President's Club

Add to Calendar 02/06/2017 8:00 am 02/06/2017 10:00 am President's Club Prerequisite: You must have completed the Foundations sales training and passed the sales mastery assessment. This sales workshop is geared towards taking your selling game to the next level through the practical application and fine tuning of Sandler Training sales techniques. There are ~80 separate workshops or 30 months of rotating topics. These topics include advanced selling techniques, negotiating, presenting yourself with impact, developing guts in sales, goal setting, developing a game plan for your market, and understanding the psychology behind of the sale and how your attitude plays a role in your success. Sandler Training Center 6840 Fort Dent Way, Suite 100 Tukwila, WA 98188 jalberson@sandler.com MM/DD/YYYY

President's Club - Foundations: Up Front Contracts

Add to Calendar 02/06/2017 10:30 am 02/06/2017 12:30 pm President's Club - Foundations: Up Front Contracts Sandler Level I Sales Training covers the basics of sales over a 10-week rotating workshop. Topics include: 1. Systematic Selling 2. Bonding & Rapport 3. Art of Mutual Agreement 4. Identifying Compelling Reason for Doing Business (Pain) 5. Questioning Techniques 6. Discussing Budget & Decision Making 7. Closing the Sale 8. Improving your BAT-ting average: How Your Behavior, Attitude, and Technique Build to Success 9. Prospecting Behavior Sandler Training Center 6840 Fort Dent Way, Suite 100 Tukwila, WA 98188 james.alberson@sandler.com MM/DD/YYYY

President's Club

Add to Calendar 02/13/2017 8:00 am 02/13/2017 10:00 am President's Club Prerequisite: You must have completed the Foundations sales training and passed the sales mastery assessment. This sales workshop is geared towards taking your selling game to the next level through the practical application and fine tuning of Sandler Training sales techniques. There are ~80 separate workshops or 30 months of rotating topics. These topics include advanced selling techniques, negotiating, presenting yourself with impact, developing guts in sales, goal setting, developing a game plan for your market, and understanding the psychology behind of the sale and how your attitude plays a role in your success. Sandler Training Center 6840 Fort Dent Way, Suite 100 Tukwila, WA 98188 jalberson@sandler.com MM/DD/YYYY

President's Club - Foundations: Questioning Strategies

Add to Calendar 02/13/2017 10:30 am 02/13/2017 12:30 pm President's Club - Foundations: Questioning Strategies Sandler Level I Sales Training covers the basics of sales over a 10-week rotating workshop. Topics include: 1. Systematic Selling 2. Bonding & Rapport 3. Art of Mutual Agreement 4. Identifying Compelling Reason for Doing Business (Pain) 5. Questioning Techniques 6. Discussing Budget & Decision Making 7. Closing the Sale 8. Improving your BAT-ting average: How Your Behavior, Attitude, and Technique Build to Success 9. Prospecting Behavior Sandler Training Center 6840 Fort Dent Way, Suite 100 Tukwila, WA 98188 james.alberson@sandler.com MM/DD/YYYY

President's Club

Add to Calendar 02/20/2017 8:00 am 02/20/2017 10:00 am President's Club Prerequisite: You must have completed the Foundations sales training and passed the sales mastery assessment. This sales workshop is geared towards taking your selling game to the next level through the practical application and fine tuning of Sandler Training sales techniques. There are ~80 separate workshops or 30 months of rotating topics. These topics include advanced selling techniques, negotiating, presenting yourself with impact, developing guts in sales, goal setting, developing a game plan for your market, and understanding the psychology behind of the sale and how your attitude plays a role in your success. Sandler Training Center 6840 Fort Dent Way, Suite 100 Tukwila, WA 98188 jalberson@sandler.com MM/DD/YYYY

President's Club - Foundations: Orientation / Why Have a System?

