President's Club - Up-Front Contracts

Add to Calendar 11/21/2017 9:00 am 11/21/2017 12:00 pm President's Club - Up-Front Contracts Up Front Contract - Perhaps unique to Sandler’s selling system is the Up Front Contract, a tool that helps both the salesperson and prospective customer to get on the same path and work together to determine whether a sale/buy is possible or not. The basic philosophy behind the Up Front Contract is for the salesperson and prospect to define and agree upon a targeted outcome (if the sales call fits for both parties) at the start of the individual sales call. This is the second of the most powerful tools available to salespeople. Sandler Training Mattson Enterprise, Inc. 1727 Veterans Highway Suite #207 Islandia, New York 11749 ruthc@sandler.com MM/DD/YYYY

President's Club - PC Coaching

Add to Calendar 11/21/2017 1:00 pm 11/21/2017 3:00 pm President's Club - PC Coaching President’s Club Coaching – This is the only workshop that has no pre-set agenda. The participants provide the agenda. It is conducted as a round robin session whereby the participants in attendance bring agenda items to be discussed, role-played and/or strategized during the workshop. There are typically two types of agenda items: 1) Any topic or skill from one of the other workshops that a participant needs help fine tuning or better applying in his or her business, industry or marketplace. 2) A specific scenario that the participant is facing and needs help moving along in the process. It should be noted that there are elements of coaching prevalent in every workshop in the President’s Club program. Most workshops have self-awareness exercises as part of the session to help identify the area’s most important to each of those participants in attendance at any given workshop. Sandler Training Mattson Enterprise, Inc. 1727 Veterans Highway Suite #207 Islandia, New York 11749 ruthc@sandler.com MM/DD/YYYY