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Location: 400 Washington St. Suite 302, Braintree, MA 02184
July 5th, 2018
11:30 am - 1:30 pm
President's Club: Power Plays generally move into games. In order for us to be gutsy and assertive, we've got to understand what psychological games are going on.
Games and Power Plays take away what is rightfully one person's and put it into another person's hands. Games and Power Plays put people in situations where everybody loses. They are the techniques to get people to do things they do not want to do.
A good sales relationship is based on the assumption that both the seller and the prospect have an interest in doing things for each other. Part of gutsy selling is to understand that the salesperson has rights. And if he has a product or service that is beneficial to the prospect, he has to face the individual on an adult-to-adult basis. To do this, it is critical to understand how to spot and avoid Games and Power Plays.
Location: Zoom Live Streaming
July 5th, 2018
11:30 am - 1:30 pm
President's Club: Power Plays generally move into games. In order for us to be gutsy and assertive, we've got to understand what psychological games are going on.
Games and Power Plays take away what is rightfully one person's and put it into another person's hands. Games and Power Plays put people in situations where everybody loses. They are the techniques to get people to do things they do not want to do.
A good sales relationship is based on the assumption that both the seller and the prospect have an interest in doing things for each other. Part of gutsy selling is to understand that the salesperson has rights. And if he has a product or service that is beneficial to the prospect, he has to face the individual on an adult-to-adult basis. To do this, it is critical to understand how to spot and avoid Games and Power Plays.
Location: Teleclass
July 6th, 2018
7:30 am - 8:30 am
Teleclass: Prospecting and Closing Clinic
Location: 300 TradeCenter Drive • Suite 5550 • Woburn, MA 01801
July 6th, 2018
11:30 am - 1:30 pm
President's Club: Power Plays generally move into games. In order for us to be gutsy and assertive, we've got to understand what psychological games are going on.
Games and Power Plays take away what is rightfully one person's and put it into another person's hands. Games and Power Plays put people in situations where everybody loses. They are the techniques to get people to do things they do not want to do.
A good sales relationship is based on the assumption that both the seller and the prospect have an interest in doing things for each other. Part of gutsy selling is to understand that the salesperson has rights. And if he has a product or service that is beneficial to the prospect, he has to face the individual on an adult-to-adult basis. To do this, it is critical to understand how to spot and avoid Games and Power Plays.
Location: 400 Washington Street • Suite 302 • Braintree, MA 02184
July 12th, 2018
11:30 am - 1:30 pm
President's Club: Negotiating is a vital skill for business success. Why? Because everyone negotiates.
Business owners negotiate projects, projections, and deadlines with department heads and managers. Sales managers negotiate sales quotas, territory assignments, and performance incentives with their sales teams. Salespeople negotiate price, terms, and purchase incentives with savvy buyers who are always looking for a better deal.
Join us for this 2-hour workshop and learn how to:
Identify common strategies used by buyers
Turn the negotiation process into a joint problem-solving session
Make price a small part of the negotiation process
Identify 10 new and proven negotiating strategies used in your environment
With these approaches, you will win the negotiation and the prospect will feel like they won. The best negotiator you'll ever meet doesn't even look like they are negotiating and that's what you'll learn from this program.
Location: Zoom Live Streaming
July 12th, 2018
11:30 am - 1:30 pm
President's Club: Negotiating is a vital skill for business success. Why? Because everyone negotiates.
Business owners negotiate projects, projections, and deadlines with department heads and managers. Sales managers negotiate sales quotas, territory assignments, and performance incentives with their sales teams. Salespeople negotiate price, terms, and purchase incentives with savvy buyers who are always looking for a better deal.
Join us for this 2-hour workshop and learn how to:
Identify common strategies used by buyers
Turn the negotiation process into a joint problem-solving session
Make price a small part of the negotiation process
Identify 10 new and proven negotiating strategies used in your environment
With these approaches, you will win the negotiation and the prospect will feel like they won. The best negotiator you'll ever meet doesn't even look like they are negotiating and that's what you'll learn from this program.
Location: Strega Prime, 100 Sylvan Rd., Woburn, MA 01801
July 12th, 2018
5:30 pm - 8:30 pm
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.
