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Quote Steve, Thanks, it was a great class. I actually talked to the person who recommended you on my drive home yesterday. He's been the top sales rep here the last three years in a row. I asked him "Would you say you still use that stuff?" His response was "Absolutely." He actually started talking about some of the tactics by name which shocked me. I'm not sure if he just practiced it hard or has a ridiculously good memory. He did tell me he took it 10 years ago. Have a good one, Matt Quote

Sandler High Tech Sales Bootcamp

A two-day, precision selling skills training program exclusively for high-tech sales professionals.



This course delivers the core principles of the popular Sandler High-Tech Selling System - a unique, integrity-based system that promotes a more effective and coachable sales process. Revitalize your team’s outlook with a fresh perspective on the selling process and a crystal-clear understanding of the anatomy of a successful sales cycle. Members of your team will refine their ability to handle every buyer-seller interaction in as close to the optimum way as is humanly possible.

Sandler Graduates

 

  • Have an extra-ordinary understanding of the underlying dynamics of the buyer/seller dance.

  • Use a defined, optimized sales process.

  • Use specific skills and tools at each stage of the sales process.

  • Have more control and have more fun.

     

Fast, Effective Sales Training – Your Time Matters


We understand that your time is valuable. That’s why we utilize the accelerated learning model to deliver efficient and effective sales training. Spend concentrated, focused time with us and then immediately get back to selling. We cut out the fluff and get down to the nitty gritty. The Sandler High-Tech Bootcamp is an intense environment. It’s not called a boot camp for nothing.

 

DAY ONE

 

The Success Triangle


A model for optimum sales performance

  • Techniques are not enough: Discover hidden barriers to success and how to overcome them.

 

The Sandler Selling System: Strategy


The art of mutual agreement

  • Take a humorous look at why traditional sales practices leave your prospects cold.
  • Stop wasting time sending literature that isn’t read, preparing proposals that can’t win and wasting hours on free consulting.


Making the First Minutes Count – Every Time


New science for creating a climate of trust and gaining solid commitment from your prospect at the beginning of the sales cycle

  • Discover why style trumps substance. Research illustrates the importance of the emotional impact we have on other people and how it influences their acceptance of our messages.
  • Understand how to create effective Up Front Contracts – a low-key way to seize the initiative and take leadership of the buyer/seller dance.

 

Help Your Prospect Discover Their Reasons to Buy   

Buying motives and how to uncover them


  • Discover why prospects are often reluctant to share the information you need to help them.
  • Learn questions to uncover your prospect’s personal hot buttons.

 

Dealing with Money

When and how to talk about money


  • The self-fulfilling prophecy: How your current beliefs about money might be undercutting your ability to establish value.
  • Common mistakes in the money conversation.
  • Learn why high-tech sales people leave money on the table.
  • Hear how to turn price and cost conversations into value conversations.
  • Learn how to say “NO” and keep the deal alive.
  • When the other guy’s price is lower

 

Shorten your Sales Cycle by Staying in Control 

Co-building the decision process


  • Learn how to use ‘mini-contracts’ to stay in control of every step of the process.

 

 

DAY TWO

 

No More Caveman Closes 

State-of-the-art closing tactics that work

  • How to beat end-of-quarter pressure.

 

Countering the Competition

How to keep customers from using other software, hardware or service vendors to squeeze you


  • Learn how to know if you’re being used to get a better deal with someone else.

 

The Sandler Selling System: Tactics

Non-traditional tactics that give you the edge

  • Assess your current responses to your most common objections, stalls and put-off’s.
  • Firm up any agreement you reach with your prospect.

 

Dealing with the Toughest Sales Scenarios

What to do when it all goes wrong


  • Find out how to regain control of a sales call that’s not going well.
  • Understand how to get the attention of prospects who won’t call you back.
  • Learn what to do when deals get struck, and you’re missing your forecast.

 

Professional Prospecting

Techniques to fill your pipeline with good leads

  • Discover how to warm up cold calls – a higher pay-off, researched based model for outbound calls.
  • Develop your own ‘Sales Readiness Pain/Gain Toolkit.’

 

What you will receive:

 

  • 14 hours of interactive, entertaining and challenging training.
  • A course manual, which will serve as a reference after the program.
  • An audio recording of the program for future review of the material.
  • TopLine Tips: Ongoing sales and sales management tips.

 

OUR COMMITMENT TO YOUR SUCCESS

The best solution does not win. The best Sales Person wins.

 

About the trainer

No matter how good your product or service is, the deal goes to the best sales person every time.


Steve Kraner is NOT a natural salesman. He describes himself as an engineer who crossed over to the dark side.

Steve’s delivery is generously spiced with humorous and relevant stories garnered during a colorful, 17-year sales and sales management career. He invites audiences to challenge him, and the highlight of his programs is the “no-holds-barred” interaction.

Sales teams buy in to Steve’s innovative and dogma-shattering approach to selling because it’s clearly not theory, but real-world strategy and tactics that he personally uses to sell.

He holds a Bachelors Degree in Engineering from West Point and an MBA from Loyola College. He is a nationally published author on the topic of sales and negotiating.