| | Name | Level | Description |
| | ......Help for License Download | Tutorial | Need HELP downloading your personal SandlerSpace license? Watch this short tutorial and it will walk you step-by-step through the "screens."
|
| |
| | ......President's Club Testimonial | Testimonial | This excited Sandler Client sums up in two-and-a-half minutes what President's Club means to him. (audio; 2 1/2 min)
|
| |
| | ......Teach a Kid to Ride a Bike at a Seminar? | FREE! | In this short excerpt, David Sandler explains why..."You Can't Teach a Kid To Ride a Bike at a Seminar!" Buy the Book. (audio; 1 min) |
| |
| | .....Sandler Capabilities | FREE! | The view from 20,000 feet on how to change your sales department culture (audio; 7 min 43 sec) |
| |
| | .....Why Sandler Works | Testimonial | A VP of Sales talks briefly about how much Sandler Training has increased his actual annual revenue (video; 2 min) |
| |
| | ....Are You Accountable? | Feedback from Field | How accountable (to yourself) are you when it comes to completing your (selling) behavior? Chris Bond, Sandler Franchisee, conducts a live coaching call using the internet and SalesAccountability(SM) model. (video;10 min) |
| |
| | ....Are you earning what you are worth? | FREE! | David Sandler talks about call reluctance and how you can begin to earn what you are really worth! (audio, 2 min) |
| |
| | ....Introduction to Sandler's President's Club | FREE! | Watch a 4-minute Introduction to how the President's Club works, why it works, and you can decide if it will work for you. (audio; 4 min) |
| |
| | ...Attitude / Behavior Journal | FREE! | David Sandler will share with you how to make sure you have an even-keel activity level while at the same time keeping your head on straight through the highs and lows of daily selling (audio; 3 min) |
| |
| | ...Have Fun | FREE! | David Sandler tells us if a salesperson is feeling pressure and is not having fun, there's something wrong. (audio; 26 sec) |
| |
| | ...Wimp Junction! | FREE! | Video Introduction to the Sandler Selling System. In 2 segments: (1) Buyer's System (video; 13 min) (2) Sandler System (video; 12 min) |
| |
| | ...Your Life Script - part 1 | FREE! | So you want to learn more about yourself and what makes you tick? Take this Quiz. This is Part 1 of a 3-part series entitled, Your Life Script. (Use PSYCHOLOGY filter to locate Parts 2 and 3)(audio; 3 min) |
| |
| | ..Amateurs Are for the Birds | FREE! | David Sandler tells us why amateur salespeople are for the birds. (audio; 1 min). |
| |
| | ..Courage | FREE! | David Sandler reads you an article he wrote. (audio; 2 min) |
| |
| | ..Stroking for Managers | FREE! | For Sales Managers Only! Do you give your people enough strokes? Presented by David Sandler. Not found in President's Club. Polls & Quizzes (audio; 9 min) |
| |
| | .Client testimonial | Testimonial | An ex-Nuclear Submariner talks about his Sandler System experiences (audio; 1 1/2 min.) |
| |
| | .David Sandler Lessons Learned Blitz | FREE! | David Sandler asks the Group to SUM UP 2 days of training in 8 minutes...there are some GREAT Sandler Lessons in here (and they're FREE!) (audio; 8 min) |
| |
| | .No Guts No Gain! (Opening) | FREE! | David
Sandler teaches you the glue that holds the Sandler Selling System together.
