Uncovering the Prospect’s Budget - SCC

Add to Calendar 02/02/2017 11:30 am 02/02/2017 1:30 pm Uncovering the Prospect’s Budget - SCC President's Club: The Budget Step is the most important step; yet it is the step salespeople have the most difficulty handling. It is very difficult talking about money, dealing with money, and asking other people about money. However, in order to be successful in sales, money has to be talked about. The Sandler Selling System deals with the budget up-front instead of at the end of the selling process. The budget step allows you to uncover how much money is allocated for your product or service, how your prospect plans to make the investment, where the money is coming from, and how it gets paid. When you, as a salesperson, are relaxed when dealing with money, your prospect will be at ease and will feel no pressure. 400 Washington St, Suite 302, Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Prospecting and Closing Clinic

Add to Calendar 02/03/2017 7:30 am 02/03/2017 8:30 am Prospecting and Closing Clinic Teleclass: Prospecting and Closing Clinic Teleclass cs1@gnatraining.com MM/DD/YYYY

Going Negative with a Smile - SCC

Add to Calendar 02/03/2017 11:30 am 02/03/2017 1:30 pm Going Negative with a Smile - SCC President's Club: Not for the faint of heart... Negative Reverse Selling is the most powerful Sandler technique! Professional salespeople realize that buyers need to discover that they have problems that need to be solved. However, most amateur salespeople continually push the prospect through the process of selling, meeting with resistance each step of the way. Stealth Selling, or Negative Reverse Selling, allows the salesperson to create an environment in which the prospect feels comfortable, allowing them to buy vs. being sold. This allows the salesperson to use a “pull” process vs. a “push” process, thus making the buyer feel very comfortable with the salesperson and the sales process. As a result, closing ratios increase! Learn why the Negative Reverse Selling technique is the ultimate tool for breaking down the barriers between the buyer and the salesperson. 400 TradeCenter Drive, Suite 7780, Woburn, MA 01801 (For GPS, please use 100 Sylvan Rd., Woburn, MA 01801) cs1@gnatraining.com MM/DD/YYYY

Questioning Strategies - SCC

Add to Calendar 02/08/2017 11:30 am 02/08/2017 1:30 pm Questioning Strategies - SCC President's Club: Can Asking Questions Be The Answer? This lesson will instruct you how not to spill your knowledge and expertise into your prospect’s lap. The strategy of asking a question in response to a prospect’s question is called reversing. Reverses are verbal probes that make sure you answer the prospect’s “real” question. When handled in a nurturing manner, reverses help the prospect uncover his/her true motivations for buying, without pressure from you. Learn how to use softening statements preceding a reverse in order to decrease the pressure on the prospect. Also in this session, participants will learn how to use questions to handle the stalls and objections heard most often from prospects. The only person qualified to handle the prospect’s stalls and objections is the prospect. By using questions to bring up the common stalls and objections before the prospect has a chance to, you remove the roadblocks. 400 Washington St, Suite 302, Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Prospecting and Closing Clinic

Add to Calendar 02/10/2017 7:30 am 02/10/2017 8:30 am Prospecting and Closing Clinic Teleclass: Prospecting and Closing Clinic Teleclass cs1@gnatraining.com MM/DD/YYYY

Presumptive Questioning Techniques - SCC

Add to Calendar 02/10/2017 11:30 am 02/10/2017 1:30 pm Presumptive Questioning Techniques - SCC President's Club: Why is asking questions the answer to more effective qualifying? Why is it so hard for some people to ask questions? What happens without pain? How many questions does it take to get to the pain? Presumptive questions have the effect of putting the prospect on the defensive. As they defend, you get closer and closer to the real pain because their explanations involve information and eventually they get to what's really important, which is how they feel about it. If there is no feeling of pain behind a question or statement a prospect makes, then the statement or objection could be a test of your knowledge, an effort to get free consulting or designed to get you on the defensive. When there is pain, it is a lot easier to make a sale if the prospect shares it. Join us for this 2-hour workshop and learn how to ask presumptive questions and sell more! Also, learn how to uncover your prospect's pain and close more sales. Register today to receive your one-time FREE guest pass! 400 TradeCenter Drive, Suite 7780, Woburn, MA 01801 (For GPS, please use 100 Sylvan Rd., Woburn, MA 01801) cs1@gnatraining.com MM/DD/YYYY

