Boot Camps are two-day interactive, face-to-face training sessions, held in our training center in Rye Brook, NY. Boot Camps are normally used to introduce salespeople new to the Sandler Selling System or "the basics" in an immersion-style program. Attendees then transition into President's Club classes for ongoing participatory reinforcement.

There will be one or two facilitators plus the class participants. People who attend are committed to becoming more effective in generating revenue. Our programs are attended by professional salespeople, consultants, and other professionals who need to sell their services. The sessions begin at 8:30 and end at 4:00. Breakfast, lunch, and materials are provided. Dress comfortably and be prepared for an interactive and exciting program.

Among other things, sales professionals will learn how to:

• Ask effective questions that help close the sale.
• Quickly identify the decision-makers.
• Uncover the true reasons people buy.
• Effortlessly prospect for new business.
• Eliminate unpaid consulting.
• Shorten your selling cycle.
• Generate more referrals - proactively.
• Keep control of the sales process.
• Turn a suspect into a prospect in thirty seconds.
• Effectively handle stalls and objections.
• Stop giving away your profits by selling on price.
• Nurture your client into a sale.

The Success Triangle

• The three factors that dictate your success or failure in a sales role.
• Hidden barriers to success in selling, and how to overcome them.
• What your sales manager probably won’t or can’t tell you — but should.
• 10 essential secrets from consistently successful technology sales people — results of our research.
• Access your selling style: Are you closing as many deals as you could?

The Sandler Selling System

• Learn why 20% of sales people make 80% of the sales.
• Discover the system prospects use and how to avoid getting trapped.
• Stop wasting time sending literature that isn’t read, preparing proposals that can’t win and doing tons of free consulting.
• Do everything you can to avoid looking like a “slick” salesperson.
• It’s a battle of the plans — the buyer has a plan. Do you? The stronger plan will always prevail.
• Why so many sales pitches leave your prospects cold — and what to do instead.
• Mapping your sales cycle, and what to do in the next step.
• How to customize a sales plan for each call and how to adjust it on the fly.

Making the First Minutes Count — Every Time

• Tactics to build rapport — most sales people put 100% of their effort into the 7% factor. Learn about the other 93% and how to build credibility and trust quickly.
• Exactly what to listen for in the prospect’s initial reactions — and how to respond.
• A low-key way to seize the initiative and take leadership of the buyer/’seller dance — that will make your prospect comfortable.
• Earn your toughest prospect’s respect from the first minute.

Discover Their Reasons to Buy

• Questions to uncover your prospect’s personal hot buttons.
• How to get them interested, even if they say they aren’t.
• Conquer prospects’ reluctance to talk about their business issues.
• Get prospects to see your products and/or services as a solution to their business problem.
• How to conduct a business dialogue with executives.

Shorten your Sales Cycle by Staying In Control

• Design a series of questions to keep the call flowing smoothly.
• Your manager told you what to do — talk less, listen more, stay in control, get commitment — we’ll show you how to do it.
• Learn how to use ‘up-front contracts’ to ensure you stay in control of the process every step of the way.
• How to measure and document customers’ commitment to advance the sales cycle.
• Most salespeople ask about decision-making authority, but in a way that’s sure to cloud the truth. Learn the right way to uncover the true decision process and to get access to decision-makers.
• How to drive consensus in complex, multiple decision-makers.
• How to say "NO" and keep the deal alive.
• A fail-safe way to make your forecast accurate and reliable.

How to keep customers from using your competition to squeeze you

• How to uncover a prospect’s likelihood of deflecting to the competition.
• Techniques to avoid feature-to-feature combat and to make your prospect see your solution as a custom fit.
• How to know if you’re being used to get a better deal with someone else.
• How to dislodge prospects from a fixation on larger, more entrenched competitors.

When and how to talk about money

• Why salespeople leave money on the table.
• How to find out who really controls the purse strings.
• How to train your mind to see that price is rarely the real issue in technology purchases.
• How to turn ‘price’ and ‘cost’ conversations into ‘value’ and ‘ROI’ conversations.
• Common negotiating ploys used by trained buyer and how to counter them.

State-of-the-Art closing tactics that work

• How to know when to close.
• How to close users vs. managers vs. financial decision-makers.
• Closing tactics when selling to committees.
• How to beat end-of-quarter pressure.

How to handle the toughest sales situations

• Assess your current responses to your most common objections, stalls and put offs.
• Non-traditional tactics to handle even hostile prospects.
• Knowing when ‘No’ means ‘Maybe’
• How to get the attention of prospects who won’t call you back.
• What to do when deals get stuck and you’re missing your forecast.
• How to regain control of a sales call that’s not going well.
• Voicemail and gatekeeper strategies that work.

Pitfalls of Product Knowledge

• Why what you know can hurt you — how product knowledge is abused and how to use it effectively.
• How “smart” salespeople unintentionally alienate prospects.

In-class Exercises

• Apply the new tactics you’ve learned and hone them to your products and services.
• Get suggestions for optimizing your tactics.
• Bring your toughest and most frustrating questions and hear how a seasoned sales pro handles them with ease.

Do the unexpected — get a different (and better) response

• Break old habits and make new ones that are sure to pay off.
• Verbal tactics to reverse roles and get your prospect convincing you.
• Why questions are the answer and answers aren’t.
• How to firm up any agreement you will reach with your prospect.

Prospecting Techniques to fill your pipeline with good leads

• How to warm up cold calls.
• Eliminate peaks and valleys in your pipeline.
• How to prioritize opportunities.
• How to get buyers interested, even when they say they aren’t.
• How to build your own optimized first call approach.
• Follow up on fresh leads with hyper efficiency.
• How to make contact without a cold call — higher payoff approaches.