Your Anti-Wimp Program (audio; 7 min) |
| |
| | .President's Club From A Client's Perspective | Testimonial | Hear how a Client really gets a lot out of the President's Club, including some great training on: time management, Getting Gutsy, and how to deal with proposals. (audio; indexed; 55 min total running time) |
| |
| | .Sandler Rules | Platinum | A Compilation of the greatest Sandler System Rules from the 12-hour "Best of Sandler" Audio CD program. (audio; 4 min)
|
| |
| | Anatomy of a Failure | Platinum | What are the lessons of Failure? David Sandler tells you here. Powerful Lesson!! (audio; 6 min 15 sec) |
| |
| | Are you wasting time making phone calls? | FREE! | David Sandler talks about getting the appointment, never "Bailing Out," how to get past the secretary and prospecting from a list. (audio; 7 1/2 min) |
| |
| | Be Negative On the First Interview | Platinum | Bruce Seidman explains how being negative during the first interview and using "anti-bonding" will help you find the candidate best suited for the job. (video; 8 min 30 sec) |
| |
| | Be Wary of These When Interviewing People | Platinum | Managers who are hiring: Be aware of the natural forces working against you. Don't take too long to review your choices and then lose your best candidate. (video; 3.5 min) |
| |
| | Bonding & Rapport - Print Workbook | Platinum | This session is designed to be used with The Bonding & Rapport lessons. (audio; 1:06 min) |
| |
| | Bonding & Rapport - Session A | Platinum | This session describes the meaning of rapport and its value and place in the selling process. Part 1 of 6. (audio; 5:21 min) |
| |
| | Bonding & Rapport - Session B | Platinum | This session examines the elements of communication and its influence on rapport development. Part 2 of 6. (audio; 15:21 min) |
| |
| | Bonding & Rapport - Session C | Platinum | This session help you understand the influence of birth order on rapport development. Part 3 of 6. (audio; 3:36 min) |
| |
| | Bonding & Rapport - Session D | Platinum | This session shows you how to adapt your selling style to the “visual” prospect. Part 4 of 6. (audio; 7:30 min) |
| |
| | Bonding & Rapport - Session E | Platinum | This session shows you how to adapt your selling style to the “auditory” prospect. Part 5 of 6. (audio; 8:26 min) |
| |
| | Bonding & Rapport - Session F | Platinum | This session shows you how to adapt your selling style to the “kinesthetic” prospect; final thoughts. Part 6 of 6. (audio; 13:35 min) |
| |
| | Clear Your Head | Platinum | Bruce Seidman explains the importance of taking 10 minutes before an interview to clear your head and focus. How many of you really do that? (video; 3 min, 15 sec) |
| |
| | Coaching - Session A - Introduction | Platinum | Dave Mattson teaches Managers how to Coach their people properly. Session 1 of 4. Topics include: Proactive vs. Reactive, Skill Development, Employee Motivation, Support from Corporate (audio; 7 min 30 sec) |
| |
| | Coaching - Session A - Proactive Coaching | Platinum | Dave Mattson teaches Managers how to Coach their people properly. Session 2 of 4. Topics include: Proactive vs. Reactive, Skill Development, Employee Motivation, Support from Corporate (audio; 11 min 40 sec) |
| |
| | Coaching - Session B - Tactical Coaching | Platinum | Dave Mattson teaches Managers how to Coach their people properly. Session 3 of 4. Topics include: Proactive vs. Reactive, Skill Development, Employee Motivation, Support from Corporate (audio; 9 min 44 sec) |
| |
| | Coaching - Session B - Using Role-Play | Platinum | Dave Mattson teaches Managers how to Coach their people properly. Session 4 of 4. Topics include: Proactive vs. Reactive, Skill Development, Employee Motivation, Support from Corporate (audio; 6 min 56 sec) |
| |
| | Coaching - Workbook | Platinum | Before reviewing the Coaching Sessions, please print out the corresponding workbook. (audio; 1 min) |
| |
| | Coaching: Sales People Need a Coach Too! | Platinum | Bruce Seidman presents coaching - how to get the maximum from your salespeople. (video; 1 hour 30 min) |
| |
| | Common Interviewing Mistakes | Platinum | David Sandler runs through some common interviewing mistakes made by Sales Managers. Never heard before! (audio; 9 min) |
| |
| | Conduct Last Interview Over Dinner | Platinum | Managers who are hiring: conduct a final, final interview over dinner with the candidate and his/her spouse. Learn how to run this all-important dinner. (video; 4 min) |
| |
