Prospecting and Closing Clinic

Add to Calendar 03/02/2018 7:30 am 03/02/2018 8:30 am Prospecting and Closing Clinic Teleclass: Prospecting and Closing Clinic Teleclass cs1@gnatraining.com MM/DD/YYYY

Budget Step - SCC

Add to Calendar 03/02/2018 11:30 am 03/02/2018 1:30 pm Budget Step - SCC Talking about money can be uncomfortable, which is why the budget step can be difficult for some salespeople. In this workshop, we explore how to confront the money step head on while making sure your prospect doesn’t feel pressured or awkward. How can we avoid getting to the end of the sales process only to be told, “it’s not in the budget”? In this workshop, you’ll learn the questions and techniques to uncover how much the prospect has to invest, where the money is coming from and how it gets paid. 300 TradeCenter Drive, Suite 5550, Woburn, MA 01801 (For GPS, please use 100 Sylvan Rd., Woburn, MA 01801) cs1@gnatraining.com MM/DD/YYYY

Prospecting Behavior & Your Recipe for Success - SCC

Add to Calendar 03/08/2018 11:30 am 03/08/2018 1:30 pm Prospecting Behavior & Your Recipe for Success - SCC Would you like to take your prospecting to a higher level? Learn how to identify, organize and track the prospecting activities that will allow you to reach your sales goals, and develop a system to achieve them. We will show you how to create your 30-second commercial and your prospecting phone call message. 400 Washington St. Suite 302, Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Prospecting Behavior & Your Recipe for Success - SCC (Zoom Live Streaming)

Add to Calendar 03/08/2018 11:30 am 03/08/2018 1:30 pm Prospecting Behavior & Your Recipe for Success - SCC (Zoom Live Streaming) Would you like to take your prospecting to a higher level? Learn how to identify, organize and track the prospecting activities that will allow you to reach your sales goals, and develop a system to achieve them. We will show you how to create your 30-second commercial and your prospecting phone call message. Online Event cs1@gnatraining.com MM/DD/YYYY

Sales Managers' Forum

Add to Calendar 03/08/2018 5:30 pm 03/08/2018 8:30 pm Sales Managers' Forum The topic for the Managers' Forum in March is 'Understanding Your People Using Transactional Analysis'. Transacational Analysis (TA) is a human relations model that is useful in understanding your management style and the effect it will have on your sales people. (More detailed information on TA can be found in Born to Win by Dorothy Jongeward.) Transactional analysis segments the human personality into three ego states: 1) Parent (P) 2) Adult (A) 3) Child (C) Each ego state may be thought of as an audio tape that records and plays back at various times throughout your life. The Manager's 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. Purpose: To help people that manage people that sell, sales teams and representatives, to improve sales management skills and competencies. Topics are varied from month to month 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. You will also receive a FREE copy of: Lead When You Dance: 14 Success Secrets from Sales Managers for Sales Managers! Strega Prime, 100 Sylvan Rd., Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

Prospecting and Closing Clinic

Add to Calendar 03/09/2018 7:30 am 03/09/2018 8:30 am Prospecting and Closing Clinic Teleclass: Prospecting and Closing Clinic Teleclass cs1@gnatraining.com MM/DD/YYYY

B to B Networking

Add to Calendar 03/09/2018 9:00 am 03/09/2018 10:30 am B to B Networking TipClub: B to B Networking 300 TradeCenter Drive, Suite 5550, Woburn, MA 01801 (For GPS, please use 100 Sylvan Rd., Woburn, MA 01801) cs1@gnatraining.com MM/DD/YYYY

Creating a Prospecting Plan - SCC

Add to Calendar 03/09/2018 11:30 am 03/09/2018 1:30 pm Creating a Prospecting Plan - SCC Taking a shotgun approach to prospecting is usually not the most efficient or effective strategy. In this workshop, you will learn how to create a prospecting plan that contains a mix of activities appropriate to your market and in line with your budget, how to manage your time, and how to successfully cold call. In this workshop, we also take a look at your prospecting “cookbook”: how to calculate the number of contacts you need to make in order to achieve budget, and how to schedule your activities in order to meet your personal and sales goals. 300 TradeCenter Drive, Suite 5550, Woburn, MA 01801 (For GPS, please use 100 Sylvan Rd., Woburn, MA 01801) cs1@gnatraining.com MM/DD/YYYY

Pain Clinic

Add to Calendar 03/13/2018 8:30 am 03/13/2018 10:00 am Pain Clinic Sales Mastery: Do you know how to uncover your prospect's real pain? In this lesson, you will learn how to measure the quality of an opportunity (and ultimately decide whether or not to pursue it) based on not only the prospect’s need for your product or service, but how they feel about the need. If they are experiencing emotions such as frustration, uncertainty, doubt, worry, anxiety, concern and/or anger, FUDWACA, they have “pain.” People make decisions for two reasons: They are either moving toward pleasure or trying to move away from pain. 98% of prospects' buying decisions are to overcome pain. Your goal as a salesperson is to get your prospect emotionally involved by uncovering their pain. He/she will experience pain and reveal the cause of the pain, so you may provide the solution. Being skilled at uncovering pain helps you and helps the prospect to move forward. Participate and learn how to be more effective, save time, have more fun and do a better job helping people that need your help by gently "walking them down the aisle" to doing business with you! 400 Washington St. Suite 302, Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Pain Clinic (Zoom Live Streaming)

