Exclusive Sales Training Series: Achieve Your 2021 Sales Goals presented by Sandler Training

Take advantage of CenterState CEO’s exclusive sales training experience, with Sandler Training. Over the course of four targeted sessions, learn skills and fundamentals to help you achieve your sales goals in 2021. Topics include: proven selling techniques, understanding and communicating with prospects, questioning and qualifying tactics, and how to manage and grow your existing book of business.

Session 1: Why Salespeople Fail and What to Do About It

March 24, 2021, 8:30 am to 10 am

Learn the Sandler foundations and fundamentals to develop a common methodology and selling process. Understanding specific sales behaviors with the right attitude and mindset, along with applying some proven selling techniques will help you and your team elevate their sales performance. This session is right for you if you or your team experiencing any of the following:

• Annoyed that while busy, sales remain low.
• Frustrated because “think it over” is a common response.
• Forced to discount to close the sale.
• Exasperated over wasting time with prospects who will never buy.

Objectives and Takeaways:

• Define sales/selling/business development
• Sandler Success Triangle: B.A.T. – behaviors/attitude/techniques
• 3 Components of a selling process: relationship, qualifiers, close
• Sandler Rule #41 – “There are no bad prospects, only bad salespeople.”

Session 2: Understanding Your Prospects and Customers and Establishing Rapport

June 23, 2021, 8:30 am to 10 am

Your ability to effectively relate, communicate, motivate and influence others is a crucial skill in creating successful relationships with everyone – customers, prospects, co-workers, managers, family and friends. It is often easy to get along with certain people when you almost instantly and effortlessly understand the other person. But most of the time, communication takes more effort, particularly when you don’t fully understand where another person is coming from. Referencing the Extended DISC Model, learn the four different communication and behavior styles to effectively engage with your prospects and customers to create rapport and trust.

Objectives and Takeaways:

• Extended DISC Model review
• Communication pie
• Applications in a selling process
• Sandler Rule #7 – “People do business with people who they like (and trust), and who are like themselves.”

Session 3: Product Knowledge CAN Hurt You

Sept. 22, 2021, 8:30 am to 10 am

Have you ever overwhelmed a prospect or customer with product knowledge? Your industry expertise and product knowledge can certainly be a professional asset, but it can be intimidating to prospects and customers. Learn questioning and qualifying techniques that will help you uncover what the prospect or customer is seeking and help to control the communication and sales process.

Objectives and Takeaways:

• Qualifying reasons for doing business
• Questioning strategies to apply
• Case Study review and discussion
• Sandler Rule #51 – “Product knowledge used at the wrong time can be intimidating.”

Session 4: Account Management Versus Account Maintenance

Nov. 17, 2021, 8:30 am to 10 am

How do you differentiate yourself and your company from the competition? Are you merely having your accounts remain at status quo? It is the job of everyone in a company to make sure they are striving to maintain good relations with the existing customers, but it’s your job to expand the relationship by directing, motivating and recognizing the customer as a valuable resource. Learn strategies to implement a formal account plan to “manage” and grow your existing book of business.

Objectives and Takeaways:

• Difference between maintaining and managing your business
• Pre-Meeting Strategies
• Application of RECON

Sandler Rule #14 – “Don’t do anything unless you know why you’re doing it.”

Cost: Members: $49 for all 4 sessions; $15 per session if purchased separately

Non-Members: $69 for all 4 sessions; $20 per session if purchased separately