| | Conquering Procrastination! | Platinum | Understand why you procrastinate...how to stop procrastination. David Sandler links procrastination to your goal setting program. (audio, 6 min) |
| |
| | Cover Up Your Belly Button | Platinum | David Sandler helps you. . . "not take it personally!" (audio; 1 min 34 sec). |
| |
| | David Mattson Coaching Mgmt, Part 2 | Platinum | David Mattson teaches Coaching for Managers. Part 2 of 2. (video, 14 min) |
| |
| | David Sandler on GUTS! | FREE! | A great 3 1/2 minute speech on Guts! Take the "Get Tough" personal quiz. (video; 3.5 min) |
| |
| | David Sandler on Motivation | Platinum | David Sandler, a classic motivator, talks about motivation, incentives and setting goals in all aspects of your life. (audio; 9 min 19 sec). |
| |
| | Debriefing | Platinum | David Mattson describes how to properly debrief your salespeople. (audio; 14:09 min) |
| |
| | Debriefing - Workbook | Platinum | This workbook is designed to be used with the Debriefing session. (audio; 1:06 min) |
| |
| | Debriefing Your Salespeople | Platinum | Problems encountered when you (attempt to) debrief your Salespeople. (video; 1 hour) |
| |
| | Decision-making | Platinum | David Sandler teaches a process for decision-making; how to make better decisions; linking your decisions to your goals. (audio; 29 min) |
| |
| | Defending Change | Platinum | David Sandler talks about how people will defend what they are doing. (audio; 29 seconds). |
| |
| | Don't Blue Sky the Job | FREE! | When hiring salespeople, let them know how tough it's going to be. Then really find out their true grit. |
| |
| | Don't Look Professional | Platinum | David Sandler talks about looking Not-OK on purpose and why with you should appear to struggle with what you know. (audio; 2 min) |
| |
| | Don't Spill Your Candy in the Lobby | Platinum | David Sandler tells us how to use product knowledge and how to get your prospect to feel comfortable with you and your product. (audio; 3 1/2 min). |
| |
| | Fulfillment & Post-Sell - Session A | Platinum | In this session, you’ll learn why the Fulfillment step is the culmination of the previous qualifying steps in the Sandler Selling System. (audio; 5:54 min) |
| |
| | Fulfillment & Post-Sell - Session B | Platinum | In this session, you’ll learn the four mistakes to avoid during the Fulfillment step. (audio; 11 min) |
| |
| | Fulfillment & Post-Sell - Session C | Platinum | In this session, you’ll discover how the success of the Fulfillment step depends on the strength of the up-front contract you establish prior to your presentation. (audio; 9:54 min) |
| |
| | Fulfillment & Post-Sell - Session D | Platinum | In this session you’ll learn how to present your product or service and obtain the prospect’s buying decision. (audio; 6:25 min) |
| |
| | Fulfillment & Post-Sell - Session E | Platinum | In this session, you’ll learn how to lock up the sale and make sure the buyer doesn’t back out. (audio; 8:27 min) |
| |
| | Game Of Selling | Platinum | David Sandler talks about the game of selling, learning to act--not react and "hawking." (audio; 3 1/2 min). |
| |
| | Get A Contract First | Platinum | David Sandler talks about getting Contracts, getting to the prospect's pain and never giving a presentation for free. (audio; 2 min, 40 sec) |
| |
| | Get A Marker for Everything You Do | Platinum | David Sandler talks about being of service to your prospects, using your time wisely and getting a "MARKER" for the services you provide (audio, 1 min 45 sec) |
| |
| | Get an IOU For Everything You Do | FREE! | Ever make a sales call where you do a lot of work for your prospect and nothing happens? |
| |
| | Get Tough: The New You! | Platinum | David Sandler ties all of the "No Guts, No Gain!" topics together in this summary (audio; 8 min) |
| |
| | Getting a Yes or a No | Platinum | David Sandler talks about getting a yes or a no instead of an "I wanna think about it." (4 1/2 min). |
| |
| | How and When to Terminate a Salesperson--Session 1 | Platinum | Details on how to print the workbook for this session. 1st in the series of 5. (audio; 1:04 min) |
| |
| | How and When to Terminate a Salesperson--Session 2 | Platinum | Bruce Seidman describes the most common mistakes Sales Managers make when dealing with salespeople. 2nd in the series of 5. (audio; 6:04 min) |
| |
| | How and When to Terminate a Salesperson--Session 3 | Platinum | Bruce Seidman describes the most common mistakes Sales Managers make when dealing with salespeople. 3rd in the series of 5. (audio; 5:16 min) |
