Sales Mastery - Omaha (Questioning Strategies: Reversing, Negative Reversing)

Add to Calendar 06/04/2018 1:15 pm 06/04/2018 2:45 pm Sales Mastery - Omaha (Questioning Strategies: Reversing, Negative Reversing) Questioning Strategies: Reversing, Negative Reversing If you look, act and sound like every other salesperson, the prospect will treat you like a vendor rather than an advisor. This session will give you some techniques that differentiate you from the competition. It also allows you to work with a client so each of you can define whether the path you’re on is the right one by using specialized questioning techniques. Prep work: Chapter 13: Workbook pages 335 - 354 SM13 Negative Reverse Selling - Sales Mastery.mp3 Reinforcement: Self-Study Lessons Quiz 13: Negative Reverse Selling Video: Negative Reversing Selling - 1 of 2 - Dave Mattson Video: Negative Reversing Selling - 2 of 2 - Dave Mattson 13-1 Negative Reverse Clock.pdf Click here to register for live stream training via Go To Meeting 3828 Dodge Street Omaha Nebraska, 68131 (402) 616-1098 karl.schaphorst@sandler.com MM/DD/YYYY

Sales Mastery - Des Moines (Questioning Strategies: Reversing, Negative Reversing)

Add to Calendar 06/05/2018 8:30 am 06/05/2018 10:00 am Sales Mastery - Des Moines (Questioning Strategies: Reversing, Negative Reversing) Questioning Strategies: Reversing, Negative Reversing If you look, act and sound like every other salesperson, the prospect will treat you like a vendor rather than an advisor. This session will give you some techniques that differentiate you from the competition. It also allows you to work with a client so each of you can define whether the path you’re on is the right one by using specialized questioning techniques. Prep work: Chapter 13: Workbook pages 335 - 354 SM13 Negative Reverse Selling - Sales Mastery.mp3 Reinforcement: Self-Study Lessons Quiz 13: Negative Reverse Selling Video: Negative Reversing Selling - 1 of 2 - Dave Mattson Video: Negative Reversing Selling - 2 of 2 - Dave Mattson 13-1 Negative Reverse Clock.pdf 309 Court Avenue Suite 805 Des Moines, IA 50309 (515) 699-8588 karl.schaphorst@sandler.com MM/DD/YYYY

Sales Mastery - Omaha (Questioning Strategies: The Pattern Interrupt)

Add to Calendar 06/11/2018 1:15 pm 06/11/2018 2:45 pm Sales Mastery - Omaha (Questioning Strategies: The Pattern Interrupt) Questioning Strategies: The Pattern Interrupt If we and our clients are to have success using the Sandler methodologies, then we better be comfortable with pattern interrupts. The typical salesperson is treated with disdain, distrust, disrespect right out of the gate which means that if you look like a typical salesperson when you show up, you will be treated like one. It is uncomfortable to use pattern interrupts and behave contrary to all other salespeople in the marketplace, yet that is Sandler. In this session we will discuss the top five pattern interrupts that we prescribe to our clients in order to avoid Wimp Junction and ultimately have success using Sandler. Prep work: Chapter 12, pages 29 - 32 Reinforcement: Pattern Interrupt Video with Dave Hiatt Pattern Interrupt Video with Troy Elmore Click here to register for live stream training via Go To Meeting 3828 Dodge Street Omaha Nebraska, 68131 (402) 616-1098 karl.schaphorst@sandler.com MM/DD/YYYY

Sales Mastery - Des Moines (Questioning Strategies: The Pattern Interrupt)

Add to Calendar 06/12/2018 8:30 am 06/12/2018 10:00 am Sales Mastery - Des Moines (Questioning Strategies: The Pattern Interrupt) Questioning Strategies: The Pattern Interrupt If we and our clients are to have success using the Sandler methodologies, then we better be comfortable with pattern interrupts. The typical salesperson is treated with disdain, distrust, disrespect right out of the gate which means that if you look like a typical salesperson when you show up, you will be treated like one. It is uncomfortable to use pattern interrupts and behave contrary to all other salespeople in the marketplace, yet that is Sandler. In this session we will discuss the top five pattern interrupts that we prescribe to our clients in order to avoid Wimp Junction and ultimately have success using Sandler. Prep work: Chapter 12, pages 29 - 32 Reinforcement: Pattern Interrupt Video with Dave Hiatt Pattern Interrupt Video with Troy Elmore 309 Court Avenue Suite 805 Des Moines, IA 50309 (515) 699-8588 karl.schaphorst@sandler.com MM/DD/YYYY

Sales Mastery - Omaha (Prospecting Training Part 1)

Add to Calendar 06/18/2018 1:15 pm 06/18/2018 2:45 pm Sales Mastery - Omaha (Prospecting Training Part 1) Prospecting Training Part 1 Taking a shotgun approach to prospecting is usually not the most efficient or effective strategy. In this module, you will learn how to create a prospecting plan that contains a mix of activities appropriate to your market and in line with your budget. In addition, you will learn how to calculate the number of contacts you need to make and how to schedule your activities in order to meet your personal and sales goals. Prep work: Chapter 11: Workbook pages 267 - 298 Sean Coyle - Prospecting Success Best Practices Reinforcement: No-Pressure Prospecting Webinar with Sean Coyle and Mike Montague Click here to register for live stream training via Go To Meeting 3828 Dodge Street Omaha Nebraska, 68131 (402) 616-1098 karl.schaphorst@sandler.com MM/DD/YYYY

Sales Mastery - Des Moines (Prospecting Training Part 1)

Add to Calendar 06/19/2018 8:30 am 06/19/2018 10:00 am Sales Mastery - Des Moines (Prospecting Training Part 1) Prospecting Training Part 1 Taking a shotgun approach to prospecting is usually not the most efficient or effective strategy. In this module, you will learn how to create a prospecting plan that contains a mix of activities appropriate to your market and in line with your budget. In addition, you will learn how to calculate the number of contacts you need to make and how to schedule your activities in order to meet your personal and sales goals. Prep work: Chapter 11: Workbook pages 267 - 298 Sean Coyle - Prospecting Success Best Practices Reinforcement: href="https://learn.sandler.com/mod/page/view.php?id=8722">No-Pressure Prospecting Webinar with Sean Coyle and Mike Montague 309 Court Avenue Suite 805 Des Moines, IA 50309 (515) 699-8588 karl.schaphorst@sandler.com MM/DD/YYYY

Sandler Management Training - Omaha (Motivating Salespeople)

Add to Calendar 06/22/2018 8:30 am 06/22/2018 11:30 am Sandler Management Training - Omaha (Motivating Salespeople) Motivating Salespeople One of the sales manager's most challenging responsibilities is motivating the sales team while maintaining the company's profitability. Prep Work: How to Succeed at Motivation Podcast Reinforcement: STOP Making Excuses and Start Truly Motivating Your Salespeople! - Mike Crandall 3828 Dodge St Omaha NE 68131 (402) 616-1098 karl.schaphorst@sandler.com MM/DD/YYYY

Sandler Monthly Reinforcement Training

Add to Calendar 06/25/2018 10:00 am 06/25/2018 12:00 pm Sandler Monthly Reinforcement Training Monthly Reinforcement Training Click here to register for live stream training via Go To Meeting 3828 Dodge Street Omaha, NE 68131 karl.schaphorst@sandler.com MM/DD/YYYY

Sales Mastery - Omaha (Prospecting Training Part 2)

Add to Calendar 06/25/2018 1:15 pm 06/25/2018 2:45 pm Sales Mastery - Omaha (Prospecting Training Part 2) Prospecting Training Part 2 For many salespeople prospecting, especially making cold calls, is a dreaded activity. In this module you will learn what causes call reluctance. You will learn how to use special techniques for overcoming call reluctance and getting past gatekeepers. You will learn how to create 30-second commercial, how to incorporate it into your prospecting approach, and ultimately make the prospecting call. You will learn two cold call approaches that you will customize for your product/service and market. Prep work: Chapter 12: Workbook pages 229 - 334 Reinforcement: Audio: 2017-07-12 There Are No Bad Prospects, Just Bad Salespeople - Brad McDonald Audio: 2017-03-08 No-Pressure Prospecting Call - Dave Hiatt Click here to register for live stream training via Go To Meeting 3828 Dodge Street Omaha Nebraska, 68131 (402) 616-1098 karl.schaphorst@sandler.com MM/DD/YYYY

Sales Mastery - Des Moines (Prospecting Training)

Add to Calendar 06/26/2018 8:30 am 06/26/2018 10:00 am Sales Mastery - Des Moines (Prospecting Training) Prospecting Training Making the Prospecting Call (Sales Mastery) For many salespeople prospecting, especially making cold calls, is a dreaded activity. In this module you will learn what causes call reluctance. You will learn how to use special techniques for overcoming call reluctance and getting past gatekeepers. You will learn how to create 30-second commercial, how to incorporate it into your prospecting approach, and ultimately make the prospecting call. You will learn two cold call approaches that you will customize for your product/service and market. Prep work: Chapter 12: Workbook pages 229 - 334 SM12 Making the Prospecting Call - Sales Mastery.mp3 Reinforcement: Self-Study Lessons Quiz 12: Making the Prospecting Call Audio: 2017-07-12 There Are No Bad Prospects, Just Bad Salespeople - Brad McDonald Audio: 2017-03-08 No-Pressure Prospecting Call - Dave Hiatt 309 Court Avenue Suite 805 Des Moines, IA 50309 (515) 699-8588 karl.schaphorst@sandler.com MM/DD/YYYY

Sandler Management Training - De Moines (Motivating Salespeople)

Add to Calendar 06/26/2018 1:30 pm 06/26/2018 4:30 pm Sandler Management Training - De Moines (Motivating Salespeople) Motivating Salespeople One of the sales manager's most challenging responsibilities is motivating the sales team while maintaining the company's profitability. Prep Work: How to Succeed at Motivation Podcast Reinforcement: STOP Making Excuses and Start Truly Motivating Your Salespeople! - Mike Crandall 309 Court Avenue Suite 805 Des Moines, IA 50309 (515) 699-8588 karl.schaphorst@sandler.com MM/DD/YYYY

Executive Briefing

Add to Calendar 06/27/2018 8:30 am 06/27/2018 10:30 am Executive Briefing Designed for Executives and Sales Leaders, this 2-hour discussion will examine traditional selling methods and help participants reflect on their current practices and their potential for success. We then review a systematic approach to selling, and help attendees understand how applying it in their world could be the key to achieve more sales, increased revenues, and higher margins. Are you ready to change the "behavior dynamics" of your sales division? Click here for more information or call us: (402) 616-1098 3828 Dodge Street, Omaha, NE 68131 Karl.Schaphorst@sandler.com MM/DD/YYYY

Foundations Sales Training Boot Camp - Omaha, NE

Add to Calendar 06/27/2018 8:30 am 06/28/2018 4:00 pm Foundations Sales Training Boot Camp - Omaha, NE A two-day, precision selling skills training program exclusively for sales professionals. This course delivers the core principles of the popular Sandler Selling System - a unique, integrity-based system that promotes a more effective and coachable sales process. Revitalize your team’s outlook with a fresh perspective on the selling process and a crystal-clear understanding of the anatomy of a successful sales cycle. Members of your team will refine their ability to handle every buyer-seller interaction in as close to the optimum way as is humanly possible. Click here for more information or call us: (402) 616-1098 3828 Dodge Street, Omaha, NE 68131 Karl.Schaphorst@sandler.com MM/DD/YYYY