$ $
$ $ $ $ $
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
Guts 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 19 CDs to accomplish a
transfer.
Please
Note: Because of U.S. copyright laws and duplication concerns, this
original Sandler disc is non-returnable for any reason. However, it is
exchangeable for another identical disc if there is a defect in
functionality. This is your satisfaction guarantee !!
$ $ $ $ $
$ $
Be sure to check out our other store listings for
other productive and inspiring audio seminars in the area of Sales and Personal
Development by Bob Proctor, Tom Hopkins, Tony Robbins, Nightingale-Conant, and
many other top names.
* * * * * * *
International
Shipping Quotes Available Upon Request
Paypal is Preferred
FREE - USA First Class Shipping - FREE
Buy from someone you can
trust !!!
Check our many 1,000's of positive feedback comments since the year
2000
If
you have a question, just email us for a prompt response. |