Everything you need to know to succeed in Foundations and President’s Club: January 2014, Volume 20, Issue 1

Corporate Strategies & Solutions, a Sandler Training Center

START-UP PROCESS:

 Take Devine Inventory online diagnostic evaluation as a benchmark.

 Begin Foundations classes Mondays from 1:00 to 2:30 p.m.
 Receive workbook and CD set (begin with Foundations book)
 Have 3 coaching sessions during Foundations (approximately once AREAS OF EXPERTISE: SANDLER ONLINE
every 3 weeks). WEB PORTAL
TRAINING:
 After you complete the nine-week course, meet with your coach to
Sandler Online® is a web-based learning
decide if you are ready to move on to President’s Club Mastery ses-  Leadership/Management Training strategically turns managers
and curriculum management system,
sions or if you would benefit from more core training. into leaders and gives participants the tools to lead, motivate which houses weekly webinars, online
 Start using Sales Accountability and Sandler Online if appropriate. and develop their teams regardless of industry. courses, audio, video, conference calls
 Sales Training covers the Sandler System’s seven-step method- and chat room functionality all in one
MOVING ON TO PRESIDENT’S CLUB website.
ology whereby individuals learn skills in small doses and apply
them over a measured period of time so that growth takes MEMBERS RECEIVE:
 Start attending the 3:30 to 5:00 p.m. class sessions.
 Continue meeting with your coach one-on-one. place slowly, but is then sustained.  Availability: anytime from any location.
 Review President’s Club material set including workbooks and CDs  Reinforcement: Hours of audio, video, slide
for prep and additional reinforcement. -show presentations, documents and
COACHING: handouts.
RENEWALS:  Business Coaching focuses on developing the professional and  Connectivity: Send messages to any
personal aspects of clients and gives them a performance Sandler Online users as well as your
 Membership renewals take place the month of your anniversary date. Sandler Training coaches.
coach to help work through issues inhibiting their growth.
FREQUENTLY ASKED QUESTIONS  Customizable: Create folders, make your
 Executive Coaching uses our unique approach that helps cli- own calendar, create notes any place in
How do I know which material chapters I should review? ents face their challenges and achieve superior performance as the site and save for later,
The Foundations chapters match each course title for the Foundations courses. President’s Club members individual contributors and leaders.
will be provided with a list quarterly. Corporate Strategies & Solutions
EVALUATING: A Sandler Training Center
What happens if I miss a class? 55 Shuman Blvd., Suite 175
Foundations is an ongoing course. If at anytime you must miss class you may make it up in nine weeks when  The Devine Inventory evaluation determines which areas Naperville, IL 60563
it comes up again. Look in the calendar for dates and return for the next session. should be focused on to improve overall performance by en- Phone: (630) 778.1500
hancing strengths and offering direction to best
Do you have a CRM available? Bill Bartlett x 222
Sandler Training has a CRM skin that works with most existing CRMs. If you would like more information on improve weaknesses.
Laura Cuthbertson x 223
the skin and to set up a demo, please contact Kayla Woolever at 630-778-1500 or kwoolever@sandler.com  Hiring Screenings evaluate candidates’ behavioral skills and Kayla Woolever x 224
compare them to the position to which they are applying. Tar- Gayle Bartlett x 225
Can I connect with you online using Social Media?
geted interview questions based on candidates’ responses lead Lindsay Goetting x 227
Connect with Corporate Strategies at www.corporatestrategies.com and at the following:
to superior interviews and successful hiring decisions
CONNECT WITH US ONLINE:
 The DISC Evaluation identifies the behavioral traps that inhibit
corporatestrategies.sandler.com
facebook.com/CorpStrategies twitter.com/CorpStrategies linkd.in/CorpStrategies effective communication and ways to improve the communica- facebook.com/CorpStrategies
tion process.
 FOUNDATIONS Program
Foundations has nine stand-alone training modules that provide a fresh professional approach
to selling. Let go of sales habits that have not yielded the results you need, and take charge of
the selling process with new productive behaviors, attitudes and techniques.
All Foundations session times are Monday from 1:00 p.m. to 2:30 p.m.
Why Have a System?
(Jan 13 & Mar 17)
 Understand buyer
versus seller agenda
 Discover the benefits
of an effective and