| |
| | How and When to Terminate a Salesperson--Session 4 | Platinum | Bruce Seidman describes the most common mistakes Sales Managers make when dealing with salespeople. 4th in the series of 5. (audio; 7:26 min) |
| |
| | How and When to Terminate a Salesperson--Session 5 | Platinum | Bruce Seidman describes the most common mistakes Sales Managers make when dealing with salespeople. 5th in the series of 5. (audio; 9:50 min) |
| |
| | How to Always Get In Front of the Right Person | Platinum | David Sandler explains his fail-safe, face-to-face method for getting an appointment with the CEO. (audio; 4 1/2 min). |
| |
| | How to Qualify, Close and Present - Close/Present | Platinum | Hear Dave Sandler talk about closing first, then presenting. (video; 57 min) |
| |
| | How to Qualify, Close and Present - Qualifying I | Platinum | Dave Sandler talks about qualifying your prospect. (video; 52 min) |
| |
| | How to Qualify, Close and Present - Qualifying II | Platinum | Dave Sandler talks about disqualifying your prospect. (video; 40 min) |
| |
| | Hysterical Activity | Platinum | David Sandler tells us not to take selling too seriously. If you're not having fun, you're missing the boat (audio; 37 sec.). |
| |
| | Interviewing - Print Workbook | Platinum | Short guide on how print out the Interview Workbook. (audio; 1:13 min) |
| |
| | Interviewing - Session 1 | Platinum | How to turn the Interviewing process into a system. 1st in the series of 6. (audio; 13:14 min) |
| |
| | Interviewing - Session 2 | Platinum | Why you should interview out of season. 2nd in the series of 6. (audio; 13:55 min) |
| |
| | Interviewing - Session 3 | Platinum | The effect of people's attitude on your entire sales team. 3rd in the series of 6. (audio; 3:19 min) |
| |
| | Interviewing - Session 4 | Platinum | Using Up-front Contracts on the first interview. 4th in the series of 6. (audio; 6:52 min) |
| |
| | Interviewing - Session 5 | Platinum | How to identify a candidate with a healthy self-esteem. 5th in the series of 6. (audio; 10:03 min)
|
| |
| | Interviewing - Session 6 | Platinum | How to identify individuals who are accountable to themselves. 6th in the series of 6. (audio; 10:15 min) |
| |
| | Interviewing Mistakes - Session A | Platinum | Part 1 of 2. David Mattson describes the ten most common interviewing mistakes and how to correct them. (audio; 8:47 min) |
| |
| | Interviewing Mistakes - Session B | Platinum | Part 2 of 2. David Mattson describes the ten most common interviewing mistakes and how to correct them. (audio; 8:12 min) |
| |
| | Interviewing Mistakes - Workbook | Platinum | Short guide on how print out the Interviewing Mistakes Workbook. (audio; 1:13 min) |
| |
| | Interviewing, Slight Edge | Platinum | Bruce Seidman explains the value of understanding body-language, having a second-person interviewer, and holding a debriefing session between interviews when evaluating a job candidate. (video; 6 min) |
| |
| | Interviewing, Up-Front Contract | Platinum | Sales Managers: Why you need to set an "Up-Front Contract" with a candidate for a sales position in the first 60 seconds of your first interview (video; 6 min). |
| |
| | Is Your Antenna Up? | Platinum | David Sandler talks about (1) being a good listener; (2) having an unbelievable desire to win; (3) not mutual mystification. (video; 15 min) |
| |
| | It Is Conceptual, Not Technical | Platinum | David Sandler explains that who you call on is a conceptual thing, not a technical thing (audio; 6 1/2 min). |
| |
| | Lesson on Firing | Platinum | First in the INTERVIEWING series. The short lesson on FIRING. (video; 8 min) |
| |
| | Let the Prospect Preserve their Dignity | Platinum | David Sandler talks about prospect dignity--helping the prospect preserve and regain dignity (audio; 1 min 20 sec) |
| |
| | Live Straight | Platinum | David Sandler talks about not being able to get a straight answer from a prospect and what to do about it. (audio; 1:24 min) |
| |
| | Magic Formula for Success--Introduction | Platinum | The 1st in a series of 12. The Magic Formula for Success is all about PREPARATION: From the moment you decide you want to be in sales to your first cold call. (video; 2 min) |
| |
| | Magic Formula for Success--Review | Platinum | The 12th in a series of 12. Review: The Magic Formula for Success. (video; 1 1/2 min) |
| |
| | Magic Formula for Success--Step 1 | Platinum | The 2nd in the series of 12. Step #1: Stay on the Right Side of the Trouble Line (video; 5 min) |
