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IMC SoCal January 8, 2016 Breakfast Meeting
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Top 10 Reasons Professional Service Providers and Consultants Fail as Salespeople & What to Do About It With Douglas Kolker President, Sandler Training Sandler Training is an international consulting organization with 254 training centers worldwide. Sandler utilizes distinctive, non-traditional sales and management methodologies, supported by continual reinforcement through ongoing training and individual coaching sessions.

1/8/2016
When: 1/8/2016
7:30-9:00 AM
Where: The Lakes Golf Course & Driving Range
400 S. Sepulveda Blvd.
El Segundo, California  90245
United States
Presenter: Douglas Kolker
Contact: Jerry Savin
(310) 229-8947


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Top 10 Reasons Professional Service Providers and Consultants Fail as Salespeople & What to Do About It

With Douglas Kolker
President, Sandler Training

  1. You are not as comfortable as you would like to be in your role as a “salesperson”
  2. Buyers have a system, professionals usually don’t.
  3. Spending too much time with prospects who will never buy.
  4. Professionals talk too much.
  5. Prospects focus on price and want discounts for every deal. Price is never the real issue!
  6. Product knowledge is overempha-sized and misused. 
  7. Consultants fail to get prospects to reveal budgets upfront.
  8. You need to differentiate yourself from other firms like yours.
  9. Professionals fail to get firm commitments from buyers.
  10. Attorneys, accountants and consultants don’t treat sales as a profession.


Sandler Training is an international consulting organization
with 254 training centers worldwide. Sandler utilizes distinctive, non-traditional sales and management methodologies, supported by continual reinforcement through ongoing training and individual coaching sessions.

 
Date and Time: Friday, January 8 @ 7:30 AM

Location: The Lakes Golf Course & Driving Range
400 S. Sepulveda Blvd.
El Segundo, CA 90245

Cost: $22 for IMC, $27 for non-members
RSVP by Wednesday, January 6 to reserve your place

Reservations may be made online:
http://imcusa.site-ym.com/events/event_details.asp?id=700363&group=38626

Or by contacting Jerry Savin
Phone: (310) 229-8947
Email: jsavin@ctcg.com

Douglas Kolker, President, Sandler Training

Douglas Kolker founded a hugely successful, nationally Douglas Kolkerrecognized marketing service agency and ran it for 21 years. Despite the success, Kolker remained frustrated by the constant arm wrestling with prospective clients. As a solution, he turned to Sandler Training, which reverses traditional sales beliefs and approaches. The system focuses conversations on qualifying prospects’ most pressing needs and the investment they are willing to make to fix them. “The very first time I approached a prospect this way, it worked like a charm. A huge account that had been stonewalling us for 7 months, Lexus Motors USA, started doing business with us in less than 10 minutes, after we approached them in a completely different manner than we had in the past. It has worked for us ever since,” reports Kolker.

Now the President of Sandler Training, which recruits and deeply qualifies salespeople and sales executives, Kolker and his team deliver a total selling solution to help companies improve their top and bottom lines. Kolker and his team have customized selling solutions for companies in a range of industries including corporate benefits, software, insurance brokers, office equipment, printers, entertainment, high tech, law firms, aerospace, accounting firms, and marketing research.

Kolker graduated with honors from Hofstra University, lives with his 2 beautiful daughters in Los Angeles, and enjoys playing a wide variety of competitive sports.

Douglas Kolker
T: 818-995-7197
douglas@douglaskolker.com
http://www.douglaskolker.sandler.com/

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Message from the Chair
Don Matheson CMCChair and CEO, IMC USA
Gregory BrooksExecutive Director, IMC USA