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Greg Nanigian and Associates, Inc. | Boston, Massachusetts

Join us for a sales workshop

Owners, CEOs, Presidents and Sales Managers are invited to be our guest for a thought-provoking workshop

Who Should Attend?

Sales is a high-rejection field and can weigh heavily on business professionals who face "no" every day. This workshop is for Presidents, CEOs, Business Owners, Sales Managers and Entrepreneurs who are searching for solutions to the business obstacles they and their team face when trying to sell, manage a sales team, and grow your company. Attendees will...

  • Explore counter-intuitive sales concepts
  • Learn how to break free of negative sales stereotypes
  • Discover the incredible cost of sales mediocrity
  • Get a glimpse of a system for selling that will differentiate you from your competition
  • Experience Sandler workshops and see how participants apply behaviors, attitudes, and techniques to their industries
  • Participate in role-plays, discuss real-world sales issues, and explore solutions

Pre-Call Planning Strategies

Braintree Workshop:
Thursday, April 27th | 11:30 am – 1:30 pm

Woburn Workshop:
Friday, April 28th | 11:30 am – 1:30 pm

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 debrief 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  

 

Eventbrite - Pre-Call Planning Strategies (Braintree)

Eventbrite - Pre-Call Planning Strategies (Woburn)

Deal Winning: Political Mapping and Execution

Braintree Workshop:
Thursday, May 4th | 11:30 am - 1:30 pm

Woburn Workshop:
Friday, May 5th | 11:30 am - 1:30 pm

Do your deals fall short of a sale?

Find out if it's a done deal or if you are still in demand creation. Identify opportunities by locating critical information. Ask yourself why your company is the best choice by developing a message of value to convey to the executive sponsor. Develop a competitive strategy and avoid traps. Formulate a political strategy to gain enough support to win the sale.

 

Eventbrite - Deal Winning: Political Mapping and Execution (Braintree)

Eventbrite - Deal Winning: Political Mapping and Execution (Woburn)

Business Owner's and Sales Manager's Forum

Hingham Workshop:
Wednesday, May 10th | 5:30 pm – 8:30 pm

Woburn Workshop:
Thursday, May 11th | 5:30 pm – 8:30 pm

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.

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”.

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.

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.

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!"

 

Eventbrite - Business Owners' and Sales Managers' Forum (Hingham)

Eventbrite - Business Owners and Sales Managers' Forum (Woburn)

Advanced Prospecting and Closing Clinics

Braintree Workshop:
Thursday, May 11th | 11:30 am - 1:30 pm

Woburn Workshop:
Friday, May 12th | 11:30 am - 1:30 pm

Unhappy with 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! 

 

Eventbrite - Advanced Prospecting and Closing Clinic (Braintree)

Eventbrite - Advanced Prospecting and Closing Clinic (Woburn)

Pain Clinic

Woburn Workshop:
Friday, May 19th | 11:30am - 1:30pm

Do you know how to uncover your prospect's real pain?

People make decisions for two reasons: They are either moving toward pleasure or trying to move away from pain.

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.

Register today to receive your one-time $5 pass!

 

Eventbrite - Pain Clinic (Woburn)

Updating Non-Supportive Selling Beliefs

Braintree Workshop:
Thursday, May 25th | 11:30 am - 1:30 pm

Woburn Workshop:
Friday, May 26th | 11:30 am - 1:30 pm

Are you struggling with "head trash?"

Discover a systematic approach to uncovering what is holding salespeople, sales managers, and customer service personnel back from succeeding, and how to correct those negative behavior patterns.

This program will help you get rid of 55 common belief systems that hold salespeople back, and replace them with supportive belief-systems that will help you make more money, have more fun and save time.

This empowering session will also help you to 'own' more of our powerful selling techniques, own more of yourself and put you in total control of the sale!

Register today for your one-time $5 pass!

 

Eventbrite - Updating Non-Supportive Selling Beliefs (Braintree)

Eventbrite - Updating Non-Supportive Selling Beliefs (Woburn)