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Location: 3828 Dodge Street
Omaha Nebraska, 68131
(402) 616-1098
June 4th, 2018
1:15 pm - 2:45 pm
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
Location: 309 Court Avenue
Suite 805
Des Moines, IA 50309
(515) 699-8588
June 5th, 2018
8:30 am - 10:00 am
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
Location: 3828 Dodge Street
Omaha Nebraska, 68131
(402) 616-1098
June 11th, 2018
1:15 pm - 2:45 pm
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
Location: 309 Court Avenue
Suite 805
Des Moines, IA 50309
(515) 699-8588
June 12th, 2018
8:30 am - 10:00 am
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
Location: 3828 Dodge Street
Omaha Nebraska, 68131
(402) 616-1098
June 18th, 2018
1:15 pm - 2:45 pm
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
Location: 309 Court Avenue
Suite 805
Des Moines, IA 50309
(515) 699-8588
June 19th, 2018
8:30 am - 10:00 am
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
Location: 3828 Dodge St
Omaha NE 68131
(402) 616-1098
June 22nd, 2018
8:30 am - 11:30 am
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
Location: 3828 Dodge Street
Omaha, NE 68131
June 25th, 2018
10:00 am - 12:00 pm
Monthly Reinforcement Training
Click here to register for live stream training via Go To Meeting
Location: 3828 Dodge Street
Omaha Nebraska, 68131
(402) 616-1098
June 25th, 2018
1:15 pm - 2:45 pm
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
Location: 309 Court Avenue
Suite 805
Des Moines, IA 50309
(515) 699-8588
June 26th, 2018
8:30 am - 10:00 am
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
Location: 309 Court Avenue
Suite 805
Des Moines, IA 50309
(515) 699-8588
June 26th, 2018
1:30 pm - 4:30 pm
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
Location: 3828 Dodge Street, Omaha, NE 68131
June 27th, 2018
8:30 am - 10:30 am
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
Location: 3828 Dodge Street, Omaha, NE 68131
June 27th, 2018 - June 28th, 2018
8:30 am - 4:00 pm
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