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Strategic Sales Experts, LLC. | Erlanger, KY

Sandler Boot Camp

Our Sales Boot Camp delivers the core principals of the Sandler Sales System, a unique, integrity based system that promotes a more effective and coachable sales process.

 

Sandler Boot Camp

Our Sales Boot Camp delivers the core principals 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 boot camp with the ability to handle every buyer-sales process.

Participants will learn how to:

• Keep control of the sales process

• Uncover the true reasons people buy

• Eliminate unpaid consulting

• Ask effective questions that help close the sale

• Quickly identify the decision makers

• Shorten your selling cycle

Sandler Boot Camp

Dates: Wednesday: September 14 2016

Location: 3161 Dixie Highway 2nd floor Erlanger, KY 41018

Time: 8:00 AM – 4:00 PM

Investment: $1,995 includes 30 days access to all President’s Club Classes (a $1,000.00 Value) This price includes both days.

Group Discounts available

To register for this Sales Boot Camp Contact:

Mike Roth via email mike.roth@sandler.com or via phone 513-753-9400

SEGMENT 1: WHY HAVE A SYSTEM?

• Benefits of an Effective, Efficient Selling System

• Positive Results of the Sandler Selling Process

• The Buyer-Seller Dance

• “Knowledge Testing”

• Sandler Philosophy

SEGMENT 2: THE IMPORTANCE OF BONDING & BUILDING RAPPORT

• The Role of Active Participation in Bonding & Building Rapport

• Three Elements of Communication

• Active Listening Techniques

• Transactional Analysis (TA)

• Primary Sensory Dominance (PSD)

• DISC Graph

• Reach for the Prospect’s OK-ness

• Was It Something I Said?

• “Knowledge Testing”

SEGMENT 3: ELEMENTS AND TERMS OF AN UP-FRONT CONTRACT

• When Should You Make and Up-Front Contract?

• Up-Front Contract Using ANOT

• Sandler Rules for Up-Front Contracts

• “Knowledge Testing”

SEGMENT 4: IDENTIFYING REASONS FOR DOING BUSINESS (PAIN)

• Sandler Selling System Qualification Process

• Buying Emotions

• The Three Elements of Pain

• Sandler Pain Funnel Questions

• Sandler Rules for PAIN

• Reviewing and Summarizing Pain

• “Knowledge Testing”

SEGMENT 5: QUESTIONING STRATEGIES

• The Dummy Curve Theory

• Dummy Phrases

• It’s the Prospect’s Picture

• Reasons for the Dummy Curve

• Learning to Ask Questions

• Rules for Reversing

• Questions You Can Use

• Softening Statements

• Reverses are Softening Statements Combined with Questions

• Unasked Questions

• “Knowledge Testing”

 

 

SEGMENT 6: UNCOVERING THE PROSPECT’S BUDGET

• Willing and Able

• The Sandler Budget Step

• The Monkey’s Paw

• The Bottom Line of the Budget Step

• “Knowledge Testing” IDENTIFYING THE PROSPECT’S DECISION MAKING PROCESS

• Elements of the Decision Step

• Outcomes of the Decision Step

• What to Do with a Qualified Prospect

• “Knowledge Testing” CLOSING THE SALE (FULFILLMENT AND POST-SELL)

• Are you Ready to Confirm the Close?

• Fulfillment Elements

• The Post-Sell Step

• Knowledge Testing

SEGMENT 7: IMPROVING YOUR BAT-TING AVERAGE

• Definition of Success

• The Attitude Triangle

• I/R Theory Chart

• The You Triangle

• Behavior

• The Technique Triangle

• The Sandler Success Triangle

• “Knowledge Testing”

SEGMENT 8: PROSPECTING BEHAVIOR

• Managing Your Behavior

• Cookbook for Success

• Developing a Prospecting Cookbook

• Prospecting Activities Worksheet

• Your Competitive Advantage

• The 30-Second Commercial

• The No-Pressure Prospecting Call

• “Knowledge Testing