1st Monday of each Month @ 10 AM ET | Hosted by Gregg Kessler
Many of the roadblocks that prevent salespeople from closing more business and closing it at the margins they want are usually manifestations of problems that started much earlier in the business development process. In this course, you will learn about the Sandler Selling System and the psychological and communication theories on which it is based. You will learn why people buy, and how you can sell more and sell more easily.
1. The Core Elements of Success
2. Secrets of the Buyer-Seller Relationship
3. The Sandler Selling System
4. Build and Sustain the Relationship 1
5. Build and Sustain the Relationship 2
6. Special Guests and Hot Topics
7. The Power of DISC
8. Establishing Ground Rules 1
9. Establishing Ground Rules 2
10. Qualifying the Opportunity – Pain 1
11. Qualifying the Opportunity – Pain 2
12. Special Guests and Hot Topics
13. Questioning Strategies
14. Qualifying the Opportunity – Budget
15. Qualifying the Opportunity – Decision
16. Close the Sale – Fulfillment
17. Close the Sale – Post-Sell
18. Special Guests and Hot Topics
19. Negative Reverse Selling
20. Identity/Role Theory (I/R)
21. Prospect More Easily 1
22. Prospect More Easily 2
23. Developing Your Formula for Success
24. Special Guests and Hot Topics
Sandler Training can provide professional training to your employees around the corner or around the world with our new live streaming webcasts. Virtual training leads to better results and less time out of the field for your sales team.