Add to Calendar 02/20/2017 10:30 am 02/20/2017 12:30 pm President's Club - Foundations: Orientation / Why Have a System? Sandler Level I Sales Training covers the basics of sales over a 10-week rotating workshop. Topics include: 1. Systematic Selling 2. Bonding & Rapport 3. Art of Mutual Agreement 4. Identifying Compelling Reason for Doing Business (Pain) 5. Questioning Techniques 6. Discussing Budget & Decision Making 7. Closing the Sale 8. Improving your BAT-ting average: How Your Behavior, Attitude, and Technique Build to Success 9. Prospecting Behavior Sandler Training Center 6840 Fort Dent Way, Suite 100 Tukwila, WA 98188 james.alberson@sandler.com MM/DD/YYYY

President's Club

Add to Calendar 02/27/2017 8:00 am 02/27/2017 10:00 am President's Club Prerequisite: You must have completed the Foundations sales training and passed the sales mastery assessment. This sales workshop is geared towards taking your selling game to the next level through the practical application and fine tuning of Sandler Training sales techniques. There are ~80 separate workshops or 30 months of rotating topics. These topics include advanced selling techniques, negotiating, presenting yourself with impact, developing guts in sales, goal setting, developing a game plan for your market, and understanding the psychology behind of the sale and how your attitude plays a role in your success. Sandler Training Center 6840 Fort Dent Way, Suite 100 Tukwila, WA 98188 jalberson@sandler.com MM/DD/YYYY

