President's Club
Subtitle: professional development program
Contributors: Sandler Systems, Inc
Publisher: Sandler Sales Institute
Published: 2000
Place of publication: [Stevenson, Md.]
Language: eng
Number of pages: 15
Subjects: Selling; Success in business
Notes: All vols. have cover titles.

"Sandler Systems, Inc."--Spine of each box.

Subtitle appears on box case only.

A program consisting of training modules represented by 15 workbooks.

Stand-up index tables include additional tab entitled "Sandler's rules," with text summarizing rules appearing in the 15 workbook vols.

Box 1. Introduction -- Systematic selling -- Bonding and building rapport with prospects -- Questioning techniques -- Identifying the reasons for doing business (PAIN) -- Uncovering the prospect's budget -- Identifying the prospect's decision making process. Box 2. Closing the sale -- Creating a prospecting plan -- Overcoming call reluctance and making the call -- Breaking through your comfort zone -- Enhancing your attitudes/behaviors/techniques -- Applying TA to the sales situation -- Setting goals -- Developing your formula for success.