Better Buildings: Better Business Conference has ended

Do you have your finger on the pulse of the latest products and services on the market? Are there new techniques and approaches to investigate? What are others in the industry doing that you’re not? Find out February 14–16, 2018 at North America’s largest event dedicated to cold climate residential building. Register now, then download the program book and check out these tips before you go.

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Friday, February 16 • 12:45pm - 2:00pm
The buyer-seller dance

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In the buyer-seller dance, one party has to lead and one has to follow. As a salesperson, you want to lead the process. The alternative is that the buyer leads you through their buying process, which means you're reacting. Sandler trained salespeople are different; they know how to lead. The Sandler methodology enables salespeople to engage prospects and exchange information with them in an honest, organized and non-manipulative manner that serves the best interests of both parties. In this session, you will learn the seven-step Sandler Selling System and role play techniques you can practice at home.

AIA 1.25 LUs, ASHI 1 CE credit, BPI 1.25 CEUs, DSPS 1 CEU towards Dwelling Contractor Qualifier Certification, GBCI 1 CE hour, IACET 0.1 CEU, NAHB, NARI 1.25 CEUs

avatar for Wayne Dehn

Wayne Dehn

3D Sandler Training
Wayne is a certified Sandler Trainer with over ten years of sales/management training experience. He is one of those true “you can be anything you want in America” stories. After working in the family business as a electrician, Wayne decided to start his own small business. Wayne... Read More →

Friday February 16, 2018 12:45pm - 2:00pm CST

Attendees (5)