The President's Club provides continuous, ongoing reinforcement training and coaching throughout your professional career. During the President's Club meetings, you will learn how to apply the Sandler Sales System to your world with your own prospects, clients and customers. At the President's Club, you will also network with other business owners, managers and salespeople with whom you can share problems and challenges you face in your business.

The President's Club Training Philosophy

Because effecting lasting behavioral change and mastering new skills are not overnight processes, The President's Club training is built on the concept of incremental growth and change over time, supported by repetition, reinforcement, coaching, and counseling.

Salespeople are not likely to consistently implement a particular selling strategy or technique unless it is part of an overall behavioral plan. Additionally, they are not likely to implement the plan unless it is supported by the appropriate attitude and outlook. For these reasons, The President's Club training address all three areas-Attitude, Behavior, and Techniques.

Each participant-centered training module provides the participant with the concept, knowledge, and understanding of the topic as it applies to their selling environment. Through appropriate exercises and skill-checks, the participant demonstrates his or her understanding of and/or ability to apply the information.

President's Club Module Descriptions

Systematic Selling: Successful salespeople have a systematic approach to developing business opportunities. They follow a tried and true, step-by-step process that produces a definite outcome each time it is practiced. In this module, you will learn about the Sandler Selling System and how by following it, you can remove the roadblocks in your current system and ensure a successful conclusion to each opportunity.

Bonding and Building Rapport with Prospects: Developing rapport and creating a bond with a prospect is an integral part of the selling process. It is the first step in creating a relationship based on mutual trust. In this module, you will learn how to bond and build rapport with prospects by using the components of active participation and the OK/Not-OK principle.

Making Up-Front Contracts with Prospects: One of the keys to successful selling is to maintain control of the process. The Up-Front Contract, which is an important part of the Sandler Selling System, is the tool that will enable you to maintain control. In this module, you will learn when and how to establish Up-Front Contracts with prospects.

Questioning Techniques: Salespeople were once praised for having the "gift of gab." However, in today's business environment, it is the salesperson's ability to obtain information quickly and accurately that is praised. In this module, you will learn how to apply the Dummy Curve theory, Reversing strategies, and Softening Statements to get the information you need from prospects. By using these strategies, you will subtly persuade prospects to open up and ask the real questions or discuss the real problems. You will also use these strategies to overcome stalls, objections, or problems that you encounter with prospects, so you can keep moving forward in the selling process.

Negative Reverse Selling: Have you ever had an experience with a prospect who acted so excited about your product or service that you were certain they were going to buy, but didn’t? Or had the opposite experience where they were so negative that you knew they weren’t ever going to buy from you, but they did? Negative Reverse Selling is the process of using questions to get people to consider something, by suggesting that they don’t, which is the opposite of what they expect a typical salesperson to do.

Identifying the Reasons for Doing Business: Prospects buy for their reasons, not the salesperson's reasons. In this module, you will learn how to define a prospect's needs, wants, challenges, and/or problems, or what Sandler calls "pain." You will learn the three components of pain and how to use specific questioning techniques to uncover those elements. Additionally, you will learn how to qualify or disqualify the opportunity based on whether you product or service could solve the problems identified.

Uncovering the Prospect's Budget: If a prospect cannot or will not make the necessary investment to buy your product or service, it's better to know sooner rather than later. In this module, you will learn the second step in qualifying or disqualifying the opportunity-uncovering the prospect's budget. You will learn how to overcome the discomfort many salespeople experience when discussing money matters with prospects. You will learn specific questioning techniques to uncover the prospect's budget and how to ask them in such a manner that does not put the prospect on the defensive.

Identifying the Prospect's Decision-Making Process: How a prospect will make a buying decision should not be a mystery. If you don't know ahead of time exactly what a prospect will need to see or hear to make a buying decision when you make your presentation, it's unlikely that you will leave with a decision. In this module, you will learn the third and final step in qualifying or disqualifying an opportunity-identifying the process by which prospects make buying decisions. You will learn how to skillfully question prospects to uncover this information. You will learn how to determine the players, the specific elements of the process, and the timeframe for the decision.

Closing the Sale: All too frequently, sales are lost because the salesperson didn't know when to stop talking. In this module, you will learn how to increase your chance of closing the sale. You will learn how to present your product or service in a manner consistent with the prospect's priorities. You will learn how to obtain a decision and prevent buyer's remorse from taking hold. Additionally, you will learn how to set the stage for future business and obtain referrals from your new client/customer.

Creating a Prospecting Plan: Taking a shotgun approach to prospecting is usually not the most efficient or effective strategy. In this module, you will learn how to create a prospecting plan that contains a mix of activities appropriate to your market and in line with your budget. In addition, you will learn how to calculate the number of contacts you need to make and how to schedule your activities in order to meet your sales goals.

Overcoming Call Reluctance and Making the Call: For many salespeople, prospecting, especially making cold calls, is a dreaded activity. In this module, you will learn what causes call reluctance. You will learn how to use special techniques for overcoming call reluctance and getting past gatekeepers. You will learn how to create a 30-second commercial, how to incorporate it into your prospecting approach, and ultimately make the prospecting call. You will learn two cold call approaches that you will customize for your product/service and market.

Breaking Through Your Comfort Zone: Many salespeople, in their attempt to achieve higher levels of success, hit a level and then, for no apparent reason, stall at that level. In this module, you will learn what a comfort zone is and then define your current comfort zone. You will determine what is confining you to that comfort zone and then identify a new higher comfort zone. Next, you will create a plan to reach the new comfort zone and implement a method to track your progress.

Enhancing Attitudes, Behaviors, and Techniques: In this module, you will learn that some existing beliefs are sabotaging your sales efforts. You will learn the relationship between your beliefs, judgments, actions, and outcomes. You will identify your limiting beliefs and develop new beliefs to support more favorable outcomes. You will then identify the behaviors required to achieve the outcomes and the skills necessary to support the behaviors.

Applying Transactional Analysis to the Sales Situation: Much of our personality is shaped by early childhood influences and teachings-messages that we carry with us throughout our lives. In this module, you will learn about the components of your personality that influence your behavior, how they were developed, and the impact they have on your selling success. You'll learn how to identify repetitive, non-productive behavior and how to replace it with more appropriate behavior.

Setting Goals: Would you start a foot race without knowing where the finish line was? Would you start an automobile trip to a distant city without a roadmap or set of directions of how to get there? In this module, you will identify your life goals; determine what you need to do-from a business perspective-to achieve those goals, and develop a plan to track your progress and fine-tune the plan.

Developing Your Formula for Success: Long-term success is most often the result of doing a number of things effectively, efficiently, and consistently over time rather than the result of doing only one or two things extraordinarily well. In this module, you will learn about the 10 elements in Sandler's Formula for Success and how to use them to generate you own strategy for accomplishing the everyday tasks involved in sales.