Using the Sandler methodology, this course prepares salespeople to competently and effectively navigate the sales arena in the most effective and efficient manner, using tested, proven, and up-to-date strategies and skills. In a supportive yet mentally-challenging environment, this program transforms salespeople’s attitudes (and corresponding beliefs, judgments, and actions) to more fully support the outcomes needed to achieve corporate, department, and personal goals. These new attitudes and skills are then turned into defined and measurable actions that bring about successful and sustainable results.
Sales professionals will come away with how to:
- Identify and adopt a system for selling
- Efficiently identify, target and engage new prospects
- Remove prospect stalls and objections from the selling landscape
- Qualify stringently and close easily
- Eliminate eleventh-hour negotiations or demands for concessions
- Control the development process and keep it moving forward
- Avoid making presentations to people who can't make the required investment or a buying decision
- Manage self-defeating behaviors
Program Includes:
- DISC behavioral profile assessment
- Printed course materials
Program Content:
- Creating a Successful System
- Discuss and uncover the frustrations of selling and the road blocks we face
- Learn why having a proven system for selling is critical to enable a win/win for both parties
- Understand how following a system creates long term sustainable results
- Building Relationships
- Discuss the results of the DISC profiles and how this information impacts all human interactions
- Compare behavioral styles and practice adapting your approach to improve your rapport with others
- Recognize the impact of verbal and nonverbal communication on your ability to connect with prospects
- State expectations for both parties to minimize uncertainty and misunderstanding
- Qualifying the Opportunity
- Develop appropriate questions to truly understand your prospect’s needs
- Discuss how to assess whether they have the money to fix these needs
- Determine if they are in a position make a decision to do something about it
- Closing the Opportunity
- Recognize there's a path to finalizing each transaction
- Identify the steps to getting a Yes or No as quickly as possible
- Learn to avoid ‘over’ selling and recognizing buying signals
- Prospecting and Tracking Behaviors
- Managing Your Mindset
- Manage technique, behavior and most importantly, attitude, to achieve maximum success
Dates: 9/13, 9/20, 927, 10,4, 10/11, 10/18
Special Pricing: 2nd+ attendee from same organization receives $200 off registration
Meet the instructor: Greg Orth, President, Sandler Training
As a business executive driving sales, marketing and corporate strategies, Greg has spent the last 20 years working closely with Fortune 500 businesses utilizing unique approaches to business processes as well as innovative thinking to drive improved results. Before Sandler, Greg spent 5 years working with McKinsey and Co. and Henry Rak Consulting Partners. Working in the consumer packaged goods arena, he helped companies maximize their selling efforts utilizing consumer behavior and shopper analytics. Greg honed his business sense spending nearly 15 years in a variety of sales and management roles with The Hershey Company. Greg decided to leave the corporate world behind and take his skills and experiences to work with local businesses to help them achieve their business development and financial goals. The goal is to identify the gaps that are keeping you from reaching your pinnacle of success.