Sales Training Videos

Maximize Your Time At Trade Shows

Sandler Training — Fri, 10 Jul 2009 18:19:20 +0000

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Government Selling: Do You Even Have A Chance With This RFP?

Sandler Training — Mon, 09 Mar 2009 17:31:25 +0000

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The RFP…How Did it Get Here?

You helped create the RFP and the criteria for selection.
It was sent to you by a current user.
It was sent to you by a new prospect within a user organization.
It was sent by a new prospect organization you are talking to.
It was sent to you blind.

Selling To The Govt. – How Important Is This Project?

Sandler Training — Thu, 05 Mar 2009 17:42:27 +0000

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Read the RFP thoroughly! Learn to read the RFP in the right order to determine the next steps. Engage professional services and proposal group. Determine the next steps.

Gaining Leverage In Group Selling Situations – Executive Development Programs

Sandler Training — Mon, 02 Mar 2009 18:01:15 +0000

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Remember Your Rights!
You have the RIGHT not to respond if you don’t have enough information.
You have the RIGHT to ask qualification questions.
You have the RIGHT to leverage company resources.
You have the RIGHT to make sure it is good and profitable business for your company.

Saving Time When Dealing With The 3 Bid Process – Sales Training Seminars

Sandler Training — Thu, 26 Feb 2009 17:57:04 +0000

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Reasons Buyers Generate RFPs

Information

You suggested a new approach and the buyer is educating himself in order to be comfortable moving forward with this approach.

Confirmation

Put into business terms the arrangement you have verbally agreed upon.

Leverage

The buyer wants the suppliers to fight against one another to get the best deal.

Free Consulting

The buyer wants to be educated on an issue. Oftentimes the goal is for the buyer to find a way to do it cheaper himself.

Pain Is The Strongest Motivator – Sales Training Coaching

Sandler Training — Tue, 20 Jan 2009 20:12:56 +0000

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Sales Professional Training – We Are In The Pain Alleviation Business

Sandler Training — Mon, 19 Jan 2009 20:03:12 +0000

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Discover the pain associated with not executing their plan, then uncover the feelings of pleasure when they do.

Stop Selling Features and Benefits – Sales Force Training

Sandler Training — Fri, 16 Jan 2009 21:31:14 +0000

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Sales rep sounds & acts like a typical salesperson. Prospects have heard it all before and feel like they are being sold. Prospects quickly build walls. Salespeople get constant rejection–They feel uncomfortable, aren’t consistent, and the numbers show it.

How Madison Avenue Creates Pain – Leadership Training Skills

Sandler Training — Fri, 09 Jan 2009 19:55:44 +0000

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Find Out What Really Matters – Executive Development

Sandler Training — Mon, 05 Jan 2009 20:21:59 +0000

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