This document outlines a sales training program offered by The Training Resource Group. The program consists of monthly webinars covering sales and customer service topics to help companies increase sales, profits, and productivity. It includes an orientation session and 12 monthly webinars for one year. The fee for one program is $2,500 and $4,000 for both programs. Optional add-ons include sales and management assessments and individual coaching sessions. Companies are encouraged to sign up before the end of April to avoid a $250 late fee.

1. Preview Session for Sales
Training
The Training Resource Group
123 S. Broad Street, Suite 1325, Philadelphia PA 19109 | 215-320-4650

2. The Training Resource Group
EVAN POLIN
Evan Polin, President, The Training Resource Group, joined the firm in
2001 and brings a wealth of training and coaching experience to the firm.
He provides consulting, seminar and corporate in-house training that
delivers on-going reinforcement training and coaching to growing
companies seeking an increase in sales, profits and productivity.
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3. Is This Your Sales Process?

4. How Much Is Your Pain Costing You?
• Sales cycle too long
• Inconsistent results
• Inconsistent process
• People shopping on price
• Old strategies not working
• Seen as just another vendor
• Not getting enough referrals • Trouble taking business away
from competition
• No growth and don’t know
what to do about it
• Need to network more
effectively
• Not getting enough quality
referrals
• Not getting in front of
enough new prospects
• Not spending enough time
prospecting for new deals
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5. Your Sales Process
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6. Prospect System
Lie Steal Lie #2
Death
Valley
Time
Expertise
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7. Traditional Approach
Generate Interest
Presentation
Trial Close
Handle Stalls &
Objections
Close
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8. The Buyer – Seller Dance
The Salesperson’s Traditional Strategy for
Developing Selling Opportunities
Vs.
The Prospect’s Strategy for
Controlling Buying Opportunities
ConflictingStrategiesin theSales Arena
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9. When Strategies Collide
Act
Motivated
Avoid
Commitment
Disappear
Obtain
Information
Fact Finding
Analysis
Job Spec
Demo
Presentation
Proposal
Commitment
Close
Contract
Handle
Stalls &
Objections
Follow Up
Track Down
Chase
Appear
Interested
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10. The Sandler System
Relationship
Bonding & Rapport
Up-Front Contracts
Qualifying
Pain
Budget
Decision
Closing
Fulfillment
Post-Sell
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11. Structure of Training Program
Component 1
Kickoff Coaching Session and Orientation to the NVLA Sales Training
Program
• During this session we will review your goals for the training and make
sure that you are set up with your online portal
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12. Structure for 101 Training Program
Component 2
Monthly 1 hour webinars for you and your entire office.
• Topics will cover sales topics, sales management topics, and customer
service topics.
Sample Topics: Designing a Sales Plan, Obtaining more Referrals, Creating a 30
Second Commercial to Create Urgency, Uncovering Your Prospect’s Budget,
Shorten Your Sales Cycle, Moving Out of Your Comfort Zone, Dealing with Difficult
Customers, Time Management
Webinar Dates (all 12pm EST / 9am PST): First Tuesday of Every Month
May 9, 2017
June 13, 2017
July 11, 2017
August 8, 2017
September 12, 2017
October 10, 2017
November 14, 2017
December 12, 2017
January 9, 2018
February 13, 2018
March 13, 2018
April 10, 2018
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13. Structure for 201 Training Program
Component 2
Monthly 1 hour webinars for you and your entire office.
• Topics will cover sales topics, sales management topics, and customer
service topics.
Sample Topics: Taking Business Away from the Competition, Dealing with Stalled
Opportunities, Psychology of Selling, KARE Account Planning, Accountability,
Leveraging LinkedIn into Sales, No Guts No Gain, Pre-Call Planning for Large
Accounts
Webinar Dates (all 12pm EST / 9am PST): First Tuesday of Every Month
May 2, 2017
June 6, 2017
July 18, 2017
August 1, 2017
September 19, 2017
October 3, 2017
November 7, 2017
December 5, 2017
January 2, 2018
February 6, 2018
March 6, 2018
April 3, 2018
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14. Program Fees
• The fee for a one year program is $2,500 per company. The fee
includes the orientation and 12 monthly webinars.
• The fee to participate in both programs is $4,000 per office.
• Payment can be processed by check or credit card.
This is a 50-75% cost savings being offered to you, compared to the retail cost
of an individual Sandler Training Program.
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15. Optional Add On’s for Training
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Complete an online assessment and receive a 20-30 page report with
your strengths and weaknesses specific to sales and management.
Includes 45 minutes to review the results.
• Cost is $200 for a pre-hire test
• Cost is $300 per assessment
Devine Sales or Management Assessment

16. Optional Add On’s for the Training
You may request a coaching session for yourself or for your office for
$350 for a one hour session.
Individual Coaching
*If you request 5 or more
coaching sessions there will
be a discount.
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17. • I will be at the conference
until late afternoon today.
– Sign up before the end of April
the cost is $2,500 for one
program and $4,000 for both
programs. If you sign up in May
there will be a $250 late fee.
• A note will be sent out to
everyone that includes the
dates and topics for the
program.
Next Steps
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18. THANK YOU
Evan Polin
The Training Resource Group
215-320-4650
Evan.Polin@sandler.com
www.trainingresourcegroup.sandler.com
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Nobody Ever Told Me I’d Have to Sell
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