| |
| | Magic Formula for Success--Step 10 | FREE! | The 11th in a series of 12. Step
#10: You
Have to Have a System of Selling. (video; 6 1/2 min)
|
| |
| | Magic Formula for Success--Step 2 | Platinum | 3rd in the series of 12. Step #2: Burn Your Bridges (video; 1 min) |
| |
| | Magic Formula for Success--Step 3 | Platinum | 4th in the series. Step #3: Be Mentally and Emotionally Tough (video; 2 1/2 min) |
| |
| | Magic Formula for Success--Step 4 | Platinum | The 5th in the series of 12. Step #4: Maintain a Healthy Self-esteem. (video; 17 min) |
| |
| | Magic Formula for Success--Step 5 | Platinum | The 6th in a series of 12. Step #5: Cultivate a Support Group. (video; 1 min) |
| |
| | Magic Formula for Success--Step 6 | Platinum | The 7th in a series of 12 webcasts. Step #6: Know When to Use Product Knowledge. (video; 2 min) |
| |
| | Magic Formula for Success--Step 7 | Platinum | The 8th in a series of 12. Step #7: Know Your Competition! (video; 1 min) |
| |
| | Magic Formula for Success--Step 8 | Platinum | 9th in the series of 12. Step #8: Keep a Journal. A / B Journals; Visualization; Goal-setting. (learn more about A / B Journals by scrolling up in this list to separate program) (video; 13 min) |
| |
| | Magic Formula for Success--Step 9 | Platinum | The 10th in a series of 12 webCasts. Step #9: Work a Prospecting System. (video; 5 min) |
| |
| | Managers: When to Fire Salespeople-part 1 | Platinum | When and how to fire salespeople and how to manage their "Behaviors." Pull the trigger! (audio; 12 min). |
| |
| | Managers: When to Fire Salespeople-part 2 | Platinum | In today's selling environment salespeople need extra help. Here are steps a Sales Manager can take to help a struggling salesperson get back in the game (audio; 19 1/2 min). |
| |
| | MANAGING vs. DOING, Part I | Platinum | Rare footage of David Sandler facilitating a group of sales managers from the same company. Topic? As A Manager, do you "DO" or "MANAGE?" Material is NOT found in President's Club! (audio; 18 min) |
| |
| | MANAGING vs. DOING, Part II | Platinum | David Sandler continues the discussion of "Managing" versus "Doing" with a group of high-verbal sales managers from the same company. Material is NOT found in President's Club! (audio; 15 min) |
| |
| | Money Does Grow on Trees | FREE! | Where's the best source of finding and closing a new prospect. A cold call, a walk in, .... Nope! (audio; 2 min) |
| |
| | Money Is Never a Factor | Platinum | David Sandler tells us that money is never a factor in selling. People buy emotionally, not intellectually. (Audio; 1 min) |
| |
| | No Buzzwords | Platinum | David Sandler tells us to watch out for those features and benefits, and that the worst thing a salesperson can do is use buzzwords. (audio; 1 1/2 min). |
| |
| | No Guts, No Gain | FREE! | It's OK to be assertive and Salespeople do have rights. Learn to hang in. (audio; 2 min) |
| |
| | No More Backouts | FREE! | What do you do when your customer calls and CANCELS your order? (audio; 2 min) |
| |
| | No Mutual Mystification | FREE! | As a group, we salespeople have a common flaw: We only hear things that we want to hear. (audio; 2 min) |
| |
| | No Talking | Platinum | David Sandler tells us not to talk on a sales call and that the person who is talking is out of control (audio; 1 1/2 min) |
| |
| | Non-Selling Professionals Pre-Conceived Ideas | FREE! | Listen in to five pre-conceived ideas Non-selling Professionals have against the traditional "salesperson" role. Do you agree with these? (audio; 5 min) |
| |
| | Not-OK Child | Platinum | David Sandler warns us that we carry a six-year-old child inside us when we make sales calls (audio; 1 1/2 min). |
| |
| | Onboarding -- Session 1 | Platinum | David Mattson describes how to properly onboard a salesperson. 1st of 3. (audio; 1:23 min) |
| |
| | Onboarding -- Session 2 | Platinum | David Mattson describes how to properly onboard a salesperson. 2nd of 3. (audio; 7:54 min) |
| |
| | Onboarding -- Session 3 | Platinum | David Mattson describes how to properly onboard a salesperson. 3rd of 3. (audio; 7:39 min) |
| |
| | Pain From the Master | Platinum | David Sandler on "Reversing" and "Pain." 3 plus "Reverses" to get "Pain," (and bonding, knowing the competition, keeping the prospect off balance and directing the conversation). (video; 11 min) |
| |
| | Phone Calls that get you INVITED IN! | Platinum | Tom Scully teaches you how to make better phone calls...learn how to find PAIN on the phone...learn how to get better REFERRALS (video; 56 min) |