SBANE Service Provider Group

Add to Calendar 02/16/2017 8:00 am 02/16/2017 9:45 am SBANE Service Provider Group SBANE Service Provider Group 400 TradeCenter Drive, Suite 7780, Woburn, MA 01801 (For GPS, please use 100 Sylvan Rd., Woburn, MA 01801) cs1@gnatraining.com MM/DD/YYYY

B to B Networking

Add to Calendar 02/16/2017 9:00 am 02/16/2017 10:30 am B to B Networking TipClub: B to B Networking 400 Washington St, Suite 302, Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Advanced Prospecting and Closing Clinic

Add to Calendar 02/16/2017 11:30 am 02/16/2017 1:30 pm Advanced Prospecting and Closing Clinic President's Club: Unhappy with the numbers of appointments you book or your closing ratio? This program is tactical in nature focusing on your most challenging prospecting and closing problems. At the beginning of the class we set up an agenda based on what you want to work on. We work on the agenda in a highly interactive training session involving a lot of role-play and demonstrations of best practices to help you to go to a higher level when you prospect and close deals. Learn how to: - Make more money - Get through to the decision maker - Book more appointments - Get rid of ‘think it overs’ and close more sales - Have more fun in sales! 400 Washington St, Suite 302, Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Business Owners' and Managers' Forum

Add to Calendar 02/16/2017 5:30 pm 02/16/2017 8:30 pm Business Owners' and Managers' Forum Business Owners' and Managers' Forum: It seems like more and more Sales Managers are challenged with higher goals in a tightening economy. So we have created a Forum in which Sales Managers, Owners and Chief Executives can come together and have their sales management challenges heard, as well as leave with solutions. Even though we may sell in different verticals, marketplaces and territories, and even though we may all come from different businesses, sales management problems are pretty universal. The Managers' Forum is a fast, efficient and effective way to address sales management problems. So we invite you to participate in one session as our guest. Below are the purposes, logistics, format and what you can expect for results. Managers' Forum Purpose: To help people that manage people that sell, sales teams and representatives, to improve sales management skills and competencies. Topics are varied covering a wide range, including coaching, training, mentoring, supervising, motivating, recruiting, staging sales meetings, employee reviews, conflict resolution, communication, surveying customers, goal setting for self and team, correcting negative behavioral patterns and “growing team members to the next level”. Managers' Forum Logistics: Managers’ Forum meets monthly one Thursday evening per month. Meetings start at 5:30p and ending at 8:30p. Dates are scheduled 90 days out. It meets over dinner and is preceded by an informal “meet and greet”. Meals are included. Guests are welcome to participate in one meeting at no charge. Managers' Forum Format: Participants share problems, challenges, goals and agenda prior to each meeting. These become topics of the next Managers’ Forum meeting. Meetings are facilitated by Greg Nanigian – an accomplished sales and sales management trainer. There are usually one or more hand-outs based on the topics. Participants share a 30 day implementation at the close of each meeting. Results of 30 day implementations are shared at the next Managers’ Forum. Managers' Forum Results: Participants from different industries are co-mingled in Managers’ Forum Meetings and the one thing they have in common is that they manage people that sell. Through the sharing and training that takes place the average manager achieves a 50 percent increase in sales management competency in one year of participation. Given that meetings are fun, no fluff and based on the Sandler Sales Management System, results are extraordinary. We invite you to join us one time for a commitment fee of only $5 which will be refunded upon arrival. Scarlet Oak, 1217 Main Street, Hingham, MA 02043 cs1@gnatraining.com MM/DD/YYYY

