Learn an Effective Methodology and a Structured Selling Process
The Sales Acceleration Boot Camp delivers the core principles of the Sandler Sales System, a unique, integrity-based system that promotes a more effective and coachable sales process. Whether you’re the CEO, President, Owner, or salesperson of a company that sells technology, manufactured products, financial services, tangible products or intangible services - you will leave the boot camp with the foundation to begin handling every buyer-seller interaction with better communication and ease in the sales process.
Participants will learn how to:
The Sandler Foundational Sales Skills Boot Camp will establish the foundation participants need to become highly effective at finding, developing, and closing qualified sales opportunities. However, sustained, long-term behavioral change only occurs with sufficient reinforcement. So, in addition to the information, tools, and knowledge gained, participants will receive:
Upcoming 2020 Training Sessions:
Session 1 - Wednesday, June 3rd, 8:00 - 9:30am
Session 2 - Thursday, June 4th, 8:00 – 9:30am
Session 3 - Wednesday, June 10th, 8:00 – 9:30am
Session 4 - Thursday, June 11th, 8:00 – 9:30am
Session 5 - Wednesday, June 17th, 8:00 – 9:30am
Session 6 - Thursday, June 18th, 8:00 – 9:30am
Session 7 - Wednesday, June 24th, 8:00 – 9:30am
Session 8 - Thursday, June 25th, 8:00 – 9:30am
I just wanted to thank you again for the class today. I have to admit I had some trepidation going in, and honestly didn’t have the highest expectations. It was by far the most helpful guidance I’ve received since I joined sales, and I can’t wait for the next course. Again, thank you so much, and you’re an amazing teacher!
-- Aaron West, Pacific Container Corporation - March 2020
"It was a pleasure having James Alberson as our trainer for Sandler Training's: Strategic Sales Boot Camp to our Sales and Account Management Department. It truly was an eye opening sales boot camp. One of the best sales courses we have participated in over the many years I have been involved in the CSI US sales group. Great interaction and James is very experienced. It was great to get instruction from such a knowledgeable member of sales. Many of our sales people have attended sales training in the past, and several of them were very leery of having to attend yet another Sales Boot Camp training. I'm happy to say that all of these sales representatives have since implemented several of the Sandler sales tactics including: upfront agenda, how to adjust your communication to maximize results, how to significantly reduce unpaid consulting, and gain commitment to move to the next level, etc. I would definitely recommend Sandler Training and this course for any organization looking to improve sales."
--Al Buckingham, President of ChinaSoft International - April 2012
"I came to the Sales Boot Camp with little training in sales and marketing. I had a haphazard sales strategy and was very frustrated by my inability to make beneficial partnerships with referral sources. Sales Boot Camp was a perfect introduction to sales. I now have a system that works for me and, more importantly, I have confidence in my ability to close the deal. Since the training I have had measurable growth in revenue."
-- Sarah Edwards, Branch Manager, Rescare Homecare North Seattle-- June 2014
The Formula for Successful Selling
•The three factors that dictate your success or failure in a sales role.
•Hidden barriers to success in selling, and how to overcome them.
•10 essential secrets from consistently successful sales people — results of our research.
•Access your selling style: Are you closing as many deals as you could?
The Sandler Selling System: Strategy - The Art of the Mutual Agreement
•Learn why 20% of sales people make 80% of the sales.
•Discover the tricks employed by savvy buyers and how to avoid getting trapped.
•Stop wasting time sending literature that isn’t read, preparing proposals that can’t win, and doing tons of free consulting.
•You may look like a ‘slick salesman’ more than you realize.
•It’s a battle of the plans — the buyer has a plan. Do you? The stronger plan will always prevail.
•Why so many sales pitches leave your prospects cold — and what to do instead.
•Mapping your sales cycle, and what to do in the next step.
•How to customize a sales plan for each call and how to adjust it on the fly.
Making the First Minutes Count — Every Time
•Tactics to build rapport — most sales people put 100% of their effort into the 7% factor. Learn about the other 93% and how to build credibility and trust quickly.
•Exactly what to listen for in the prospect’s initial reactions — and how to respond.
•A low-key way to seize the initiative and take leadership of the buyer/’seller dance — that your prospect will be comfortable with.
•Earn your toughest prospect’s respect from the first minute.
Identifying Reasons for Doing Business
•Questions to uncover your prospect’s personal hot buttons.
•How to get them interested, even if they say they aren’t. Conquer prospects’ reluctance to talk about their business issues.
•Get prospects to see your products and/or services as a solution to their business problem.
•How to conduct a business dialogue with executives and other key stakeholders.
Shorten your Sales Cycle by Staying In Control
•Design a series of questions to keep the call flowing smoothly.
•Learn to vastly improve your information gathering ability
•Questioning techniques such as Reversing, Presumptive Questioning, and the “Dummy Curve.”
Uncovering Your Prospect’s Budget - When and How to Talk about Money
•Why sales people leave money on the table.
•How to find out who really controls the purse strings.
•How to train your mind to see that price is rarely the real issue.
•How to turn ‘price’ and ‘cost’ conversations into ‘value’ and ‘ROI’ conversations.
•Common negotiating ploys used by prospects and how to counter them.
Do the Unexpected — Get a Different (and Better) Response
•Break old habits and make new ones that are sure to pay off.
•Verbal tactics to reverse roles and get your prospect convincing you.
•Why questions are the answer, and answers aren’t.
•Identify prospects true motivations and create momentum in the sales process.
•How to firm up any agreement you will reach with your prospect.
How to Stand Out from the Competition
•How to uncover a prospect’s likelihood of deflecting to the competition.
•Techniques to avoid feature-to-feature combat and to make your prospect see your solution as a custom fit.
•How to know if you’re being used to get a better deal with someone else.
•How to dislodge prospects from a fixation on larger, more entrenched competitors.
Navigate your Prospects Decision-Making Process
•How to interview the judge and jury prior to presenting your case / proposal.
•How to use ‘mini-contracts’ to ensure you stay in control of the process every step of the way.
•Learn the right way to uncover the true decision process and to get access to decision-makers.
•How to drive consensus in complex decision scenarios.
•How to say "NO" and keep the deal alive.
•How to measure and document customers’ commitment to advance the sales cycle.
•A fail-safe way to make your forecast accurate and reliable.
State-of-the-Art Closing Tactics that Work
•How to know when to close.
•How to close users vs. managers vs. financial decision-makers.
•Closing tactics when selling to committees.
•How to beat end-of-quarter pressure. Seal and Reinforce the Sale - Presenting & Post-Selling
•Consistently close, seal, and reinforce sales by presenting to the prospect’s pain, decision-making process, and budget.
•Do not paint seagulls in your prospect’s picture.
•Make sure commitments made are kept.
•How to eliminate buyer’s remorse and prevent the loss of the sale to an incumbent.
•Use your potency to create a systematic process for referrals - now.
How to Get Out of Your Own Way by Removing the Head Trash Holding You Back
•How to establish equal business stature with the prospect and customer.
•Learn how your personal presence is undermining your effectiveness.
•Discover how to maintain your "OK-ness" in front of the tough prospect.
•How to remove that intimidation factor that's preventing you from getting the job done.
•Learn how you're creating you're own self-fulfilling prophecy (of success or failure)