EB: Sandler Sales Leadership Forum

Add to Calendar 10/01/2014 8:00 am 10/01/2014 10:00 am EB: Sandler Sales Leadership Forum We invite you to be our guest at this Sandler Sales Leadership Forum. The Sandler Sales Leadership Forum is a community of successful Sales Managers, Vice Presidents of Sales, Business Development Leaders and Business Owners who come together monthly to learn best practices in sales leadership and management from Sandler Training experts, peers and to share our challenges and successes in a supportive environment. 13 Columbia Circle, Suite 104 Albany, NY janice@sandler.com MM/DD/YYYY

EB: Sandler Sales Leadership Forum

Add to Calendar 10/01/2014 8:00 am 10/01/2014 10:00 am EB: Sandler Sales Leadership Forum We invite you to be our guest at this Sandler Sales Leadership Forum. The Sandler Sales Leadership Forum is a community of successful Sales Managers, Vice Presidents of Sales, Business Development Leaders and Business Owners who come together monthly to learn best practices in sales leadership and management from Sandler Training experts, peers and to share our challenges and successes in a supportive environment. 13 Columbia Circle, Suite 104 Albany, NY janice@sandler.com MM/DD/YYYY

PC: Overcoming Your Need for Approval

Add to Calendar 10/02/2014 8:00 am 10/02/2014 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, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Overcoming Your Need for Approval

Add to Calendar 10/02/2014 8:00 am 10/02/2014 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, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Closing the Sale

Add to Calendar 10/02/2014 3:00 pm 10/02/2014 5:00 pm FND: Closing the Sale 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

FND: Closing the Sale

Add to Calendar 10/02/2014 3:00 pm 10/02/2014 5:00 pm FND: Closing the Sale 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

SCC: On the Frontlines and Developing Your Professional Communication Skills

Add to Calendar 10/07/2014 3:00 pm 10/07/2014 5:00 pm SCC: On the Frontlines and Developing Your Professional Communication Skills In this session we’ll take a close look at customer expectations and then examine what we do to meet those expectations. Every customer and prospect is different, and our ability to establish a trust relationship quickly is essential to solving their problems, developing long-term customers, and creating a relationship based on loyalty beyond the product or service. Having the skills necessary to lower barriers, ask questions while really listening for the meaning, create win-win solutions and build trust is far more powerful than any other aspect of client interaction. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

SCC: On the Frontlines and Developing Your Professional Communication Skills

Add to Calendar 10/07/2014 3:00 pm 10/07/2014 5:00 pm SCC: On the Frontlines and Developing Your Professional Communication Skills In this session we’ll take a close look at customer expectations and then examine what we do to meet those expectations. Every customer and prospect is different, and our ability to establish a trust relationship quickly is essential to solving their problems, developing long-term customers, and creating a relationship based on loyalty beyond the product or service. Having the skills necessary to lower barriers, ask questions while really listening for the meaning, create win-win solutions and build trust is far more powerful than any other aspect of client interaction. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Cold and Warm Call Techniques

Add to Calendar 10/09/2014 8:00 am 10/09/2014 10:00 am PC: Cold and Warm Call Techniques Cold (and warm) calls are seldom a favorite things to do. In this sessions you will why traditional cold calling methods simply do not work and techniques that will get you results. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Cold and Warm Call Techniques

Add to Calendar 10/09/2014 8:00 am 10/09/2014 10:00 am PC: Cold and Warm Call Techniques Cold (and warm) calls are seldom a favorite things to do. In this sessions you will why traditional cold calling methods simply do not work and techniques that will get you results. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Prospecting Behavior

Add to Calendar 10/09/2014 3:00 pm 10/09/2014 5:00 pm FND: Prospecting Behavior Learn what to say and do to qualify and disqualify someone with whom you have the opportunity to meet and do business with. In this session you will also learn how to create a customized cookbook of various prospecting activities such as cold calling, networking, referrals etc that will help you achieve your specific sales goals. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Prospecting Behavior

Add to Calendar 10/09/2014 3:00 pm 10/09/2014 5:00 pm FND: Prospecting Behavior Learn what to say and do to qualify and disqualify someone with whom you have the opportunity to meet and do business with. In this session you will also learn how to create a customized cookbook of various prospecting activities such as cold calling, networking, referrals etc that will help you achieve your specific sales goals. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

