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Greg Nanigian and Associates, Inc. | Boston, Massachusetts

Join us for a free 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. These workshops are 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

How to Negotiate with Different Personality Styles - SCC

Woburn Workshop:
May 18th | 11:30 am - 1:30 pm

Discover the powerful DISC psychological model and how to apply it in negotiating and sales.

Join us for this 2-hour workshop and you will learn:
•The four basic behavioral styles
•How they differ
•How to spot them quickly in your prospects and customers
•How to adapt to them to be most effective whether you are cold calling, selling or servicing

How to Be a Master Introduction Getter - SCC

Braintree & Live Stream Workshop: 
May 24th | 11:30 am - 1:30 pm

Do you need to diversify your prospecting activities? Referrals and introductions should be central to building a quality pipeline for our business. Having a well-thought process and goals for pursuing them can dramatically increase our referral business. Whether you’re asking for them poorly or not asking at all, this workshop will guide you to build a successful system for getting introductions that lead to quality prospects.

Questioning Strategies

Woburn Workshop:
May 25th | 11:30 am - 1:30 pm

Can Asking Questions Be The Answer? This lesson will instruct you how not to spill your knowledge and expertise into your prospect’s lap. The strategy of asking a question in response to a prospect’s question is called reversing. Reverses are verbal probes that make sure you answer the prospect’s “real” question. When handled in a nurturing manner, reverses help the prospect uncover his/her true motivations for buying, without pressure from you.

Learn how to use softening statements preceding a reverse in order to decrease the pressure on the prospect. Also in this session, participants will learn how to use questions to handle the stalls and objections heard most often from prospects. The only person qualified to handle the prospect’s stalls and objections is the prospect. By using questions to bring up the common stalls and objections before the prospect has a chance to, you remove the roadblocks.

How to Update Non-Supportive Selling Beliefs

Braintree & Live Stream Workshop: 
May 31st | 11:30 am - 1:30 pm

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 a lot of 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!

Hanging Tough on the Money Step

Woburn Workshop: 

June 1st | 11:30 am - 1:30 pm

Are you discounting your price just to get sales?
How does that make you feel about the product or service you are offering?

Join us for this workshop and learn how to:

  • Be more effective getting paid full price
  • Handle price objections
  • Transition from 'Pain Step' into 'Money Step'

Breaking Through Your Comfort Zone - SCC

Braintree & Live Stream Workshop: 
June 7th | 11:30 am - 1:30 pm

Many salespeople, in their attempt to achieve higher levels of success, hit a level and then for no apparent reason, stall at that level. In this module, you will learn what a comfort zone is and then define your current comfort zone. You will determine what is confining you to that comfort zone and then identify a new high comfort zone. Next, you will create a plan to reach the new comfort zone and implement a method to track your progress.

Goal Setting - SCC

Woburn Workshop:
June 8th | 11:30 am - 1:30 pm

Braintree & Live Stream Workshop:
June 14th | 11:30 am - 1:30 pm

Would you start a foot race without knowing where the finish line was? Would you start a road trip to a distant city without a roadmap or set of directions of how to get there? In this class, you will identify your personal and professional goals and determine what you need to do from a business perspective to achieve them. Learn to develop a plan to track your progress and fine-tune your strategy.

 

Advanced Prospecting and Closing Clinic

Woburn Workshop:
June 15th | 11:30 am - 1:30 pm

Braintree & Live Stream Workshop:
June 21st | 11:30 am - 1:30 pm

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.

Prospecting and the 5 Step Phone Call and E-Mail

Woburn Workshop:
June 21st | 8:30 am - 3:30 pm

Business Challenge
Most salespeople can sell if they can get in front of people. The problem is being able to get in front of enough prospects. Prospecting is often a struggle for salespeople because it requires more than just technique.

In this workshop participants will learn how to develop a prospecting system which, if used regularly, produces a consistent, predictable number of leads that can be converted into sales. If you have a plan and proven techniques, your consistent activity will prove successful.

Agenda

• Why prospect?
• When should you prospect?
• Five-step process for setting appointments by telephone and email
• How to get out of voicemail jail
• Prospecting rules
• Prospecting 'dos' and 'don’ts'
• Getting past the gatekeeper
• Stages of the No-Pressure Client Development Call

What you gain

• How to set and get more qualified appointments
• How to get more calls returned
• How to effectively introduce yourself
• How to get the prospect talking
• How to tell your 30-second PAIN story

Lunch is included.

How to Be a Master Introduction Getter - SCC

Woburn Workshop:
June 22nd | 11:30 am - 1:30 pm

Money does grow on trees, Introduction trees!

Customer introductions are one of the most powerful selling and marketing tools available. We all know that the best source of new business is an introduction from a satisfied customer.

Learn how to motivate your customers to be your "sales force". Save time and effort by getting to the point in your career where you don't need to make another cold call. Imagine that!