How to Get Commitments and Make Them Stick (SCC)

Add to Calendar 08/03/2017 11:30 am 08/03/2017 1:30 pm How to Get Commitments and Make Them Stick (SCC) Sales Mastery: President's Club Professional salespeople face rejection on a daily basis. This workshop covers how to develop the attitudes, techniques, and behaviors of assertive sales professionals. We look at overcoming the fear of rejection, and how to get mentally and emotionally tough enough to be truly successful in sales. We look at real-world issues for salespeople and how to overcome them. Ready to get rid of your negative “head trash” and get serious about selling? Don’t miss this workshop. 400 Washington St. Suite 302 Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Prospecting and Closing Clinic

Add to Calendar 08/04/2017 7:30 am 08/04/2017 8:30 am Prospecting and Closing Clinic Teleclass: Prospecting and Closing Clinic Teleclass cs1@gnatraining.com MM/DD/YYYY

Why Have a System? (SCC)

Add to Calendar 08/04/2017 11:30 am 08/04/2017 1:30 pm Why Have a System? (SCC) Sales Mastery: President's Club Why is it that 20% of salespeople make 80% of the sales? The answer is, because they have a system. Selling is a battle of the plans. You must create a stronger plan than your prospect in order to prevail. Buyers these days are savvy and they have plenty of tricks up their sleeve when purchasing a product or service. The prospect is generally in control on a sales call, but we can show you how to change that! Are you wasting time sending literature that isn’t read, preparing proposals that can’t win, and doing free consulting? The Sandler Selling System will show you how to: - Map your sales cycle and identify what to do during the next step. - Customize a sales plan for every call and how to adjust techniques on the fly. - Not to leave your prospects cold and what to do instead of making a sales pitch. - Avoid looking like a salesperson Participants will understand the difference between the prospect’s system and the Sandler Selling System methodology as well as the value of using a professional selling system that allows both the prospect and the sales person to get their needs met. 300 TradeCenter Drive, Suite 7780, Woburn, MA 01801 (For GPS, please use 100 Sylvan Rd., Woburn, MA 01801) cs1@gnatraining.com MM/DD/YYYY

Business Owners' and Sales Managers' Forum

Add to Calendar 08/10/2017 5:30 pm 08/10/2017 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 08/11/2017 7:30 am 08/11/2017 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 08/11/2017 9:00 am 08/11/2017 10:30 am B to B Networking TipClub: B to B Networking 300 TradeCenter Drive, Suite 7780, 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 08/11/2017 11:30 am 08/11/2017 1:30 pm Creating a Prospecting Plan (SCC) Sales Mastery: President's Club In this lesson, you will learn the importance of developing personal financial goals and the part they play in providing motivation and focus for prospecting goals. Most salespeople confirm that they like hitting their personal income goals more than they dislike prospecting, especially after they have a proactive plan to target ideal prospects. We will examine different advanced prospecting methods and their effectiveness and use that information to determine the best mix for your individual situation. Finally, we will explore methods of tracking your activities and results so you can manage your behavior and remain on track to accomplish your goals. 300 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 08/15/2017 8:45 am 08/15/2017 10:00 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 08/17/2017 9:00 am 08/17/2017 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 08/17/2017 11:30 am 08/17/2017 1:30 pm Advanced Prospecting and Closing Clinic Sales Mastery: 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 Register today to receive your one-time $5.00 pass! 400 Washington St. Suite 302 Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Business Owners' and Sales Managers' Forum

Add to Calendar 08/17/2017 5:30 pm 08/17/2017 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 08/18/2017 7:30 am 08/18/2017 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 08/18/2017 11:30 am 08/18/2017 1:30 pm Advanced Prospecting and Closing Clinic Sales Mastery: 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 Register today to receive your one-time $5.00 pass! 300 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 08/21/2017 1:30 pm 08/21/2017 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

Identifying Reasons for Doing Business (SCC)

Add to Calendar 08/24/2017 11:30 am 08/24/2017 1:30 pm Identifying Reasons for Doing Business (SCC) Sales Mastery: President's Club Discover how to uncover pain - The most misunderstood concept in sales. Although prospects buy emotionally, their decisions are intellectual. The strongest emotion your prospect experiences is pain. Your goal as a salesperson is to get your prospect emotionally involved. He/she will experience pain and reveal the cause of the pain, so you may provide the solution. Learn how to allow your product or service to gently unfold, as the prospect provides the fit. There is a world of difference between feature and benefit selling and developing pain. 400 Washington St. Suite 302 Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Prospecting and Closing Clinic

Add to Calendar 08/25/2017 7:30 am 08/25/2017 8:30 am Prospecting and Closing Clinic Teleclass: Prospecting and Closing Clinic Teleclass cs1@gnatraining.com MM/DD/YYYY

Making the Prospecting Call (SCC)

Add to Calendar 08/25/2017 11:30 am 08/25/2017 1:30 pm Making the Prospecting Call (SCC) Sales Mastery: President's Club In this lesson, you will learn how to identify and comfortably connect with your ideal prospect in a meaningful manner, create a concise and relevant 30-second commercial, develop an engaging prospecting script and start by engaging with assistant and other gatekeepers. 300 TradeCenter Drive, Suite 7780, Woburn, MA 01801 (For GPS, please use 100 Sylvan Rd., Woburn, MA 01801) cs1@gnatraining.com MM/DD/YYYY

Making Immediate Impact in 30 Seconds (SCC)

Add to Calendar 08/31/2017 11:30 am 08/31/2017 1:30 pm Making Immediate Impact in 30 Seconds (SCC) Sales Mastery: President's Club In business interactions, first impressions are crucial. Researchers from NYU found that we make eleven major decisions about one another in the first seven seconds of meeting. From the elevator encounter, to the cold call, to the networking speech, this program will help you develop your 30 second commercial. 400 Washington St. Suite 302 Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY