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HERE IS THE COMPLETE LIST OF CONTENT FOR
THE SANDLER’S PRESIDENT’S CLUB ON MP3 Module 1 Welcome Fireside Chat Reinforcement The Right Choice The Importance of a System The Ejection Seat Story Good Reasons to Use a System The Buy-Seller Dance The Prospect’s System The Caveman Approach Why a Submarine? Overview of the Sandler Selling System Wimp Junction The Sandler Rules Module 2 BONDING AND RAPPORT What is Bonding and Rapport? Rapport Elements of Communication Primary Sensory Dominance (PDS) Communicating with Visuals Communicating with Auditories Communicating with Kinesthetics Keep Your Prospect & Customers OK Strokes The Sandler Rules Module 3 Making up Front contracts The Importance of Mutual Agreement Telephone Prospecting Contracts ANOT “Legalese” Biggest Fears Roadblock Removal Up-Front Contract for Web Demo Handling Proposal Contracts “How Many Times” The Sandler Rules
Module 4 Questioning Strategies: What You Know Can Hurt You No More Unpaid Consulting The Dummy Curve The Professional Phase Selling is a Broadway Play Dummy Phrases No Seagulls in the Prospect’s Picture Looking for Seagulls Importance of the Dummy Curve The Sandler Rules
Module 5
Questioning Strategies: Reversing Why Reverse? 3 Plus Reverse to the Real Intentions Don’t Go Into a Box Softening Statements Never Answer a Statement Emotional Involvement Examples of Reversing Techniques The Exception & No Wishy Washy The Sandler Rules
Module 6 Identifying Reason for Doing Business Understanding Pain Pain vs Interest Too Much Pain? The Goal of the Pain Compartment David Sandler Gets Pain Feature/Benefit Selling is Hard Work Sandler’s Formula for Selling Sandler Pain Funnel Questions Sandler Pain Funnel Role-Play Pain Indicators or Real Pain? Active Listening Helps You to find Pain How a Good Pain Compartment Sounds The Sandler Rules
Module 7 Uncovering the Prospect Budget. Are You Ready for the Budget Step? Starting the Budget Step Sandler Works the Numbers The Monkey’s Paw Difficulty Dealing with Money Is Your Antenna Up? Sandler Teaches the Budget Step Review of the Budget Step The Sandler Rules Module 8 Identifying the Prospect’s Decision Making Process Should You Be at the Decision Step? Going after a Decision Overview of the Decision Process The Guard at the Gate Cast of Characters Cast of Characters in Action The Sandler Rules Module 9 Closing the Sale Fulfillment and Post Sell The Close Comes Before Fulfillment Goal of the Fulfillment Step Potential Mistakes That Make Fulfillment tough Should You be at the Fulfillment Step? Presentation Tips Preparing for Your Presentation Structuring Your Presentation Thermometer Technique Post-Sell Compartment We Got the Order! Th Sandler Rules Module 10 Creating a Prospecting Plan Prospecting Defined Prospecting Activities for Your Plan Client Referral Role-Plays More Role-Plays Who Knows Who SEAM and SONAR Cold Calls and Walk-ins Additional Prospecting Activities A Prospecting Calendar The Sandler Rules Module 11 Over Coming Call Reluctance and Making the Call What causes Call Reluctance? No Begging for Appointments Getting Past the Gatekeeper Elements of the Prospecting Call Prospecting Call Role-Plays Call at the Top Dealing with Stalls and Put-offs Advance”Send Me Info” Role Play Telephone Tips The Sandler Rules Module 12 Breaking Through Your Comfort Zone. Separate Your “I” and “R” Winners, Non-Winners & At-Leasters The Rose Story and Comfort Zone Understanding Your ”I” Rating Create an I-10 Attitude Description of an I/R Winner The Sandler Rules
Module 13
Improving Your BAT-ting Average Sandler’s Success Triangles The You Triangle Sandler on Self-Concept Have a Reason and Cause Vitality Technique Triangle Personal Presence Sandler is NOT the Sales Manager The Sandler Rules Module 14 Applying TA to the Sales Situation PAC Taping Child TA in Action Transactions Adult & Child in Selling The Sandler Rules Module 15
Goals Part 1 Understanding Motivation Types of Motivation Getting Salespeople Motivated Individual Motivation Discovering Conviction Procrastination Exercise Chasing a RIPITZ Know Where You Want to Go David Sandler Empties the Trash A plan of Action The Importance of a Goals Program Module 16 Goals Part 2 Cookbook AB Journal One At a Time Empty the Head Trash Bill of Rights The Sandler Rules Module 17 Developing Your Formula for Success The right side of the Trouble Line Burn Your Bridges Be Mentally & Emotionally Tough Maintain a Healthy Self-Esteem Cultivate Support group Know When to Use Product Knowledge Know your Competition Keep a Journal Work a prospecting System Have a System for Selling The Sandler Rules Module 18 Negative a Reverse Selling Explanation Pendulum Theory The Negative Prospect Stripping Line What Happens After It’s “Over” Go for the NO My Brother is in the Business The Positive Prospect The Sandler Rules
Module 19 Sandler on Guts Why Guts Are Important Being Gutsy with Bids Guts- Fuel to Run Your Sub. Hawking Guts to Ask the Questions PC Member on GUTS Gutys on Price Biggest Fears Lessons Learned $ $ $ $ $ $ $
About MP3 Format: The MP3 CD content is great for downloading to your iPhone, Android, I-pod or portable MP3 player for listening on the go. Can also be played on most DVD players, all computers and many newer CD players that handle the MP3 format. Note that most older CD players will not play the MP3 format. Check your CD player’s documentation before purchase. The MP3 files can also be legally converted and burned to standard audio CDs using common CD burning software such as Nero. Be aware that conversion to the standard audio CD format will require a 19 CDs to accomplish the transfer ! $ $ $ $ $ $ $
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