| |
| | Positive Mental Attitude | Platinum | David Sandler talks about positive mental attitude, enthusiasm and their consequences to getting the order. (audio; 1 min) |
| |
| | Preparing For The Job Interview | Platinum | How do you prepare to interview job candidates? Bruce Seidman discusses how managers should get ready to interview salespeople. (video; 55 min) |
| |
| | Recruiting TimeLine | Platinum | Bruce Seidman talks about creating a "People Bank," prospecting "out-of-season" and "growing people to replace you." (video; 13 min) |
| |
| | Referrals Made Easy | Platinum | A veteran Sandler Trainer teaches the referral-getting technique, Inner Circle Outer Circle (video; 14 min) |
| |
| | Reversing and Guts Speech | Platinum | David Sandler talks more about reversing; he elaborates on the Rule of 3; the importance of "Guts," and he tells you to prepare for the worst. (video; 14 min) |
| |
| | Riding With Your People - Part 1 | Platinum | Managers will learn how to best use the RIDE WITH as a coaching and mentoring tool (audio; 7 min) |
| |
| | Riding With Your People - Part 2 | Platinum | Learn how to effectively RIDE WITH your salespeople. Part 2 of 2. (audio; 16 min) |
| |
| | Riding With Your People - Workbook | Platinum | For Managers Only: Riding With Your People - Workbook (audio; 2 min) |
| |
| | Rule of 3 Plus | Platinum | David Sandler talks about "Reversing" and the Rule of 3--plus: it takes 3 or more "Reverses" to get to your prospects P*A*I*N. (video; 11 min 45 sec). |
| |
| | S.E.A.R.C.H. Model for Hiring | Platinum | How many of you managers are using the Sandler S.E.A.R.C.H. Model for Hiring? (video; 1 min 20 sec) |
| |
| | Sales Strategies For Non-Selling Professionals I | Platinum | Sales professionals, do not be fooled by the title--these 4 courses are absolutely geared to your world! Overcoming The Stigma Of Sales; Caveman Approach to Sales; Contracts;
CPA and the Decision-maker role-play; (video; 55 min) POLLS & Quizzes
|
| |
| | Sales Strategies For Non-Selling Professionals II | Platinum | Part 2 of 4. Formula for Selling; Prospect OKness; Remove yourself emotionally from a selling situation;
Formula For Sales;
OK/not-OK; Buzz words;
Bonding; Irate Customer;
Value-added selling;
Knowing vs. Owning (video; 66 min) POLLS & Quizzes
|
| |
| | Sales Strategies For Non-Selling Professionals III | Platinum | Part 3 of 4; Why your formal training can hurt you;
Battle of Hastings;
Wishy-Washy words;
Never Rescue;
“Is it Over?”;
Vendor vs. Advisor; (video; 59 min) POLLS & Quizzes
|
| |
| | Sales Strategies For Non-Selling Professionals IV | Platinum | Part 4 of 4; "Cast of Characters;"
"Intermediate Decision-maker;" "Inside Salesperson;"
"Team Selling;" Technical person's advantage;
(Video; 51 min) Polls & Quizzes
|
| |
| | Self-Sufficient - Session 1 | Platinum | This workbook is designed to be used with the Self-Sufficient sessions. Session 1 of 3. (audio; 1:13 min) |
| |
| | Self-Sufficient - Session 2 | Platinum | David Mattson describes how to make your salespeople self-sufficient. Session 2 of 3. (audio; 10:47 min) |
| |
| | Self-Sufficient - Session 3 | Platinum | David Mattson describes how to make your salespeople self-sufficient. Session 3 of 3. (audio; 14 min) |
| |
| | Sell Today, Educate Tomorrow | FREE! | Salespeople are information gatherers, not information givers. Get information first, a commitment, an order, then educate. (audio; 2:07 min) |
| |
| | Selling Is and Is Not | Platinum | David Sandler talks about what selling is and what selling is not. It is about selling, it is not about self-worth, personality and it is not a personal value system experience. (audio 1 min) |
| |
| | Systematic Interviewing and Hiring | Platinum | Creating a system for interviewing: #1 Sandler Management Rule: HIRE tough -- MANAGE easy. (video; 7 min) |
| |
| | Team Selling - Session A | Platinum | Part one of three. This session is designed to help the manager increase the effectiveness and efficiency of the team sell situations. (audio; 9:25 mins) |
| |
| | Team Selling - Session B | Platinum | Part two of three. This session is designed to help the manager increase the effectiveness and efficiency of the team sell situations. (audio; 16:55 mins) |
| |
| | Team Selling - Session C | Platinum | Part three of three. This session is designed to help the manager increase the effectiveness and efficiency of the team sell situations. (audio; 7:38 mins) |
