Bonding & Rapport - SCC

Add to Calendar 04/04/2017 11:30 am 04/04/2017 1:30 pm Bonding & Rapport - SCC President's Club: Building relationships with your clients/prospects is the first and most important step in the Sandler Selling System! It is imperative that you have a good relationship with your prospect/client and that rapport continues through each phase of the Sandler system. People buy from people they are comfortable with. Being able to establish rapport quickly indicates that you have the ability to make your client/prospect feel comfortable. There are several elements of communication to use when trying to establish rapport. The first are the words we speak; the second is how we speak, our tonality; and the third way we communicate is through physiology, or body language. Since over 50% of your message is not what you say, but is related to your non-verbal communication, it is important to know what your body language says about you and how you can use this to your advantage. It is equally important to be able to interpret your clients’ and prospects’ body language. 400 Washington St, Suite 302, Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Sandler Training Executive Two Day Sales Boot Camp

Add to Calendar 04/06/2017 8:00 am 04/07/2017 4:00 pm Sandler Training Executive Two Day Sales Boot Camp Sandler Training Executive Two Day Sales Boot Camp: Unhappy With Your Sales? If you aren't satisfied with your sales, your closing ratios, or how many appointments you book, discover how to overcome those problems in the Sandler Two Day Boot Camp. The Sandler Two Day Boot Camp is known for providing a systematic approach to selling and non-traditional techniques that really work. Whether you’re the CEO, President, Owner or salesperson of a company that sells technology, manufactured products, financial services, tangible products or intangible services - this is a boot camp you can’t miss - regardless of your sales experience! Topics will include, but not be limited to: - Creating new business opportunities from scratch - Achieving mutual respect in the sales process - Not getting bled for "Unpaid Consulting" - Overcoming difficult objections - Getting your price for your products and services - Winning business when you are not the 'cheapest solution' - Knowing what it takes to truly differentiate yourself from the competition - Moving prospects and clients out of "stall mode" and triggering them to action The workshop is from 8:30 AM to 4:00 PM on both days. Breakfast and lunch will be included. Dress is business casual. Arrive at 8:00 AM for breakfast and business networking. If you have questions, please call 781-848-0993. We look forward to seeing you all there! Seating is limited, so don't miss out... Register today! 400 Washington St, Suite 302, Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Advanced Prospecting and Closing Clinic

Add to Calendar 04/13/2017 11:30 am 04/13/2017 1:30 pm Advanced Prospecting and Closing Clinic President's Club: Unhappy with the numbers of appointments you book or your closing ratio? This tactical program focuses on your most challenging prospecting and closing problems. At the beginning of the class we set the agenda based on what you want to work on. Through role-playing and demonstrations of best sales practices, we help you perfect your skills and attain the results you want when prospecting and closing. 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 400 Washington St, Suite 302, Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Business Owners and Sales Managers' Forum

Add to Calendar 04/13/2017 5:30 pm 04/13/2017 8:30 pm Business Owners and Sales 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 once for a commitment fee of only $5 which will be refunded upon arrival. 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 04/14/2017 7:30 am 04/14/2017 8:30 am Prospecting and Closing Clinic Teleclass: Prospecting and Closing Clinic Teleclass gnanigian@sandler.com MM/DD/YYYY

Advanced Prospecting and Closing Clinic

Add to Calendar 04/14/2017 11:30 am 04/14/2017 1:30 pm Advanced Prospecting and Closing Clinic President's Club: Unhappy with the numbers of appointments you book or your closing ratio? This tactical program focuses on your most challenging prospecting and closing problems. At the beginning of the class we set the agenda based on what you want to work on. Through role-playing and demonstrations of best sales practices, we help you perfect your skills and attain the results you want when prospecting and closing. 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 400 TradeCenter Drive, Suite 7780, Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

SBANE Service Provider Group

Add to Calendar 04/18/2017 8:00 am 04/18/2017 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 04/20/2017 9:00 am 04/20/2017 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

Transactional Analysis in Sales and Closing the Deal - SCC

Add to Calendar 04/20/2017 11:30 am 04/20/2017 1:30 pm Transactional Analysis in Sales and Closing the Deal - SCC President's Club: 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 the 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! 400 Washington St, Suite 302, Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Business Owners and Sales Managers' Forum

Add to Calendar 04/20/2017 5:30 pm 04/20/2017 8:30 pm Business Owners and Sales 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 once for a commitment fee of only $5 which will be refunded upon arrival. 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 04/21/2017 7:30 am 04/21/2017 8:30 am Prospecting and Closing Clinic Teleclass: Prospecting and Closing Clinic Teleclass gnanigian@sandler.com MM/DD/YYYY

B to B Networking

Add to Calendar 04/21/2017 9:00 am 04/21/2017 10:30 am B to B Networking TipClub: B to B Networking 400 TradeCenter Drive, Suite 7780, Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

Transactional Analysis in Sales and Closing the Deal - SCC

Add to Calendar 04/21/2017 11:30 am 04/21/2017 1:30 pm Transactional Analysis in Sales and Closing the Deal - SCC President's Club: 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 the 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! 400 TradeCenter Drive, Suite 7780, Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

B to B Networking

Add to Calendar 04/24/2017 1:30 pm 04/24/2017 3:00 pm B to B Networking TipClub: B to B Networking Liquid Art House, 100 Arlington St., Boston, MA 02116 cs1@gnatraining.com MM/DD/YYYY

Pre-Call Planning Strategies - SCC

Add to Calendar 04/27/2017 11:30 am 04/27/2017 1:30 pm Pre-Call Planning Strategies - SCC President's Club: Are you wasting your time on sales calls? Pre-call planning seems like a no-brainer, but, many salespeople don't put in the effort to actually follow through with it. They wing it and then they wonder why they lost control on the sales call. Has this ever happened to you? In the Sandler Selling System there are five crucial elements of pre-call planning. Join us for this 2-hour workshop to find out what those elements are and how to: • Ensure you ask all the right questions and not forget them in a pressure filled situation • Pre-brief yourself before the sales call and de-brief yourself after the sales call • Avoid looking like a salesperson • Formulate a winning mindset • Create a process that will ensure every sales call has a purpose, agenda, time commitment and clear outcome 400 Washington St., Suite 302, Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Prospecting and Closing Clinic

Add to Calendar 04/28/2017 7:30 am 04/28/2017 8:30 am Prospecting and Closing Clinic Teleclass: Prospecting and Closing Clinic Teleclass gnanigian@sandler.com MM/DD/YYYY

Pre-Call Planning Strategies - SCC

Add to Calendar 04/28/2017 11:30 am 04/28/2017 1:30 pm Pre-Call Planning Strategies - SCC President's Club: Are you wasting your time on sales calls? Pre-call planning seems like a no-brainer, but, many salespeople don't put in the effort to actually follow through with it. They wing it and then they wonder why they lost control on the sales call. Has this ever happened to you? In the Sandler Selling System there are five crucial elements of pre-call planning. Join us for this 2-hour workshop to find out what those elements are and how to: • Ensure you ask all the right questions and not forget them in a pressure filled situation • Pre-brief yourself before the sales call and de-brief yourself after the sales call • Avoid looking like a salesperson • Formulate a winning mindset • Create a process that will ensure every sales call has a purpose, agenda, time commitment and clear outcome 400 TradeCenter Drive, Suite 7780, Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY