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Location: Sales Concepts Training Center
26600 Detroit Road, Suite 260
Westlake, OH 44145
January 3rd, 2019
8:30 am - 10:00 am
Sandler Foundations - WEEK 1 - Why Have a System: Understand the difference between the Prospect's system and the Sandler Selling System methodology, and the value of using a professional selling system that allows both the prospect and the salesperson get their needs met.
**ADVANCED WORKSHOP / PC PLAN NOTE**
This session will present workshop elements including:
Sandler Selling System
Wimp Junction
Pendulum Theory
Buyer Seller Dance
Four Positive Results of Sandler Selling System
Negative Reverse Selling
Location: Sales Concepts Training Center
26600 Detroit Road, Suite 260
Westlake, OH 44145
January 3rd, 2019
1:00 pm - 2:30 pm
The Budget Clinic ? Trouble finding budgets or talking about money? Learn what it takes to get all the money on the table before you present.
Location: Dial one of the following numbers:
+1.408.740.7256 (US (San Jose))
+1.888.240.2560 (US Toll Free)
Meeting ID: 820 310 311#
Participant Code: #
Enter the meeting ID and participat code "#"
Or connect via Web Browser using meeting URL
https://bluejeans.com/820310311
Connecting from a room system?
Dial: 199.48.152.152 or bjn.vc and enter your meeting ID & passcode
January 8th, 2019
7:30 am - 9:00 am
The Early Bird is an open forum session, where you can bring any specific problems you are encountering. The trainer has no specific agenda, the only topics discussed will be those brought by the clients.
Location: Sales Concepts Training Center
26600 Detroit Road, Suite 260
Westlake, OH 44145
January 9th, 2019
1:00 pm - 2:30 pm
30 Second Commercial ? Having trouble getting Pain over the phone or in person? Maybe it's your approach.
Learn what a 30?Second Commercial is and how it can help you break the ice.
Location: Sales Concepts Training Center
26600 Detroit Road, Suite 260
Westlake, OH 44145
January 10th, 2019
8:30 am - 10:00 am
Sandler Foundations - WEEK 2 - The Importance of Bonding and Rapport: Learn and apply specific Sandler techniques to start a sales conversation and establish an emotional bond and positive rapport with your prospects. Understand the importance of discovering how people communicate and the different behavioral styles so that the salesperson can adapt to the prospect's preferred styles and adapt.
**ADVANCED WORKSHOP / PC PLAN NOTE**
This session will present workshop elements including:
Body Language
Spoken Words
Tonality
Bonding & Rapport
BAT (Behavior, Attitude, Technique)
Transactional Analysis (P-A-C)
VAK Modalities (Visual, Auditory, Kinesthetic)
OK-Not OK
Active Listening
DISC
Product Knowledge/Buzzwords
Location: Dial one of the following numbers:
+1.408.740.7256 (US (San Jose))
+1.888.240.2560 (US Toll Free)
Meeting ID: 820 310 311#
Participant Code: #
Enter the meeting ID and participat code "#"
Or connect via Web Browser using meeting URL
https://bluejeans.com/820310311
Connecting from a room system?
Dial: 199.48.152.152 or bjn.vc and enter your meeting ID & passcode
January 15th, 2019
7:30 am - 9:00 am
The Early Bird is an open forum session, where you can bring any specific problems you are encountering. The trainer has no specific agenda, the only topics discussed will be those brought by the clients.
Location: Sales Concepts Training Center
26600 Detroit Road, Suite 260
Westlake, OH 44145
January 17th, 2019
8:30 am - 10:00 am
Sandler Foundations - WEEK 3 - Elements and Terms of an Up-Front Contract: Take control of the sales process by establishing an agenda and mutual beneficial guidelines for a productive conversation so that there is no mutual mystification regarding what will happen or the outcomes.