Prospecting and Closing Clinic

Add to Calendar 02/17/2017 7:30 am 02/17/2017 8:30 am Prospecting and Closing Clinic Teleclass: Prospecting and Closing Clinic Teleclass cs1@gnatraining.com MM/DD/YYYY

Advanced Prospecting and Closing Clinic

Add to Calendar 02/17/2017 11:30 am 02/17/2017 1:30 pm Advanced Prospecting and Closing Clinic President's Club: Unhappy with the numbers of appointments you book or your closing ratio? This program is tactical in nature focusing on your most challenging prospecting and closing problems. At the beginning of the class we set up an agenda based on what you want to work on. We work on the agenda in a highly interactive training session involving a lot of role-play and demonstrations of best practices to help you to go to a higher level when you prospect and close deals. Learn how to: - Make more money - Get through to the decision maker - Book more appointments - Get rid of ‘think it overs’ and close more sales - Have more fun in sales! 400 TradeCenter Drive, Suite 7780, Woburn, MA 01801 (For GPS, please use 100 Sylvan Rd., Woburn, MA 01801) cs1@gnatraining.com MM/DD/YYYY

B to B Networking

Add to Calendar 02/21/2017 12:00 pm 02/21/2017 1:30 pm B to B Networking B to B Networking Liquid Art House, 100 Arlington St. , Boston, MA 02116 cs1@gnatraining.com MM/DD/YYYY

Decision, Fulfillment & Post-Sell - SCC

Add to Calendar 02/22/2017 11:30 am 02/22/2017 1:30 pm Decision, Fulfillment & Post-Sell - SCC President's Club: How many times have you given a presentation to a prospect who didn’t have the power, the authority, or the capability of giving you a "yes"? Many salespeople will externalize this frustration and become angry at the prospect. But, whose problem is it, really? Decision - You must qualify your prospect for decision making. Let the prospect know that saying either “yes” or “no” is the only acceptable answer and that he or she cannot say, “I want to think it over.” But, how do you do that without sounding like a salesperson? That is what you will discover in this exciting program! Fulfillment - The entire success of a presentation relies on having established a good, binding, and mutually acceptable decision step agreement. The presentation is merely the fulfillment of the agreement. There is absolutely no room in the contract for any type of mystification and the words fulfillment and presentation are interchangeable. Post-Sell - A simple matter of making sure the sale is locked up by deliberately giving your prospect a chance to back out while you are still in front of him/her. If there is a crack in the sale, you can patch it up on the spot. Register today to receive your one-time FREE guest pass! 400 Washington St, Suite 302, Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Prospecting and Closing Clinic

Add to Calendar 02/24/2017 7:30 am 02/24/2017 8:30 am Prospecting and Closing Clinic Teleclass: Prospecting and Closing Clinic Teleclass cs1@gnatraining.com MM/DD/YYYY

Develop Your Client Questionnaire - SCC

Add to Calendar 02/24/2017 11:30 am 02/24/2017 1:30 pm Develop Your Client Questionnaire - SCC President's Club: Develop a questionnaire for your industry to use with prospects to uncover their goals, problems and pain. An invaluable qualifying and selling tool which will help you to have more fun and make more money. 400 TradeCenter Drive, Suite 7780, Woburn, MA 01801 (For GPS, please use 100 Sylvan Rd., Woburn, MA 01801) cs1@gnatraining.com MM/DD/YYYY

B to B Networking

Add to Calendar 02/27/2017 9:00 am 02/27/2017 10:30 am B to B Networking TipClub: B to B Networking 400 TradeCenter Drive, Suite 7780, Woburn, MA 01801 (For GPS, please use 100 Sylvan Rd., Woburn, MA 01801) cs1@gnatraining.com MM/DD/YYYY