President’s Club – David Sandler

President’s Club

Negotiation today is difficult for your salespeople because buyers are savvy. Sandler Training teaches salespeople honest, no-nonsense techniques that allow them to control the negotiation process. This powerful, real-world sales training program provides results.

President’s Club is a comprehensive approach to sales training that offers you more than 15 hours of classroom sessions each month, including a combination of workshop training and problem-solving clinics. Come as often as you need. Your President’s Club membership is a dynamic, ongoing learning experience comprised of mutual support and personal coaching. The President’s Club provides a safe environment in which to build your skills, ask “real world” questions, and face your toughest sales problems.

Contents of President’s Club

DISK 1
1. Welcome
2. Fireside Chat
3. Reinforcement
4. The Right Choice
5. The Importance of a System
6. The Ejection Seat Story
7. Good Reasons to Use a System
8. The Buyer-Seller Dance
9. The Prospect’s System
10. The Caveman Approach
11. Overview of the Sandler Selling System?
12. Wimp Junctions
13. Sandler Rules

DISK 2
14. Rapport
15. Elements of Communication
16. Primary Sensory Dominance (PSD)
17. Communicating with Visuals
18. Communicating with Auditories
19. Communicating with Kinesthetics
20. Keep Your Prospects & Customers OK
21. Strokes
22. Sandler Rules

DISK 3
23. The Importance of Mutual Agreements
24. Telephone Prospecting Contracts
25. Elements of an Up-Front Contract
26. ANOT
27. Biggest Fears
28. Roadblock Removal
29. Up-Front Contract for Web Demo
30. Handling Proposal Contracts
31. Sandler Rules

DISK 4
32. No More Unpaid Consulting
33. The Dummy Curve
34. The Professional Phase
35. Selling is a Broadway Play
36. Dummy Phrases
37. No Seagulls in the Prospect’s Picture
38. Look for Seagulls
39. Importance of the Dummy Curve
40. Sandler Rules

DISK 5
41. Understanding Pain
42. Pain vs Interest
43. The Goal of the Pain Compartment
44. David Sandler Gets Pain
45. FeatureBenefit Selling is Hard Work
46. Sandler’s Formula for Selling
47. Sandler Pain Funnel Questions
48. Sandler Pain Funnel Role-Play
49. Active Listening Helps You Find Pain
50. How a Good Pain Compartment Sounds
51. Sandler Rules

DISK 6
52. 3 Plus
53. Reverse to the Real Intentions
54. Don’t Go Into a Box
55. Softening Statement
56. Never Answer a Statement
57. Emotional Involvement
58. Examples of Reversing Technique
59. The Exception & No Wishy Washy Words
60. Sandler Rules

DISK 7
61. Starting the Budget Step
62. Sandler Works the Numbers
63. The Monkey’s Paw
64. Difficulty Dealing with Money
65. Sandler Teaches the Budget Step
66. Review of the Budget Step
67. Sandler Rules

DISK 8
68. Going After a Decision
69. Overview of the Decision Process
70. The Guard at the Gate
71. Cast of Characters
72. Cast of Characters in Action
73. Sandler Rules

DISK 9
74. The Close Comes Before Fulfillment
75. Goal of the Fulfillment Ste
76. Potential Mistakes That Make Fulfillment Tough
77. Presentation Tips
78. Preparing for Your Presentation
79. Structuring the Presentation
80. Thermometer Technique
81. Post-Sell Compartment
82. We Got the Order!
83. Sandler Rules

DISK 10
84. Prospecting Defined
85. Prospecting Activities for Your Plan
86. Client Referral Role-Plays
87. More Referral Role-Plays
88. SEAM and SONAR
89. Cold Calls and Walk-ins
90. Additional Prospecting Activities
91. A Prospecting Calendar
92. Sandler Rules

DISK 11
93. No Begging for Appointments
94. Getting Past the Gatekeepers
95. Elements of the Prospecting Call
96. Prospecting Call Role-Plays
97. Call at the Top
98. Dealing with Stalls and Put-Offs
99. Telephone Tips
100. Sandler Rules

DISK 12
101. Winners, Non-Winners & At-Leasters
102. The Rose Story & Comfort Zone
103. Create an 1-10 Attitude
104. Description of and lR Winner
105. Sandler Rules

DISK 13
106. Sandler’s Success Triangles
107. The You Triangle
108. Sandler on Self-Concept
109. Have a Reason and Cause
110. Vitality
111. Technique Triangle
112. Personal Presence
113. Sandler is NOT the Sales Manager
114. Sandler Rules

DISK 14
115. PAC
116. Taping
117. Child
118. TA in Action
119. Transactions
120. Adult & Child in Selling
121. Sandler Rules

DISK 15
122. Understanding Motivation
123. Types of Motivation
124. Getting Salespeople Motivated
125. Individual Motivation
126. Discovering Conviction
127. Procrastination Exercise
128. Chasing a RIPITZ
129. Know Where You Want to Go
130. David Sandler Empties the Trash
131. A Plan of Action
132. The Importance of a Goals Program

DISK 16
133. Cookbook
134. AB Journal
135. One At a Time
136. Empty the Head Trash
137. Bill of Rights
138. Sandler Rules

DISK 17
139. The Right Side of the Trouble Line
140. Burn Your Bridges
141. Be Mentally & Emotionally Tough
142. Maintain a Healthy Self-Esteem
143. Cultivate a Support Group
144. Know When to Use Product Knowledge
145. Know Your Competition
146. Keep a Journal
147. Work a Prospecting System
148. Have a System for Selling
149. Sandler Rules

DISK 18
150. Explanation
151. Pendulum Theory
152. The Neutral Prospect
153. The Negative Prospect
154. Stripping Line
155. Go for the No
156. My Brother is in the Business
157. The Positive Prospect
158. Sandler Rules

DISK 19
159. Why Guts Are Important
160. Being Gutsy with Bids
161. Guts – Fuel to Run Your Sub
162. Hawking
163. Guts to Ask the Questions
164. PC Member on Guts
165. Gutsy on Price
166. Biggest Fears
167. Lessons Learned

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