HBRA Breakfast Series – Sales Institute The HBRA of Fairfield County and Sandler Training will be launching a Sales Institute in April and May at the Rings End Educational Facility in Stratford. This sales training is designed to help discover how simple improvements to your sales cycle and close ratio can increase your team’s highest level of performance to exponentially improve your bottom line. The Sandler sales methodology fosters an attitude of leadership, rather than just emphasizing technique. Reinforcement training facilitates the development of new and empowering behaviors, attitudes, and sales skills, mapping a unique road map to lasting success. Three courses will be offered that can be taken individually or as a package. Classes are from 8AM to Noon – breakfast is provided. The cost for all three courses is only $800 (normally $995), or you can pick and choose a course for $325 each. April 28th: Part A: Understand the 4 Personality Styles Salespeople recognize that establishing rapport with a prospect is an essential ingredient for developing a meaningful business relationship. Learn how personality affects the sales process as well as prospecting. This tool can help you and your employees learn more about personality styles, paving the way toward improved communication. Part B: Developing a Sales System Tired of providing unpaid consulting to potential customers and watching the deals go elsewhere? The Sandler sales system will be different than any other sales call you have ever done. You should hear things from your prospects that you have never heard before. You should be able to “sell” without the stress and pressure of traditional sales. May 12th: Part A: Develop Leverage When it Comes Down to Price Effective questioning strategies help move your prospects’ and customers decision forward. Learn how to ask the tough and effective questions. Part B: Why do People Make the Decisions that They do? Is your brain working for you or against you? Learn how to become a sales psychologist. Understand the barriers to success and develop tools to deal with the difficult prospect/customer. May 24th: Learn How to Separate Yourself from the Competition Tired of drawing up the plans, writing the proposal, and being told “this really isn’t what we’re thinking?” People buy emotionally and justify intellectually. People buy for two reasons – to avoid pain or to gain pleasure. Pain is 4x stronger than pleasure … so are you presenting your proposal effectively? For more information, contact the HBRA office at hbra@buildfairfieldcounty or 203-335-7008. APRIL 2017 | HBRA of Fairfield County | 33
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