efficient selling system
 Learn the four positive
results of the Sandler
Selling Process
 Understand the
Sandler methodology
Identifying Reasons for
Questioning Strategies
Doing Business (PAIN)
(Feb 3 & Apr 7)
 Utilize the Sandler Sell-
ing System qualification
process
 Understand common
buying emotions
 Discover the three ele-
ments of Pain
 Learn tactics to find
their compelling reason
to buy and “must-fix”
Pain
Closing the Sale & Review
of the Entire System
(Feb 24& Apr 28)
 Master confirming the
close
 Develop Pain-based
presentations
 Learn now to handle
buyer’s remorse
 Prevent loss of sale
 Understand how the
Sandler Steps work to-
gether
The Importance of
Bonding & Rapport
(Jan 20 & Mar 24)
 Discover the role of ac-
tive participation in
Building Rapport
 Understand the psychol-
ogy behind the sale
 Learn how to best use
the elements of commu-
nication to build more
trusting relationships
 Develop active listening
techniques
(Feb 10 & Apr 14)
 Learn to ask questions to
get the prospect talking
 Discover how to nurture
during a sales call
 Uncover the real needs
of a prospect
 Understand the life
scripts preventing you
from moving the sale
forward
Improve your
BAT-ing Average
(Mar 3 & May 5)
 Learn Sandler’s Success
Triangle: Behavior, Atti-
tude & Technique
 Build your belief system
 Separate your core
Identity from your Role
 Learn to create predict-
able success
 Develop a goal setting
and behavior-tracking
program
PRESIDENT’S CLUB: Sales Mastery Program
President’s Club is an on-going professional development series designed to help you apply proven
sales methodology in real world business situations. This reinforced Learning program
instills he productive behavior necessary for your continued success.
All President’s Club session times are Monday from 3:30 p.m. to 5:00 p.m.
Date Session Topics
Elements & Terms of
Jan 6 Class Cancelled
an Up-Front Contract
(Jan 27& Mar 31) Jan 13 Identity/Role: Build Up Your Core!
 Learn to set and enforce Jan 20 The Psychology Behind the Sale
a mutual agreement
Jan 27 Top Ten Behaviors for a Successful 2014
 Define expectations and
outcomes agreeable to Feb 3 Make Prospects Earn Your Proposals
both parties
 Understand the impor- Feb 10 Build a Strong Referral Network
tance of permission in a
Feb 17 Use Your Devine Inventory to Catapult Success
sales call
 Discover key elements Feb 24 Stay in Control & Lead the Buyer/Seller Dance
to get on the same page
Mar 3 Eliminate Call Reluctance & Improve Your Phone Skills
with your prospect
Mar 10 The Complete Sub in English (Qualify-Close-Present)
Uncovering the Mar 17 Polish Your Skills for Better Communication
Prospect’s Budget &
Decision-Making Process
Mar 24 Hunting Elephants and Other Big Game
(Feb 17 & Apr 21)
 Develop comfort in Mar 31 BAT (Behavior-Attitude-Technique) for Winners
discussing investment
issues early on STRATEGIC MANAGEMENT
 Uncover the decision-
Strategic Management, created for CEOs, Presidents and Managers, gives you the tools to lead,
making process and
key decision makers motivate and develop your team. These monthly sessions are designed in a powerful series format to
 Master key areas to give you strong business tools to take back to your team and implement immediately.
assure commitment
All Strategic Management sessions are Friday from 8:00 a.m. to 11:00 a.m.
 Learn how to properly
move forward with a
sale Date Session Topics
Prospect Strategy Jan 17 Hiring Winners: In order to make a successful hire, there is a process you must follow.
& Tactics Discover how to impact the critical elements of the process which include recruiting/
sourcing candidates, screening, interviewing, evaluating and finally onboarding your
(Mar 10 & May 12)
new hire into the organization and its sales culture.
 Identify activities re-
Feb 21 Building an Organization that Sells: Learn how to create and apply a systematic process to
quired to achieve your
goals your organization to create a strong sales culture. Learn about human behavior, attitudes of
 Develop an effective winners, and techniques of success that will maximize efficiency and develop your sales force
prospecting plan into a powerful selling machine.
 Master your 30-
Mar 21 Managing the Sandler Selling System in Your Team: The key to a successful team is a
second commercial
 Create a successful systematic and effective manager. In this session, you will learn to guide your sales force with
cold-call template management principles that will help you improve your own performance as well as the
performance of your sales team. The result will be a consistent sales and management culture
within all functional areas of your business.