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President's Club (2006) SALES TRAINING

categories

Negotating ; Sales ;

ID5026
TitlePresident's Club (2006) SALES TRAINING
Subtitle
Website
Book LanguageUnknown
Book TypeBook
DescriptionDavid Sandler President's Club (2006)
-------------------------------------
Negotiation today is difficult for your salespeople because
buyers are savvy. Sandler Training teaches salespeople
honest, no-nonsense techniques that allow them to
control the negotiation process. This powerful,
real-world sales training program provides results.

=====================================================
VERY RARE AUDIO TRAINING - NOT AVAILABLE FOR SALE
THIS IS THE AUDIO VERSION OF THE CLASSROOM TRAINING!
=====================================================

President's Club is a comprehensive approach to sales
training that offers you more than 15 hours of classroom
sessions each month, including a combination of workshop
training and problem-solving clinics. Come as often as
you need. Your President's Club membership is a dynamic,
ongoing learning experience comprised of mutual support
and personal coaching. The President's Club provides a
safe environment in which to build your skills, ask "real
world" questions, and face your toughest sales problems.

http://www.sandler.com/


DISC #01_Welcome
DISC #01_Fireside Chat
DISC #01_Reinforcement
DISC #01_The Right Choice
DISC #01_The Importance of a System
DISC #01_The Ejection Seat Story
DISC #01_Good Reasons to Use a System
DISC #01_The Buyer-Seller Dance
DISC #01_The Prospect's System
DISC #01_The Caveman Approach
DISC #01_Overview of the Sandler Selling System?
DISC #01_Wimp Junctions
DISC #01_Sandler Rules

DISC #02_Rapport
DISC #02_Elements of Communication
DISC #02_Primary Sensory Dominance (PSD)
DISC #02_Communicating with Visuals
DISC #02_Communicating with Auditories
DISC #02_Communicating with Kinesthetics
DISC #02_Keep Your Prospects & Customers OK
DISC #02_Strokes
DISC #02_Sandler Rules

DISC #03_The Importance of Mutual Agreements
DISC #03_Telephone Prospecting Contracts
DISC #03_Elements of an Up-Front Contract
DISC #03_ANOT
DISC #03_Biggest Fears
DISC #03_Roadblock Removal
DISC #03_Up-Front Contract for Web Demo
DISC #03_Handling Proposal Contracts
DISC #03_Sandler Rules

DISC #04_No More Unpaid Consulting
DISC #04_The Dummy Curve
DISC #04_The Professional Phase
DISC #04_Selling is a Broadway Play
DISC #04_Dummy Phrases
DISC #04_No Seagulls in the Prospect's Picture
DISC #04_Look for Seagulls
DISC #04_Importance of the Dummy Curve
DISC #04_Sandler Rules

DISC #05_Understanding Pain
DISC #05_Pain vs Interest
DISC #05_The Goal of the Pain Compartment
DISC #05_David Sandler Gets Pain
DISC #05_FeatureBenefit Selling is Hard Work
DISC #05_Sandler's Formula for Selling
DISC #05_Sandler Pain Funnel Questions
DISC #05_Sandler Pain Funnel Role-Play
DISC #05_Active Listening Helps You Find Pain
DISC #05_How a Good Pain Compartment Sounds
DISC #05_Sandler Rules

DISC #06_3 Plus
DISC #06_Reverse to the Real Intentions
DISC #06_Don't Go Into a Box
DISC #06_Softening Statement
DISC #06_Never Answer a Statement
DISC #06_Emotional Involvement
DISC #06_Examples of Reversing Technique
DISC #06_The Exception & No Wishy Washy Words
DISC #06_Sandler Rules

DISC #07_Starting the Budget Step
DISC #07_Sandler Works the Numbers
DISC #07_The Monkey's Paw
DISC #07_Difficulty Dealing with Money
DISC #07_Sandler Teaches the Budget Step
DISC #07_Review of the Budget Step
DISC #07_Sandler Rules