SSL: Understanding Your People

Add to Calendar 10/10/2014 8:00 am 10/10/2014 10:30 am SSL: Understanding Your People We will be covering several topics to help you better understand your people and how to become a more effective manager. Topics include: Overcoming Fears Of ..(success, failure, rejection etc), Working with different personality types, and procrastination. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

SSL: Understanding Your People

Add to Calendar 10/10/2014 8:00 am 10/10/2014 10:30 am SSL: Understanding Your People We will be covering several topics to help you better understand your people and how to become a more effective manager. Topics include: Overcoming Fears Of ..(success, failure, rejection etc), Working with different personality types, and procrastination. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

SCC: Setting Expectations and Control

Add to Calendar 10/14/2014 3:00 pm 10/14/2014 5:00 pm SCC: Setting Expectations and Control We need to set the expectations or the purpose of our meeting, what needs to happen and whose responsibility it is; a timeline or when it should happen; and the outcomes expected. We’ll explore a simple methodology that puts you in control of a conversation, lays out expectations on both sides, and is a comfortable way to ensure everyone involved is on the same page. 13 Columbia Circle, Suite 14 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

SCC: Setting Expectations and Control

Add to Calendar 10/14/2014 3:00 pm 10/14/2014 5:00 pm SCC: Setting Expectations and Control We need to set the expectations or the purpose of our meeting, what needs to happen and whose responsibility it is; a timeline or when it should happen; and the outcomes expected. We’ll explore a simple methodology that puts you in control of a conversation, lays out expectations on both sides, and is a comfortable way to ensure everyone involved is on the same page. 13 Columbia Circle, Suite 14 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

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

Add to Calendar 10/15/2014 8:00 am 10/15/2014 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. 13 Columbia Circle, Suite 104 Albany, NY janice@sandler.com MM/DD/YYYY

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

Add to Calendar 10/15/2014 8:00 am 10/15/2014 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. 13 Columbia Circle, Suite 104 Albany, NY janice@sandler.com MM/DD/YYYY

PC: Open Forum

Add to Calendar 10/16/2014 8:00 am 10/16/2014 10:00 am PC: Open Forum Lorraine will help you to build on a behavior, technique or attitude. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Open Forum

Add to Calendar 10/16/2014 8:00 am 10/16/2014 10:00 am PC: Open Forum Lorraine will help you to build on a behavior, technique or attitude. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: Improving Your BATting Average

Add to Calendar 10/16/2014 3:00 pm 10/16/2014 5:00 pm FND: Improving Your BATting Average You will be able to understand the major points of the Success Triangle and learn about the Identity/Role Theory, identify your comfort zone and the barriers to breaking through that comfort zone to reach higher levels of the selling success. 13 Columbia Circle, Suite 104 Albany, Ny matt.scarchilli@sandler.com MM/DD/YYYY

FND: Improving Your BATting Average

Add to Calendar 10/16/2014 3:00 pm 10/16/2014 5:00 pm FND: Improving Your BATting Average You will be able to understand the major points of the Success Triangle and learn about the Identity/Role Theory, identify your comfort zone and the barriers to breaking through that comfort zone to reach higher levels of the selling success. 13 Columbia Circle, Suite 104 Albany, Ny matt.scarchilli@sandler.com MM/DD/YYYY

SCC: Building Relationships (D.I.S.C.)

Add to Calendar 10/21/2014 3:00 pm 10/21/2014 5:00 pm SCC: Building Relationships (D.I.S.C.) In this session, we’ll examine different communication preferences to improve understanding and communication with both internal and external customers. Using the D.I.S.C. behavioral profile, we start by examining the four quadrants and our own preferences. We will learn the differences of the four styles, how to quickly identify a person’s dominant style, and the basis of communicating with each style. Once identified, we can modify our styles to our customers’ to facilitate optimum communication. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

SCC: Building Relationships (D.I.S.C.)

