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Sandler Sales Training -- President's Club Training 19 CDs

Category: Tutorial

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Sandler Sales Training -- President's Club Training 19 CDs

Sandler Sales Training -- President's Club Training 19 CDs
English | Size: 572.65 MB (600,467,807 bytes)
Category: Tutorial

The Sandler Sales Institute President's Club sales training will increase your sales, marketablility, and value proposition in today's tough and challenging economic environment!

1. Introduction: Explains the entire selling system and how to effectively use this course.

2. Systematic Selling: Successful sellers take a systematic approach to developing new business. They follow a tried and true, step-by-step process that produces predictable and consistent outcomes. In this module you will learn about the Sandler Selling System and how you can remove roadblocks and ensure a successful outcome to every selling opportunity.

3. Bonding and Building Rapport: Developing rapport with a prospect is a critical part of any selling system. It is the first step in creating a relationship of mutual trust. In this module you will learn how to use active listening and the OK-Not OK principle to establish a solid relationship quickly. You will also learn to recognize the communication style of the person you are meeting with and how to mirror and match their preferred style.

4. Making Upfront Contracts: One of the keys to successful selling is to maintain control during the selling process. The Upfront Contract is the tool that will enable you to maintain control while not becoming overly pushy or aggressive. In this module you will learn how and when to use appropriate Upfront Contracts in order to produce yes or no outcomes consistently.

5. Questioning Techniques: It is our questions, not our answers, that convey our intelligence and character. In this module you will learn about the techniques that Sandler-trained sellers use to keep the focus on the prospect. Techniques like Reversing, the Dummy Curve, Softening Statements and Presumptive Questioning. By using these strategies you will get the information you need from the prospect to determine if they are qualified and how you can best be of help to them.

6. Uncovering the Prospect's Pain: Prospect's buy for their reasons, not the seller's reasons. And buying decisions are usually made emotionally, and only justified intellectually. Learn how to uncover the prospect's needs, wants, challenges and problems. Or what David Sandler called "pain." You will also learn how to use the questioning strategies above to be able to quantify and personalize the pain the prospect is experiencing.

7. Uncovering the Prospect's Budget: If a prospect cannot or will not make the necessary investment of money or time to buy your product or service, it's better to learn that sooner rather than later. In this module, you will learn how to overcome the discomfort many sellers (and buyers) feel when the topic of money is addressed. You will also learn specific questioning tactics that will help you gain agreement with the prospect regarding the details of their budget situation so that there are no surprises when you present them with the proposal.

8. Uncovering the Prospect's Decision Making Process: How the prospect will go about making their decision should never be a mystery. If you do not know ahead of time exactly what the prospect will need to see or do in order to make a buying decision, it is highly unlikely that you will leave with a decision. In this module you will learn how to ask the Who, What, When, Where, How and Why questions that will make the prospect's decision making process perfectly clear to you and to them.

9. Closing the Sale: In this module you will learn how to present your product or service in a manner consistent with the buyer's priorities. You will learn how to obtain a Yes or No decision 9as opposed to a Think-it-Over). And you will learn how to eliminate buyer's remorse, minimize "vendor vengeance" and set the stage for an ongoing referral relationship with your new client.

10. Creating a Prospecting Plan: In this module you will learn how to create a plan for prospecting that includes the right mix of various prospecting activities (cold calling, networking, referrals, strategic alliances, etc). We will look at the pros and cons of each activity and learn how to calculate the number of attempts and contacts you might need to make in order to achieve your goals.

11. Overcoming Call Reluctance: Making cold calls is a dreaded activity for many sellers. In this module you will learn what causes call reluctance and what to do about it. You will learn the Sandler approach to cold calling. Special attention will be given to issues like getting past the gatekeeper, voice mail, auto attendant and overcoming specific objections ("what is this regarding?", "Send me literature"). You will create your own 30-second commercial and learn how to utilize it in every prospecting activity you choose to engage in.

12. Attitudes, Behaviors and Techniques: Some existing beliefs may be sabotaging your selling efforts. All of success in life is a function of these three areas: attitudes, behaviors and techniques. Techniques describe how to do something, behaviors describe what it is we need to do, and attitudes has to do with why we want to do something in the first place. You will identify your limiting beliefs and develop new attitudes designed to support more favorable outcomes.

13. Breaking Through Your Comfort Zone: many sellers reach a certain level of achievement and then, for no apparent reason, stall out at that level. You will learn why that happens and what can be done about it. We will define what a comfort zone is, how they are established, and what it takes to break out of one. You will determine the parameters of your current comfort zone, and also what steps you need to take in order to push past it. Special attention will be given to Identities and Roles, their meaning and the implications of each.

14. Applying Transactional Analysis: Much of our personalities are shaped by early childhood experiences, creating messages and beliefs that we still carry with us today. In this module you will learn about the components of your personality that influence your behavior and the steps you can take with this new awareness to positively affect your selling performance. You will learn how to identify repetitive, non-productive behaviors and replace them with more appropriate and effective behaviors.

15. Setting Goals: Would you start a race without knowing where the finish line was? In this module you will identify the motivators that are important to you and set goals to help you move in those directions. You will discover what life goals are most significant for you and develop plans for achieving them. Once identified, you will take concrete steps to put the plan in action, track the plan and measure results..

16. Developing Your Formula for Success: long-term success is most often the result of doing a number of things effectively, efficiently and consistently over time rather than doing one or two things extraordinarily well. In this module you will learn the 10 elements in David Sandler's Formula for Success, and how to put them to use to generate the kind of success that you want from life
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