the reasons they initially give you are never the real reasons they have for buying? The Pain Funnel is one of the most powerful tools in your Sandler toolbox. Let us help you fine tune your skills on getting REAL pain from your prospects.
13 Columbia Circle, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
3:00 pm - 5:00 pm
Are you really getting Pain from your prospect? Do you know that the reasons they initially give you are never the real reasons they have for buying? The Pain Funnel is one of the most powerful tools in your Sandler toolbox. Let us help you fine tune your skills on getting REAL pain from your prospects.
FND: Identifying Reasons for Doing Business (Pain)
Add to Calendar
09/11/2014 3:00 pm
09/11/2014 5:00 pm
FND: Identifying Reasons for Doing Business (Pain)
Are you really getting Pain from your prospect? Do you know that the reasons they initially give you are never the real reasons they have for buying? The Pain Funnel is one of the most powerful tools in your Sandler toolbox. Let us help you fine tune your skills on getting REAL pain from your prospects.
13 Columbia Circle, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
3:00 pm - 5:00 pm
Are you really getting Pain from your prospect? Do you know that the reasons they initially give you are never the real reasons they have for buying? The Pain Funnel is one of the most powerful tools in your Sandler toolbox. Let us help you fine tune your skills on getting REAL pain from your prospects.
SSL: Hiring a Superstart
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09/12/2014 8:00 am
09/12/2014 10:30 am
SSL: Hiring a Superstart
Sales Staff Matrix/Talent Gaps
Resume Review
Pre-phone screening
Phone Screening
Interview
Assessment and Decision-making
13 Columbia Circle, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
8:00 am - 10:30 am
Sales Staff Matrix/Talent Gaps
Resume Review
Pre-phone screening
Phone Screening
Interview
Assessment and Decision-making
SSL: Hiring a Superstart
Add to Calendar
09/12/2014 8:00 am
09/12/2014 10:30 am
SSL: Hiring a Superstart
Sales Staff Matrix/Talent Gaps
Resume Review
Pre-phone screening
Phone Screening
Interview
Assessment and Decision-making
13 Columbia Circle, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
8:00 am - 10:30 am
Sales Staff Matrix/Talent Gaps
Resume Review
Pre-phone screening
Phone Screening
Interview
Assessment and Decision-making
EB: Break the Rules and Sell More
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09/17/2014 8:00 am
09/17/2014 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, Suite 104 Albany, NY
janice@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
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.
EB: Break the Rules and Sell More
Add to Calendar
09/17/2014 8:00 am
09/17/2014 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, Suite 104 Albany, NY
janice@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
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.
PC: Influence Mapping/Relationship Climbing
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09/18/2014 8:00 am
09/18/2014 10:00 am
PC: Influence Mapping/Relationship Climbing
We will demonstrate how to take the cast of characters’ concept to the next level.
13 Columbia Circle, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
We will demonstrate how to take the cast of characters’ concept to the next level.
PC: Influence Mapping/Relationship Climbing
Add to Calendar
09/18/2014 8:00 am
09/18/2014 10:00 am
PC: Influence Mapping/Relationship Climbing
We will demonstrate how to take the cast of characters’ concept to the next level.
13 Columbia Circle, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
We will demonstrate how to take the cast of characters’ concept to the next level.
FND: Questioning Strategies
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09/18/2014 3:00 pm
09/18/2014 5:00 pm
FND: Questioning Strategies
Reversing is one of the most critical parts of the Sandler System. In this session you will learn the process of and reasons for reversing, how to use them properly and how to identify and deal with "unasked questions".
13 Columbia Circle, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
3:00 pm - 5:00 pm
Reversing is one of the most critical parts of the Sandler System. In this session you will learn the process of and reasons for reversing, how to use them properly and how to identify and deal with "unasked questions".
FND: Questioning Strategies
Add to Calendar
09/18/2014 3:00 pm
09/18/2014 5:00 pm
FND: Questioning Strategies
Reversing is one of the most critical parts of the Sandler System. In this session you will learn the process of and reasons for reversing, how to use them properly and how to identify and deal with "unasked questions".