**ADVANCED WORKSHOP / PC PLAN NOTE**
This session will present workshop elements including:
Up-Front Contracts
Location: Sales Concepts Training Center
26600 Detroit Road, Suite 260
Westlake, OH 44145
January 17th, 2019
10:30 am - 12:00 pm
Cut & Paste ? Are you ready for next year? All your new goals in place? Do you have a plan? Come to an
informal session on goal setting and leave with a visual depiction of your new plan. Don't start the new year without the direction needed to succeed.
**Please bring magazines of
interest and pictures for rewards, goals or plans. **
Location: Sales Concepts Training Center
26600 Detroit Road, Suite 260
Westlake, OH 44145
January 17th, 2019
1:00 pm - 4:00 pm
Goal Setting ? Having trouble coming up with a written plan? Spend 3 hours with Coach, Rose Vinci, planning the next year of your life!
Location: Dial one of the following numbers:
+1.408.740.7256 (US (San Jose))
+1.888.240.2560 (US Toll Free)
Meeting ID: 820 310 311#
Participant Code: #
Enter the meeting ID and participat code "#"
Or connect via Web Browser using meeting URL
https://bluejeans.com/820310311
Connecting from a room system?
Dial: 199.48.152.152 or bjn.vc and enter your meeting ID & passcode
January 22nd, 2019
7:30 am - 9:00 am
The Early Bird is an open forum session, where you can bring any specific problems you are encountering. The trainer has no specific agenda, the only topics discussed will be those brought by the clients.
Location: Sales Concepts Training Center
26600 Detroit Road, Suite 260
Westlake, OH 44145
January 22nd, 2019
9:00 am - 12:00 pm
BY INVITATION ONLY
Location: Sales Concepts Training Center
26600 Detroit Road, Suite 260
Westlake, OH 44145
January 23rd, 2019
9:00 am - 10:30 am
Delivering Bad News ? So you screwed up! Come in and learn how to turn a relationship ending mistake into the guarantee of business for years to come.
Location: Sales Concepts Training Center
26600 Detroit Road, Suite 260
Westlake, OH 44145
January 24th, 2019
8:30 am - 10:00 am
Sandler Foundations - WEEK 4 - Identifying the Reasons for Doing Business (PAIN): Learn the high-powered qualifying processes needed to probe for true buyer motivations and understand the importance of helping the prospect to discover their own emotional reason to do business.
**ADVANCED WORKSHOP / PC PLAN NOTE**
This session will present workshop elements including:
Discovering/Identifying Pain
Pain Funnel
Location: Dial one of the following numbers:
+1.408.740.7256 (US (San Jose))
+1.888.240.2560 (US Toll Free)
Meeting ID: 820 310 311#
Participant Code: #
Enter the meeting ID and participat code "#"
Or connect via Web Browser using meeting URL
https://bluejeans.com/820310311
Connecting from a room system?
Dial: 199.48.152.152 or bjn.vc and enter your meeting ID & passcode
January 29th, 2019
7:30 am - 9:00 am
The Early Bird is an open forum session, where you can bring any specific problems you are encountering. The trainer has no specific agenda, the only topics discussed will be those brought by the clients.
Location: Sales Concepts Training Center
26600 Detroit Road, Suite 260
Westlake, OH 44145
January 29th, 2019
9:00 am - 10:30 am
Stalls & Objections – Prospects got you stumped? Come in to find out how to get them restarted, qualified
and closed!
Location: Sales Concepts Training Center
26600 Detroit Road, Suite 260
Westlake, OH 44145
January 31st, 2019
8:30 am - 10:00 am
Sandler Foundations - WEEK 5 - Questioning Strategies: Improve information gathering by learning how to ask better questions to gain greater understanding of your prospects as you help them discover and articulate their needs and make a decision about going forward or not.
**ADVANCED WORKSHOP / PC PLAN NOTE**
This session will present workshop elements including:
Questioning Strategies
Dummy Curve
Reversing
Softening Statements
Stripping Line