Add to Calendar 10/21/2014 3:00 pm 10/21/2014 5:00 pm SCC: Building Relationships (D.I.S.C.) In this session, we’ll examine different communication preferences to improve understanding and communication with both internal and external customers. Using the D.I.S.C. behavioral profile, we start by examining the four quadrants and our own preferences. We will learn the differences of the four styles, how to quickly identify a person’s dominant style, and the basis of communicating with each style. Once identified, we can modify our styles to our customers’ to facilitate optimum communication. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Up Front Contract (UFC) + Sales Template = Effective Outcomes

Add to Calendar 10/23/2014 8:00 am 10/23/2014 10:00 am PC: Up Front Contract (UFC) + Sales Template = Effective Outcomes Do you worry you are wimping out on UFCs and/or Clear Future during sales calls? Does your “next step” give your prospect too much room to wiggle out? Do you have a multi-call or complex sales cycle? Learn how a genuine conviction to UFCs and the use of a sales template can help. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Up Front Contract (UFC) + Sales Template = Effective Outcomes

Add to Calendar 10/23/2014 8:00 am 10/23/2014 10:00 am PC: Up Front Contract (UFC) + Sales Template = Effective Outcomes Do you worry you are wimping out on UFCs and/or Clear Future during sales calls? Does your “next step” give your prospect too much room to wiggle out? Do you have a multi-call or complex sales cycle? Learn how a genuine conviction to UFCs and the use of a sales template can help. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: The Importance of Bonding & Building Rapport

Add to Calendar 10/23/2014 3:00 pm 10/23/2014 5:00 pm FND: The Importance of Bonding & Building Rapport This session emphasizes the significance of establishing rapport with prospects and maintaining bonds with clients as the first step in the Sandler Selling SystemTM. The underlying assumptions upon which the system's approach is built, are that people buy from people that they are comfortable with. People like people who are like themselves. Hence, people buy from people who are like themselves. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

FND: The Importance of Bonding & Building Rapport

Add to Calendar 10/23/2014 3:00 pm 10/23/2014 5:00 pm FND: The Importance of Bonding & Building Rapport This session emphasizes the significance of establishing rapport with prospects and maintaining bonds with clients as the first step in the Sandler Selling SystemTM. The underlying assumptions upon which the system's approach is built, are that people buy from people that they are comfortable with. People like people who are like themselves. Hence, people buy from people who are like themselves. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

SCC: Crafting Questions

Add to Calendar 10/28/2014 3:00 pm 10/28/2014 5:00 pm SCC: Crafting Questions Much of a customer service representative day is spent answering other people’s questions. What we may not give as much thought to is how, and why, we should ask questions. Well-crafted questions can cut through smoke and mirrors, help to clarify our customers’ thinking, and get us to the right solutions more directly than passively answering questions. In this session you’ll learn to ask questions assertively to take control. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

SCC: Crafting Questions

Add to Calendar 10/28/2014 3:00 pm 10/28/2014 5:00 pm SCC: Crafting Questions Much of a customer service representative day is spent answering other people’s questions. What we may not give as much thought to is how, and why, we should ask questions. Well-crafted questions can cut through smoke and mirrors, help to clarify our customers’ thinking, and get us to the right solutions more directly than passively answering questions. In this session you’ll learn to ask questions assertively to take control. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Do You Look Like You Belong?

Add to Calendar 10/30/2014 8:00 am 10/30/2014 10:00 am PC: Do You Look Like You Belong? Meeting with the president of a larger company is different in many ways. The most important impression you must make is for the president to feel that you belong in his office. In this session, Lorraine will highlight the differences and nuances of those meetings so you learn what TO DO and what NOT TO DO. 13 Columbia Circle, Suite 104 Albany, NY matt.scarchilli@sandler.com MM/DD/YYYY

PC: Do You Look Like You Belong?

Add to Calendar 10/30/2014 8:00 am 10/30/2014 10:00 am PC: Do You Look Like You Belong? Meeting with the president of a larger company is different in many ways. The most important impression you must make is for the president to feel that you belong in his office. In this session, Lorraine will highlight the differences and nuances of those meetings so you learn what TO DO and what NOT TO DO. 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 10/30/2014 2:00 pm 10/30/2014 4:00 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

FND: Elements and Terms of an Up-Front Contract

Add to Calendar 10/30/2014 2:00 pm 10/30/2014 4:00 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