13 Columbia Circle, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
3:00 pm - 5:00 pm
Reversing is one of the most critical parts of the Sandler System. In this session you will learn the process of and reasons for reversing, how to use them properly and how to identify and deal with "unasked questions".
EB: Why Customers Leave and What You Can Do About It
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09/24/2014 8:00 am
09/24/2014 10:00 am
EB: Why Customers Leave and What You Can Do About It
People judge your company by the experience they or someone they know has had. Join Lorraine Ferguson and Laura Sakala as they facilitate a discussion on common customer service issues, traditional reactions, and some innovative solutions to overcome customer service and inside business development roadblocks.
13 Columbia Circle, Suite 104 Albany, NY
janice@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
People judge your company by the experience they or someone they know has had. Join Lorraine Ferguson and Laura Sakala as they facilitate a discussion on common customer service issues, traditional reactions, and some innovative solutions to overcome customer service and inside business development roadblocks.
EB: Why Customers Leave and What You Can Do About It
Add to Calendar
09/24/2014 8:00 am
09/24/2014 10:00 am
EB: Why Customers Leave and What You Can Do About It
People judge your company by the experience they or someone they know has had. Join Lorraine Ferguson and Laura Sakala as they facilitate a discussion on common customer service issues, traditional reactions, and some innovative solutions to overcome customer service and inside business development roadblocks.
13 Columbia Circle, Suite 104 Albany, NY
janice@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
People judge your company by the experience they or someone they know has had. Join Lorraine Ferguson and Laura Sakala as they facilitate a discussion on common customer service issues, traditional reactions, and some innovative solutions to overcome customer service and inside business development roadblocks.
PC: Becoming a Self-Accountability Coach
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09/25/2014 8:00 am
09/25/2014 10:00 am
PC: Becoming a Self-Accountability Coach
hat are you accountable for, and how do you hold yourself to it? This session will utilize the Sandler Sub as our guide to self-coaching and ongoing development.
13 Columbia Circle, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
hat are you accountable for, and how do you hold yourself to it? This session will utilize the Sandler Sub as our guide to self-coaching and ongoing development.
PC: Becoming a Self-Accountability Coach
Add to Calendar
09/25/2014 8:00 am
09/25/2014 10:00 am
PC: Becoming a Self-Accountability Coach
hat are you accountable for, and how do you hold yourself to it? This session will utilize the Sandler Sub as our guide to self-coaching and ongoing development.
13 Columbia Circle, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
hat are you accountable for, and how do you hold yourself to it? This session will utilize the Sandler Sub as our guide to self-coaching and ongoing development.
FND: Uncovering the Prospect's Budget & Decision Making Process
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09/25/2014 3:00 pm
09/25/2014 5:00 pm
FND: Uncovering the Prospect's Budget & Decision Making Process
In this session, you will learn how to demonstrate to the prospect how to solve their pains, learn how to understand/identify their budget, and execute it all in a manner that is consistent with his decision process.
13 Columbia Circle, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
3:00 pm - 5:00 pm
In this session, you will learn how to demonstrate to the prospect how to solve their pains, learn how to understand/identify their budget, and execute it all in a manner that is consistent with his decision process.
FND: Uncovering the Prospect's Budget & Decision Making Process
Add to Calendar
09/25/2014 3:00 pm
09/25/2014 5:00 pm
FND: Uncovering the Prospect's Budget & Decision Making Process
In this session, you will learn how to demonstrate to the prospect how to solve their pains, learn how to understand/identify their budget, and execute it all in a manner that is consistent with his decision process.
13 Columbia Circle, Suite 104 Albany, NY
matt.scarchilli@sandler.com
MM/DD/YYYY
3:00 pm - 5:00 pm
In this session, you will learn how to demonstrate to the prospect how to solve their pains, learn how to understand/identify their budget, and execute it all in a manner that is consistent with his decision process.