DISC #08_Going After a Decision
DISC #08_Overview of the Decision Process
DISC #08_The Guard at the Gate
DISC #08_Cast of Characters
DISC #08_Cast of Characters in Action
DISC #08_Sandler Rules

DISC #09_The Close Comes Before Fulfillment
DISC #09_Goal of the Fulfillment Ste
DISC #09_Potential Mistakes That Make Fulfillment Tough
DISC #09_Presentation Tips
DISC #09_Preparing for Your Presentation
DISC #09_Structuring the Presentation
DISC #09_Thermometer Technique
DISC #09_Post-Sell Compartment
DISC #09_We Got the Order!
DISC #09_Sandler Rules

DISC #10_Prospecting Defined
DISC #10_Prospecting Activities for Your Plan
DISC #10_Client Referral Role-Plays
DISC #10_More Referral Role-Plays
DISC #10_SEAM and SONAR
DISC #10_Cold Calls and Walk-ins
DISC #10_Additional Prospecting Activities
DISC #10_A Prospecting Calendar
DISC #10_Sandler Rules

DISC #11_No Begging for Appointments
DISC #11_Getting Past the Gatekeepers
DISC #11_Elements of the Prospecting Call
DISC #11_Prospecting Call Role-Plays
DISC #11_Call at the Top
DISC #11_Dealing with Stalls and Put-Offs
DISC #11_Telephone Tips
DISC #11_Sandler Rules

DISC #12_Winners, Non-Winners & At-Leasters
DISC #12_The Rose Story & Comfort Zone
DISC #12_Create an 1-10 Attitude
DISC #12_Description of and lR Winner
DISC #12_Sandler Rules

DISC #13_Sandler's Success Triangles
DISC #13_The You Triangle
DISC #13_Sandler on Self-Concept
DISC #13_Have a Reason and Cause
DISC #13_Vitality
DISC #13_Technique Triangle
DISC #13_Personal Presence
DISC #13_Sandler is NOT the Sales Manager
DISC #13_Sandler Rules

DISC #14_PAC
DISC #14_Taping
DISC #14_Child
DISC #14_TA in Action
DISC #14_Transactions
DISC #14_Adult & Child in Selling
DISC #14_Sandler Rules

DISC #15_Understanding Motivation
DISC #15_Types of Motivation
DISC #15_Getting Salespeople Motivated
DISC #15_Individual Motivation
DISC #15_Discovering Conviction
DISC #15_Procrastination Exercise
DISC #15_Chasing a RIPITZ
DISC #15_Know Where You Want to Go
DISC #15_David Sandler Empties the Trash
DISC #15_A Plan of Action
DISC #15_The Importance of a Goals Program

DISC #16_Cookbook
DISC #16_AB Journal
DISC #16_One At a Time
DISC #16_Empty the Head Trash
DISC #16_Bill of Rights
DISC #16_Sandler Rules

DISC #17_The Right Side of the Trouble Line
DISC #17_Burn Your Bridges
DISC #17_Be Mentally & Emotionally Tough
DISC #17_Maintain a Healthy Self-Esteem
DISC #17_Cultivate a Support Group
DISC #17_Know When to Use Product Knowledge
DISC #17_Know Your Competition
DISC #17_Keep a Journal
DISC #17_Work a Prospecting System
DISC #17_Have a System for Selling
DISC #17_Sandler Rules

DISC #18_Explanation
DISC #18_Pendulum Theory
DISC #18_The Neutral Prospect
DISC #18_The Negative Prospect
DISC #18_Stripping Line
DISC #18_Go for the No
DISC #18_My Brother is in the Business
DISC #18_The Positive Prospect
DISC #18_Sandler Rules

DISC #19_Why Guts Are Important
DISC #19_Being Gutsy with Bids
DISC #19_Guts - Fuel to Run Your Sub
DISC #19_Hawking
DISC #19_Guts to Ask the Questions
DISC #19_PC Member on Guts
DISC #19_Gutsy on Price
DISC #19_Biggest Fears
DISC #19_Lessons Learned
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