| |
| | Team Selling - Workbook | Platinum | This workbook is designed to be used with the Team Selling lessons. (audio; 1:04 min) |
| |
| | Test Your Sensitivity for Selling | FREE! | If you are an accountant, engineer, technical person, consultant, architect, doctor, etc., you
must take this personal
"sales aptitude" test. (audio; 3 min 39 sec)
|
| |
| | Thank You, Mr. Prospect | FREE! | An open letter to all traditional prospects everywhere. (audio; 2 min 15 sec) |
| |
| | The Budget Step - Print Workbook | Platinum | This session is designed to be used with The Budget Step lessons. (audio; 1:06 min) |
| |
| | The Budget Step - Session A | Platinum | Part one of three. The Budget Step can be described as the most important step in the Sandler Submarine and the step that most people have the most difficulty with. (audio; 9:57 min) |
| |
| | The Budget Step - Session B | Platinum | Part two of three. The Budget Step can be described as the most important step in the Sandler Submarine and the step that most people have the most difficulty with. (audio; 8:05 min) |
| |
| | The Budget Step - Session C | Platinum | Part three of three. The Budget Step can be described as the most important step in the Sandler Submarine and the step that most people have the most difficulty with. (audio; 9:24 min) |
| |
| | The Budget Step, part 1 (dialup) | Platinum | "Submarine" lesson. The Budget Step; A quick reinforcer to President's Club lessons. Interactive Feedback. (audio; 18 min) |
| |
| | The Budget Step, part 1 (high speed) | Platinum | "Submarine"
lesson. The Budget Step; A quick reinforcer to
President's Club lessons. Interactive Feedback. (audio; 18 min) |
| |
| | The Budget Step, part 2 (dialup) | Platinum | "Submarine" lesson. The Budget Step, part 2; A quick reinforcer to President's Club lessons. Interactive Feedback. (audio; 9 min 30 sec) |
| |
| | The Budget Step, part 2 (high speed) | Platinum | "Submarine" lesson. The Budget Step, part 2; A quick reinforcer to President's Club lessons. Interactive Feedback. (audio; 9 min 30 sec) |
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| | The Contract is the Close | Platinum | David Sandler tells you if you have a solid Contract (Pain, Budget and Decision) you will make the sale. The goal of the Fulfillment Step is to get the order and confirm the sale. (video; 9 min) |
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| | The First Three Compartments of the Sandler System | Platinum | David Sandler introduces the Decision Step and reviews the Pain, Budget and Decision Steps which constitute a contract and must be in place before making a presentation. (video; 15 min) |
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| | The Fulfillment Step | Platinum | David Sandler tells us to only talk about those things that relate to the prospect's Pain during the Fulfillment Step. (video; 15 min) |
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| | The Pain Step (dialup) | Platinum | "Submarine" lesson. The Pain Step; A quick reinforcer to President's Club lessons. Interactive Feedback. (audio; 20 min) |
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| | The Pain Step (high speed) | Platinum | "Submarine"
lesson. The Pain Step; A quick reinforcer to
President's Club lessons. Interactive Feedback. (audio; 20 min)
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| | The Pain Step - Print Workbook | Platinum | This workbook is designed to be used with the PAIN sessions. Session 1 of 4. (audio; 1:04 min) |
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| | The Pain Step - Session A | Platinum | This session describes the types of PAIN and the differences between a Traditional Salesperson and a Sandler Salesperson. Session 2 of 4. (audio; 14:31 min) |
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| | The Pain Step - Session B | Platinum | This session describes how to recognize PAIN. Session 3 of 4. (audio; 10:59 min) |
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| | The Pain Step - With David Sandler! | Platinum | David Sandler and an audience member demonstrate an effective sales call. Session 4 of 4. (audio; 7:36 min) |
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| | The Post-Sell Step | Platinum | David Sandler tells us to give the prospect one last chance to back out during the Post-Sell Step. (video; 14 min) |
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| | The Thermometer Close | Platinum | David Sandler explains how to confirm the contract you have set early on with your prospect. (video; 13 min) |
