SANDLER Offerings Through MANTEC

Sales Mastery is ongoing, reinforcement training for those who are serious about their long-term, personal & professional growth. We believe without consistent reinforcement, real growth and development cannot truly take place. It is too easy to fall back into old or bad habits when under pressure in sales situations, day-to-day conversations, and activities. Unlike most of the traditional training available, Sandler Training is not high-impact, quick-fix training, but gradual and incremental.

As a Sales Mastery member, you’ll enjoy the benefit of ongoing professional coaching, and the opportunity to network and share your experiences with fellow club members. The insights, encouragement, and support of other members can prove invaluable as you work to enhance your career. You’ll also receive powerful audio reinforcement, videos, and content, through Sandler Training’s online tool, which you can refer to whenever you wish to explore specific topics or review material from a recent training session.

• Why have a system
  Discover the power of Sandler’s comprehensive selling system and overlay it with your current sales approach.
• Bonding & Building Rapport with Prospects
  Apply specific Sandler technologies to the art of establishing an emotional bond and positive rapport with prospects.
• Making Up-Front Contracts
  Take control of the sales process by applying powerful techniques to propel the sales effort forward.
• Questioning Strategies
  Through effective questioning techniques such as “Reversing,” learn to vastly improve your information-gathering ability and gain a greater understanding of your prospects as you help them discover their needs.
• Identifying the Reasons For Doing Business (Pain)
  To sell a prospect, you must first know his or her “pain.” Learn the high-powered qualifying/questioning processes needed to probe for true buyer motivations.
• Uncovering the Prospects Budget
  Uncover the budgetary constraints that underlie every sales situation.
• Identifying the Prospect’s Decision-Making Process
  Since your goal is a positive sales result, you need to know how your prospect’s organization makes its decisions, as well as how to spot, remove, or avoid sales roadblocks.
• Closing the Sale
  Learn to consistently close, seal, and reinforce sales by focusing on the prospect’s pain, decision-making process, and budget.
• Creating a Prospect Plan
  Identify the right mix of prospecting activities and an action plan to ensure a predictable and sustainable sale effort.
• Overcoming Call Reluctance and Making the Call
  Empower yourself to neutralize gatekeepers and vastly improve your confidence and ability to set sales appointments.
• Breaking Through Your Comfort Zone
  Examine the self-imposed limits you’ve placed on your achievement and institute a plan for overcoming them.
• Improving Your BAT-Ting Average
  Take a hard look at your reflection in a behavioral mirror and adjust your Beliefs, Attitudes, and Techniques for heightened success.
• Applying TA to The Sales Situation
  Through Transactional Analysis, discover how and why you react to differing sales situations and gain proactive control.
• Setting Goals
  Identify your life goals and the sales objectives you must reach to make them possible. Then, create a plan for achieving them along with the methods to track your progress and fine-tune your plan.
• Developing Your Formula For Success
  Learn Sandler’s daily strategy for sales success and apply it to your selling situation.
• Negative Reverse Selling
  Perhaps the most powerful Sandler tool, learn why doing the opposite of what the prospect expects will keep you from getting between your prospect and the sale.

Owners and managers have one of the most difficult jobs in a manufacturing company. They must rely on their employees to achieve the goals they once achieved for themselves. A manager’s job is not to sell or be productive; it is to direct, motivate, and teach others to do the selling and be productive for the company.
Sandler Management Solutions is designed to provide managers with a program for managing their teams systematically and effectively. As managers progress through the training, they will come to realize that leading others is a highly specialized practice in which individual differences are valued, not ignored. Based on sound, proven psychological and managerial principles, this program provides a system that will help managers improve their performance as well as the performance of their team.

For: Manufacturing  Owners, Executives, Managers of Operations, Sales, Service and Production, and Anyone with management responsibilities whose success depends on clear communication, a cooperative attitude, and commitment to achieve objectives.

What: 2-Year Course includes Sandler (1) year Sales Bundle Online Resource Center License, Extended DISC Personal Analysis and Reinforcement Materials.

When: One Friday each month from 8:30 – 11:00 AM

Live or Virtual

How costly are poor communication efforts? An average of 9 hours is lost in productivity, per week, in profit/non-profit organizations, and trillions of dollars are lost every year among businesses, collectively.

If any of the following phrases sound familiar, we encourage you to read on and determine if our Communication & Collaboration Workshop makes sense for you and/or any of your team members:

“Per my email below…” “Where are you at with this…”

“I haven’t heard back from you…” “The customer is still waiting for…”

Ready to equip yourself or your team with the tools, awareness factors, and strategies that are necessary to communicate more effectively/efficiently? Would gaining back lost hours due to communication breakdowns, have a significant impact on your efforts, relationships, and progress? If so, you’re not alone!

Discussion Topics

• Communication Inefficiencies: Common and Costly
• Common Communication Mistakes
• Why does communication break down?
• Understanding DISC, emotions & how the things we say/type, matter more than we realize
• Process for Communication & Collaboration
• Creating Accountability through Commitment Questions
• “Me vs You” mentality: “What could I do differently different/better response?”

FREE DISC Assessment Included: DISC assessments are $100 when sold individually. The offer to complete DISC for $55 per person is only for those participating in one of the two available workshops.

For: Manufacturing Owners, leaders, managers, salespeople, nonprofit leaders, frontline employees, and
anyone who communicates and counts on others to get things accomplished!

What:

• Training Session
• Reinforcement Materials
• Light breakfast items, snacks, coffee, tea, and a variety of cold beverages