Add to Calendar 03/13/2018 8:30 am 03/13/2018 10:00 am Pain Clinic (Zoom Live Streaming) Sales Mastery: Do you know how to uncover your prospect's real pain? In this lesson, you will learn how to measure the quality of an opportunity (and ultimately decide whether or not to pursue it) based on not only the prospect’s need for your product or service, but how they feel about the need. If they are experiencing emotions such as frustration, uncertainty, doubt, worry, anxiety, concern and/or anger, FUDWACA, they have “pain.” People make decisions for two reasons: They are either moving toward pleasure or trying to move away from pain. 98% of prospects' buying decisions are to overcome pain. Your goal as a salesperson is to get your prospect emotionally involved by uncovering their pain. He/she will experience pain and reveal the cause of the pain, so you may provide the solution. Being skilled at uncovering pain helps you and helps the prospect to move forward. Participate and learn how to be more effective, save time, have more fun and do a better job helping people that need your help by gently "walking them down the aisle" to doing business with you! Online Event cs1@gnatraining.com MM/DD/YYYY

Sales Managers' Forum

Add to Calendar 03/15/2018 5:30 pm 03/15/2018 8:30 pm Sales Managers' Forum The topic for the Managers' Forum in March is 'Understanding Your People Using Transactional Analysis'. Transacational Analysis (TA) is a human relations model that is useful in understanding your management style and the effect it will have on your sales people. (More detailed information on TA can be found in Born to Win by Dorothy Jongeward.) Transactional analysis segments the human personality into three ego states: 1) Parent (P) 2) Adult (A) 3) Child (C) Each ego state may be thought of as an audio tape that records and plays back at various times throughout your life. The Manager's 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. Purpose: To help people that manage people that sell, sales teams and representatives, to improve sales management skills and competencies. Topics are varied from month to month 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. You will also receive a FREE copy of: Lead When You Dance: 14 Success Secrets from Sales Managers for Sales Managers! Scarlet Oak, 1217 Main St., Hingham, MA 02043 cs1@gnatraining.com MM/DD/YYYY

Prospecting and Closing Clinic

Add to Calendar 03/16/2018 7:30 am 03/16/2018 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 03/16/2018 11:30 am 03/16/2018 1:30 pm Advanced Prospecting and Closing Clinic 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-playing and demonstrations of best practices to help you to go to a higher level when you prospect and close deals. Learn how to: Get through to the decision maker Book more appointments Close more leads Avoid “I’ll think it over” Make more money Reach your goals 300 TradeCenter Drive, Suite 5550, 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 03/19/2018 1:00 pm 03/19/2018 2:30 pm B to B Networking TipClub: Join us on Monday afternoon, March 19th, for our powerful business networking events that come with a unique twist. We use a structured format that allows for spotlight introductions followed by our famous "lightning round" so connections are made instantly! For first time guests, there is no cost to attend. Register early before the event closes out, and feel free to forward this invitation to an associate! This is a structured meeting and starts PROMPTLY at 1:00 PM. Not suitable for job seekers! Registration is Required - One Registration Per Individual! 200 Clarendon St. 19th Floor, Boston, MA 02116 cs1@gnatraining.com MM/DD/YYYY

B to B Networking

Add to Calendar 03/22/2018 9:00 am 03/22/2018 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 03/22/2018 11:30 am 03/22/2018 1:30 pm Advanced Prospecting and Closing Clinic 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

Advanced Prospecting and Closing Clinic (Zoom Live Streaming)

Add to Calendar 03/22/2018 11:30 am 03/22/2018 1:30 pm Advanced Prospecting and Closing Clinic (Zoom Live Streaming) 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! Online Event cs1@gnatraining.com MM/DD/YYYY

Prospecting and Closing Clinic

Add to Calendar 03/23/2018 7:30 am 03/23/2018 8:30 am Prospecting and Closing Clinic Teleclass: Prospecting and Closing Clinic Teleclass cs1@gnatraining.com MM/DD/YYYY

Transactional Analysis in Sales - SCC

Add to Calendar 03/23/2018 11:30 am 03/23/2018 1:30 pm Transactional Analysis in Sales - SCC Discover one of the most powerful psychological models and how to use it in sales. Learn how to establish a level playing field in your negotiations in sales and what some would refer to as an adult-adult relationship with customer. Developed in the 1960’s and continually updated since then, Transactional Analysis continues to be a premier and very powerful model to know when closing the sale. 300 TradeCenter Drive, Suite 5550, Woburn, MA 01801 (For GPS, please use 100 Sylvan Rd., Woburn, MA 01801) cs1@gnatraining.com MM/DD/YYYY