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| | Transition From Pain to Money Step | Platinum | David Sandler reviews the "Pain Step" and transitions to the "Money Step" and "Decision Step." (video; 13 min) |
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| | Unstraight World | Platinum | David Sandler talks about how hard it is to get a straight answer from a prospect. (audio; 1 1/2 min). |
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| | Up Front Contracts - 1st Workbook (Session A) | Platinum | Please print out the workbook before viewing the Up Front Contracts sessions. 1st in the series of 5. (audio; 1:13 min) |
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| | Up Front Contracts - 2nd Workbook (Sessions B & C) | Platinum | Please print out the 2nd workbook before viewing the Up Front Contracts sessions. 2nd in the series of 5. (audio; 1:13 min) |
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| | Up Front Contracts - Session A | Platinum | David Sandler discusses why you should have an Up Front Contract with the prospect on each call. 3rd in the series of 5. (audio; 12:42 min) |
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| | Up Front Contracts - Session B | Platinum | David Sandler discusses why you should have an Up Front Contract with the prospect on each call. 4th in the series of 5. (audio: 13:30 min) |
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| | Up Front Contracts - Session C | Platinum | David Sandler discusses why you should have an Up Front Contract with the prospect on each call. 5th in the series of 5. (audio; 7:53 min) |
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| | Up-Front Contracts, part 1 (dialup) | Platinum | "Submarine" lesson. Up-front Contracts, Part 1; A quick reinforcer to President's Club lessons. Interactive Feedback. (audio; 9 min) |
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| | Up-Front Contracts, part 1 (high speed) | Platinum | "Submarine"
lesson. Up-front Contracts, Part 1; A quick reinforcer
to President's Club lessons. Interactive Feedback. (audio; 9 min)
|
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| | Up-Front Contracts, part 2 (dialup) | Platinum | "Submarine" lesson. Up-front Contracts, Part 2; A quick reinforcer to President's Club lessons. Interactive Feedback. (audio; 14 min) |
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| | Up-Front Contracts, part 2 (high speed) | Platinum | "Submarine"
lesson. Up-front Contracts, Part 2; Interactive Feedback. (audio; 14 min)
|
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| | Up-front Contracts: ANOT | Platinum | Learn the simple memory jogger ANOT to kick off your Sales Interviews (audio; 7.5 min)
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| | What Is Compost? | Platinum | David Sandler talks about the long-term rapport in the sale of compost. (audio; 1min.11 sec.). |
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| | When You're Not The Lowest Price | Platinum | Dave Sandler helps you always come in higher than everyone else. (audio; 2 min) |
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| | Who You Call On Is A Conceptual Thing | FREE! | Where do you want to wind up? The President's office or the Janitor's closet. (audio; 2 min) |
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| | You Can't Manage What You Can't Control (Sandler) | Platinum | Hear Dave Sandler talk about managing behavior versus managing results. (audio; 3 ½ min) |
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| | You Can't Manage What You Can't Control (Seidman) | FREE! | Too many sales managers focus on things they can't control. Manage salespeople's activity and not just results. (audio; 2 min) |
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| | Your Life Script - part 2 | Platinum | So you want to learn more about yourself and what makes you tick? This is Part 2 of a 3-part series entitled, Your Life Script. Listen in as Dave Sandler EXPLAINS what your answers truly mean. (audio; 10 min) |
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| | Your Life Script - part 3 | Platinum | So you want to learn more about yourself and what makes you tick? This is Part 3 of a 3-part series entitled, Your Life Script. Listen in as Dave Sandler EXPLAINS what your answers truly mean. (audio; 13 min) |
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