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Location: 13 Columbia Circle, Albany NY
October 1st, 2015
8:00 am - 10:00 am
David Sandler set out to learn as much as he could about human behavior and along the way developed the Sandler Rules and Insights. We’ll delve into some of them and discuss what they mean and how we can use them in our sales process.
Location: 13 Columbia Circle, Albany NY
October 1st, 2015
8:00 am - 10:00 am
David Sandler set out to learn as much as he could about human behavior and along the way developed the Sandler Rules and Insights. We’ll delve into some of them and discuss what they mean and how we can use them in our sales process.
Location: 13 Columbia Circle, Albany NY
October 7th, 2015
2:30 pm - 4:30 pm
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.
Location: 13 Columbia Circle, Albany NY
October 7th, 2015
2:30 pm - 4:30 pm
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.
Location: 13 Columbia Circle, Albany NY
October 8th, 2015
8:00 am - 10:00 am
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.
Location: 13 Columbia Circle, Albany NY
October 8th, 2015
8:00 am - 10:00 am
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.
Location: 13 Columbia Circle, Albany NY
October 9th, 2015
8:00 am - 10:30 am
Using Transactional Analysis, DISC styles, I/R Theory and general communication tools we'll understand ourselves and others better to improve our interactions.
Location: 13 Columbia Circle, Albany NY
October 9th, 2015
8:00 am - 10:30 am
Using Transactional Analysis, DISC styles, I/R Theory and general communication tools we'll understand ourselves and others better to improve our interactions.
Location: 13 Columbia Circle, Albany NY
October 14th, 2015
2:00 pm - 4:00 pm
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.
Location: 13 Columbia Circle, Albany NY
October 14th, 2015
2:00 pm - 4:00 pm
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.
Location: 13 Columbia Circle, Albany NY
October 15th, 2015
8:00 am - 10:00 am
Discover the key factors to building rapport. Most salespeople put 100% of their effort into the 7% factor. Learn about the other 93% and, more important, how to build credibility and trust quickly. Identify exactly what to listen for in the prospect’s initial reactions — and how to respond. Learn a low-key way to seize the initiative and take leadership of the buyer-seller-dance, all the while making your prospect feel comfortable. Learn how to earn your toughest prospect’s respect in the first minutes. Understand how to communicate with your prospect quickly.
Location: 13 Columbia Circle, Albany NY
October 15th, 2015
8:00 am - 10:00 am
Discover the key factors to building rapport. Most salespeople put 100% of their effort into the 7% factor. Learn about the other 93% and, more important, how to build credibility and trust quickly. Identify exactly what to listen for in the prospect’s initial reactions — and how to respond. Learn a low-key way to seize the initiative and take leadership of the buyer-seller-dance, all the while making your prospect feel comfortable. Learn how to earn your toughest prospect’s respect in the first minutes. Understand how to communicate with your prospect quickly.
Location: 13 Columbia Circle, Albany NY
October 21st, 2015
2:00 pm - 4:00 pm
One of the greatest services we can do for our prospects and customers is in a selling role. Prospects and customers alike depend on us to bring new information, new ideas, problem solving tactics and added value to our products by helping them make good buying decisions.
Location: 13 Columbia Circle, Albany NY
October 21st, 2015
2:00 pm - 4:00 pm
One of the greatest services we can do for our prospects and customers is in a selling role. Prospects and customers alike depend on us to bring new information, new ideas, problem solving tactics and added value to our products by helping them make good buying decisions.
Location: 13 Columbia Circle, Albany NY
October 22nd, 2015
8:00 am - 10:00 am
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.
Location: 13 Columbia Circle, Albany NY
October 22nd, 2015
8:00 am - 10:00 am
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.
Location: 13 Columbia Circle, Albany NY
October 28th, 2015
2:00 pm - 4:00 pm
Understanding our customers is central to helping them with their problems. Part of a deeper understanding is to understand the language and tonality they’re using and where it’s coming from. To be a business person on the frontline we need a slight edge to better connect with people. The study of transactional analysis and how it adapts to the business world gives us that slight edge.
Location: 13 Columbia Circle, Albany NY
October 28th, 2015
2:00 pm - 4:00 pm
Understanding our customers is central to helping them with their problems. Part of a deeper understanding is to understand the language and tonality they’re using and where it’s coming from. To be a business person on the frontline we need a slight edge to better connect with people. The study of transactional analysis and how it adapts to the business world gives us that slight edge.
Location: 13 Columbia Circle, Albany NY
October 29th, 2015
8:00 am - 10:00 am
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.
Location: 13 Columbia Circle, Albany NY
October 29th, 2015
8:00 am - 10:00 am
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.