President's Club - Foundations: Pain - Finding the Prospect's Reason To Buy

Add to Calendar 02/27/2017 10:30 am 02/27/2017 12:30 pm President's Club - Foundations: Pain - Finding the Prospect's Reason To Buy The President's Club program is our premier ongoing Sales Training Program. We stress ongoing, incremental learning in a highly interactive, comfortable, and highly professional learning environment. This program is semi-private and is not open to public enrollment. Applicant individuals or companies are carefully assessed prior to enrollment into the program to assure the program's continued success and integrity. Before entering the main program, new attendees complete a 10 week "Foundations" program that introduces and acclimates the applicants to the learning environment and provides a base of knowledge about the Sandler concepts, theories, and approaches. Master the Art of Sales Leadership Take Charge of Your Destiny In nature, millions of years of evolution determine individual destinies. In sales, nothing is etched in stone. Who and what we become can often be traced back to a single moment of a decision. Now is such a moment in your career. Will you achieve far more than you previously thought possible? Will you soar above the crowd? Will you empower yourself to achieve goals with confidence and dignity? Are you ready to assume leadership of the selling process? Joining the President's Club is the first step. Through our unique and comprehensive approach to sales training, you will master the most powerful sales methodology ever developed - the Sandler Selling System. Tested and refined through decades of front-line sales experience, Sandler Training remains as radically innovative today as when it was first conceived. Our bold, take-charge approach to the sales process challenges long-held sales beliefs, turning the tables on prospects and placing the power and control of the sales process firmly in the hands of sales professionals, like you. The Sandler Selling System will forever change the way you approach ever aspect of selling, but to do so, it will require real, permanent change on your part. Dare to Challenge Yourself That's where the President's Club comes in. We've designed the President's Club as the ideal "change environment". Each interactive training session presents you with an exciting combination of workshops, real-world role plays, problem solving clinics and ongoing reinforcement. Our background and experience allow us to provide plenty of individual feedback and coaching, plus you also benefit from the input of other President's Club members. Acquire The Skills of a Champion The Sandler Selling System equips you with the skills perfectly suited to today's dynamic and constantly changing sales environment. It's flexible - yet disciplined - approach will put you at ease in the most trying sales situations. Through your President's Club training, you will be able to confidently - and consistently: Size up prospects and discern their needs Disengage from situations most likely to waste your time Structure sales encounters for heightened effectiveness Improve your ability to set - and achieve ambitious production goals Sharpen your prospecting and lead acquisition skills Make Those Skills Your Own The President's Club is not a one-shot, quick fix seminar designed to fill you with catchy phrases and short lived enthusiasm for a day or two. It's an ongoing development program grounded in proven theories, hard skills, powerful techniques and workable strategies that you can use on every call, with every prospect... for the rest of your life. To help you make these skills your own, Sandler merges the latest research theories on Adult Learning Methodology, or "how adults learn," with approaches that founder David Sandler used instinctively. These two sources combine to form a unique and cohesive learning model for the President's Club. You progress from awareness of selling concepts to deep understanding of them. Then you begin to apply the material to the real world, especially your particular business environment. The Stages of Growth When undertaking any new venture where obtaining a new ability is the focus, one grows in stages as it relates to that ability. There is a progression involved that is consistent, no matter what the undertaking regards. Members of the President's Club have accepted that these five stages of growth apply, without exception, in their endeavor to achieve the level of sales success the know is possible. Awareness - In order to grow, one must first be aware that growth is both needed and possible. Knowledge - Once aware, one must seek to acquire the knowledge that is most relevant and beneficial in providing the type of growth he/she desires. Application - Obtaining the right knowledge is one thing, but only with application of that knowledge does growth start to "take form" and the true seeds of change begin to take root. Skill - Consistent and correct application of your newly acquired knowledge and abilities is the only way to develop a bona fide skill. A skill can be thought of as an ability that is able to be performed at a high-level with a high rate of success in its completion. Habit - After executing a skill for so long, it becomes second nature. Conscious thought is no longer required to successfully execute, as a habit has developed, and to perform in any other manner yields a certain level of discomfort or at the very least, significant effort. Through the President's Club ongoing reinforcement model of training, its members are taken through the stages of growth as it relates to their selling ability, culminating in the development of selling and communication habits that propel them to that next level of success in both their business and personal lives. ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ The 16 Life Changing Modules of the Sandler Selling System Why Have a System? - Discover the power of Sandler's comprehensive selling system and overlay it on your current sales approach. Bonding and Building Rapport with Prospects - Apply specific Sandler technologies to the art of establishing an emotional bond and positive rapport with prospects. Making Up-Front Contracts - Take control of the sales process by applying this powerful technique to propel the sales effort forward. Questioning Strategies - Through effective questioning techniques such as "Reversing," learn to vastly improve your information gathering ability and gain greater understanding of your prospects as you help them discover their selling skills needs. Identifying the Reasons for Doing Business (Pain) - To sell a prospect, you must first know his or her "pain". Learn the high-powered qualifying/questioning process needed to probe for true buyer motivations. Uncovering the Prospect's Budget - Uncover the budgetary constraints that underlie every sales situation. Identifying the Prospect's Decision Making Process - Since your goal is a positive sales result, you need to know how your prospect's organization makes it's decisions, as well as how to spot, remove or avoid sales roadblocks. Closing the Sale - Learn to consistently close, seal and reinforce sales by focusing on the prospect's pain, decision-making process and budget. Creating a Prospecting Plan - Identify the right mix of prospecting activities and an action plan to ensure a predictable and sustainable sales effort. Overcoming Call Reluctance and Making The Call - Empower yourself to neutralize gatekeepers and vastly improve your confidence and ability to set sales appointments. Breaking Through Your Comfort Zone - Examine the self-imposed limits you've placed on your achievement and institute a plan for overcoming them. Improving your BAT-ting Average - Take a hard look at your reflection in a behavioral mirror and adjust your attitudes, techniques and beliefs for heightened success. Applying TA to the Sales Situation - Through transactional analysis, discover how and why you react to differing sales situations and gain proactive control. Setting Goals - Identify your life goals and the sales objectives you must reach to make them possible. Then, create a plan for achieving them along with methods to track your progress and fine-tune your plan. Developing Your Formula for Success - Learn Sandler's daily strategy for sales success and apply it to your own selling situation. Negative Reverse Selling - Perhaps the most powerful Sandler Selling System tool, learn why doing the opposite of what the prospect expects will keep you from getting between your prospect and the sale. ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ The President's Club makes it easy to build a successful and satisfying career as a high-powered professional salesperson or executive. It puts you in control of interactions with prospects and clients, and ultimately, in control of your future. SO, JOIN THE CLUB... IT'S YOUR MOVE. READY TO LEARN MORE? Sandler Training Center 6840 Fort Dent Way, Suite 100 Tukwila, WA 98188 james.alberson@sandler.com MM/DD/YYYY