You will also receive a FREE copy of:
Lead When You Dance: 14 Success Secrets from Sales Managers for Sales Managers!
Location: Teleclass
July 13th, 2018
7:30 am - 8:30 am
Teleclass: Prospecting and Closing Clinic
Location: 300 TradeCenter Drive, Suite 5550, Woburn, MA 01801 (For GPS, please use 100 Sylvan Rd., Woburn, MA 01801)
July 13th, 2018
9:00 am - 10:30 am
TipClub: B to B Networking
Location: 300 TradeCenter Drive • Suite 5550 • Woburn, MA 01801
July 13th, 2018
11:30 am - 1:30 pm
President's Club: Negotiating is a vital skill for business success. Why? Because everyone negotiates.
Business owners negotiate projects, projections, and deadlines with department heads and managers. Sales managers negotiate sales quotas, territory assignments, and performance incentives with their sales teams. Salespeople negotiate price, terms, and purchase incentives with savvy buyers who are always looking for a better deal.
Join us for this 2-hour workshop and learn how to:
Identify common strategies used by buyers
Turn the negotiation process into a joint problem-solving session
Make price a small part of the negotiation process
Identify 10 new and proven negotiating strategies used in your environment
With these approaches, you will win the negotiation and the prospect will feel like they won. The best negotiator you'll ever meet doesn't even look like they are negotiating and that's what you'll learn from this program.
Location: 400 Washington St. Suite 302, Braintree, MA 02184
July 19th, 2018
9:00 am - 10:30 am
TipClub: B to B Networking
Location: 400 Washington St. Suite 302, Braintree, MA 02184
July 19th, 2018
11:30 am - 1:30 pm
President's Club: 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
Location: 400 Washington St. Suite 302, Braintree, MA 02184
July 19th, 2018
11:30 am - 1:30 pm
President's Club: 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
Location: Scarlet Oak, 1217 Main St., Hingham, MA 02043
July 19th, 2018
5:30 pm - 8:30 pm
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.
You will also receive a FREE copy of:
Lead When You Dance: 14 Success Secrets from Sales Managers for Sales Managers!
Location: Teleclass
July 20th, 2018
7:30 am - 8:30 am
Teleclass: Prospecting and Closing Clinic
Location: 300 TradeCenter Drive, Suite 5550, Woburn, MA 01801
July 20th, 2018
11:30 am - 1:30 pm
President's Club: 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. Watch a short video about this workshop. 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
Location: 200 Clarendon St. • 19th Floor • Boston, MA 02116
July 23rd, 2018
1:00 pm - 2:30 pm
TipClub: Join us on Monday afternoon, July 23rd, 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!
Location: 400 Washington Street • Suite 302 • Braintree, MA 02184
July 26th, 2018
11:30 am - 1:30 pm
President's Club: So often the sales process feels like a mystery for both the sales person and the buyer.
Take control.
Learn how to use up-front contracts.
In this interactive session, you will learn how to set expectations for your interaction with a buyer and enable you to know exactly where they are in the selling (or buying) cycle. Join us to master the use of up-front contracts. Take the mystery out of sales.
Location: Zoom Live Streaming
July 26th, 2018
11:30 am - 1:30 pm
President's Club: So often the sales process feels like a mystery for both the sales person and the buyer.
Take control.
Learn how to use up-front contracts.
In this interactive session, you will learn how to set expectations for your interaction with a buyer and enable you to know exactly where they are in the selling (or buying) cycle. Join us to master the use of up-front contracts. Take the mystery out of sales.
Location: Teleclass
July 27th, 2018
7:30 am - 8:30 am
Teleclass: Prospecting and Closing Clinic
Location: 300 TradeCenter Drive • Suite 5550 • Woburn, MA 01801
July 27th, 2018
11:30 am - 1:30 pm
President's Club: So often the sales process feels like a mystery for both the sales person and the buyer.
Take control.
Learn how to use up-front contracts.
In this interactive session, you will learn how to set expectations for your interaction with a buyer and enable you to know exactly where they are in the selling (or buying) cycle. Join us to master the use of up-front contracts. Take the mystery out of sales.