President's Club - Foundations Training (formerly Quick Start)

 

 

Foundations Training, formerly QuickStart provides the initial step in developing or reinforcing sales culture.  The meetings are interactive in nature and include time to apply the training to real-world selling situations.  Each class is focused on a specific area to support an overall effectiveness in sales, from a systematic selling system, to prospecting, qualifying, presenting, and closing. Each topic is explored in a way that allows the participant to understand and adapt the concepts, strategies and tactics, to his or her own individual style and circumstance.  Foundations Training is 8 sessions, once per week.

 

Session 1
Selling System Introduction
Ground Rules

4 Crucial elements of success

The BAT Triangle

The Buyer/Seller Dance

Wimp Junction

The Sandler Philosophy

Session 2
Sales/Self-Management
I/R Theory

Cookbook Management

I Goals

R Goals

Session 3
Prospecting
The 30 second commercial

No pressure prospecting call

Referrals

Introductions

Emerson's law of compensation

Session 4
Bonding & Building Rapport
Three elements of Communication

DISC Graph

OK to ok

NLP

Session 5
Up-Front Contracts
When should you make an Upfront Contract

Six steps of contracting

5 Successful conclusions to a call

ANOT

Session 6
PAIN

Emotional vs. Intellectual

4 levels of pain

Pain funnel

Who cares

Features and Benefits do not work

Convert features and benefits to pain questions

Pain Indicator vs. Pain

 

Session 7

Questioning Strategies

The dummy curve

70/30

Reversing

Softening Statements

Negative reverse selling

Pendulum Theory

Strip-lining

 

Session 8

Selling System Overview

Review 30 second commercial, B&R, Up-Front Contract and Pain

The Budget Step

Bracketing

Monkey's Paw

Elements of the Decision Step

Fulfillment elements

The post-sell tips

 

Are you ready to learn more? Contact us                   Register For Our Upcoming Free Sales Workshop

 

 

S Sandler Training Finding Power In Reinforcement (with design) and Sandler Training are service marks of Sandler Systems, Inc.

© 2008 Sandler Systems, Inc. All rights reserved.