Knowledge and Awareness: Concepts and Theories! Start here; return for review.
K&A-1: The Psychology of the Sale - Understand why traditional selling is obsolete & the Sandler system works!
K&A-2: Making the 1st Five Minutes Count - Set an agenda for the sale; take control; de-pressurize the prospect!
K&A-3: Can Asking Questions Be the Answer – People buy for their reasons, not yours! Find out why! Get control!
K&A-4: Qualify or Disqualify – Is your prospect capable and willing to: spend money; to decide? If not, regroup!
K&A-5: No More Cold Calls – Learn easier ways to fill your pipeline! Find new ways to grow your business!
K&A-6: Winning Behaviors – Set your goals, build and work your plan! Manage your priorities! Protect your time!
K&A-7: No Guts, No Gain!® - Attitudes, motivations and assertiveness- what keeps you from your dreams & goals.
K&A-8: What You “R” Is Not Who You “I” – Bullet-proof your self-esteem and take your roles to the next level!

Application: If you have the theories, these sessions will help adapt them.
P/C: Strategies Role Play – Problem solving your actual sales calls to learn from what worked or didn't.
(Please Note You have to register for this class)
P/C: Role Playing using The Sandler System® - Taking what you've learned and putting it together.
P/C: P/C: Advanced Strip Lining - Developing your Strip Lines as it relates to your world.
P/C: Active Listening - How to learn how to listen to for the real buying motives.
P/C: Body Language - Are You Talking To Me - Understanding how body language can help or hurt.
P/C: Email & Internet Mistakes to Avoid - Internet is a good way to communicate but it can help or hurt if not done correctly.
P/C: Finding More Personal Pain - We find pain but is it personal where the prospect will do something.
P/C: Role Play - Up Front Contracts - Practice your upfront contracts to be better prepared.
P/C: Role Play - Active Listening - Learn how to listen for the true buying signals.
P/C: Memory Tricks & Tips For the Submarine - Learn how to keep on track using Sandler.
P/C: Role Play Using Your 30 Second Commercial - How and where to use your 30 second commercial.
P/C: No More Cold Calls - How to learn how to get referrals.
P/C: Long Sales Cycle How to shorten the selling process so that it doesn't drag on.

TRAINING NOTES...Read these before you make your plans! Register and attend!

1. All training, except where noted, is held at The Training Center at The Meadows Building, 16 Greenmeadow Drive, Suite G103, Timonium, MD 21092

2. Register for all other sessions: phones, 410-560-1040; fax, 410-560-9093; e-mail dbonnett@closingsales.com

(Leave your name, company, phone, name of program, date and time.)

3. Trainers: Don Bonnett; Margie Anne Bonnett;

4. Locations:
Timonium - The Meadows Building, 16 Greenmeadow Drive, Suite G103, Timonium, MD 21092, Off York Road, Across From the Maryland State Fair Ground.

5. Inclement Weather - Listen to the school closing reports. If schools are late or closed, early training is cancelled. Call to check on late morning and afternoon sessions.

Questions? Call Don 410-560-1040