Sandler System and Bonding & Rapport (Zoom Live Streaming)

Add to Calendar 01/03/2019 11:30 am 01/03/2019 1:30 pm Sandler System and Bonding & Rapport (Zoom Live Streaming) 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. Zoom Live Streaming cs1@gnatraining.com MM/DD/YYYY

Sandler System and Bonding and Rapport

Add to Calendar 01/03/2019 11:30 am 01/03/2019 1:30 pm Sandler System and Bonding and Rapport 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. Register today to receive your one-time FREE guest pass! 400 Washington St. Suite 302 Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Prospecting & Closing Clinic

Add to Calendar 01/07/2019 11:30 am 01/07/2019 12:30 pm Prospecting & Closing Clinic This program is tactical in nature focusing on your most challenging prospecting and closing problems. At the beginning of the call, 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. TeleClass - Conference Call cs1@gnatraining.com MM/DD/YYYY

B to B Networking

Add to Calendar 01/08/2019 9:00 am 01/08/2019 10:30 am B to B Networking TipClub: B to B Networking 400 TradeCenter Suite 1930 Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

Why Have a System

Add to Calendar 01/08/2019 11:30 am 01/08/2019 1:30 pm Why Have a System 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. 400 TradeCenter Suite 1930 Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

Up-Front Contracts

Add to Calendar 01/10/2019 11:30 am 01/10/2019 1:30 pm Up-Front Contracts 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. 400 Washington Street Suite 302 Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Up-Front Contracts (Zoom Live Streaming)

Add to Calendar 01/10/2019 11:30 am 01/10/2019 1:30 pm Up-Front Contracts (Zoom Live Streaming) 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. Zoom Live Streaming cs1@gnatraining.com MM/DD/YYYY

Sales Managers' Forum

Add to Calendar 01/10/2019 5:30 pm 01/10/2019 8:30 pm Sales Managers' Forum What will you do differently in 2019 to overcome problems with your Sales Team? Is the number of new calls they make really enough? Are your efforts to help them make more new calls working? Would you be open to learning some new approaches to coach them on that are proven to work? If you were full-time selling would the closing ratio be higher than your teams? Do you have the transferable skills to coach them to be better or are you showing them your way of doing it, but they can’t “pull it off” like you can? I’m inviting you to a real Sales Management Training program. I will work on any of these problems at that workshop. I will buy you a nice dinner while we train. You will meet other Sales Managers who will share their problems. I promise you will leave with solutions. Following that workshop, I will reach out to you to find out how you liked the workshop and if you’d like to discuss further Sales Management Training. 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 Road Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

Prospecting & Closing Clinic

Add to Calendar 01/14/2019 11:30 am 01/14/2019 12:30 pm Prospecting & Closing Clinic This program is tactical in nature focusing on your most challenging prospecting and closing problems. At the beginning of the call, 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. TeleClass - Conference Call cs1@gnatraining.com MM/DD/YYYY

B to B Networking

Add to Calendar 01/14/2019 1:00 pm 01/14/2019 2:30 pm B to B Networking TipClub: B to B Networking 200 Clarendon Street 19th Floor Boston, MA 02116 cs1@gnatraining.com MM/DD/YYYY

Advanced Prospecting & Closing Clinic

Add to Calendar 01/15/2019 11:30 am 01/15/2019 1:30 pm Advanced Prospecting & Closing Clinic 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 400 TradeCenter Drive Suite 1930 Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

B to B Networking

Add to Calendar 01/17/2019 9:00 am 01/17/2019 10:30 am B to B Networking TipClub: B to B Networking 400 Washington Street Suite 302 Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Advanced Prospecting & Closing Clinic

Add to Calendar 01/17/2019 11:30 am 01/17/2019 1:30 pm Advanced Prospecting & Closing Clinic 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 400 Washington Street Suite 302 Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Advanced Prospecting & Closing Clinic (Zoom Live Streaming)

Add to Calendar 01/17/2019 11:30 am 01/17/2019 1:30 pm Advanced Prospecting & Closing Clinic (Zoom Live Streaming) 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 Zoom Live Streaming cs1@gnatraining.com MM/DD/YYYY

Sales Managers' Forum

Add to Calendar 01/17/2019 5:30 pm 01/17/2019 8:30 pm Sales Managers' Forum What will you do differently in 2019 to overcome problems with your Sales Team? Is the number of new calls they make really enough? Are your efforts to help them make more new calls working? Would you be open to learning some new approaches to coach them on that are proven to work? If you were full-time selling would the closing ratio be higher than your teams? Do you have the transferable skills to coach them to be better or are you showing them your way of doing it, but they can’t “pull it off” like you can? I’m inviting you to a real Sales Management Training program. I will work on any of these problems at that workshop. I will buy you a nice dinner while we train. You will meet other Sales Managers who will share their problems. I promise you will leave with solutions. Following that workshop, I will reach out to you to find out how you liked the workshop and if you’d like to discuss further Sales Management Training. You will also receive a FREE copy of: Lead When You Dance: 14 Success Secrets from Sales Managers for Sales Managers! Greg Nanigian and Associates 400 Washington Street Suite 302 Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Prospecting & Closing Clinic

Add to Calendar 01/21/2019 11:30 am 01/21/2019 12:30 pm Prospecting & Closing Clinic This program is tactical in nature focusing on your most challenging prospecting and closing problems. At the beginning of the call, 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. TeleClass - Conference Call cs1@gnatraining.com MM/DD/YYYY

Pain Step

Add to Calendar 01/22/2019 11:30 am 01/22/2019 1:30 pm Pain Step Do you know how to uncover your prospect's real pain? In this lesson, you will learn how to measure the quality of an opportunity (and ultimately decide whether or not to pursue it) based on the prospect’s need for your product or service. We call that need their “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 or call us to learn more at 781-848-0993. 400 TradeCenter Dr Suite 1930 Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

Identifying Reasons for Doing Business - Pain

Add to Calendar 01/24/2019 11:30 am 01/24/2019 1:30 pm Identifying Reasons for Doing Business - Pain Discover how to uncover pain - The most misunderstood concept in sales. Do you know how to uncover your prospect's real pain? Attend this training workshop and learn how to develop these skills and increase 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

Identifying Reasons for Doing Business - Pain (Zoom Live Streaming)

Add to Calendar 01/24/2019 11:30 am 01/24/2019 1:30 pm Identifying Reasons for Doing Business - Pain (Zoom Live Streaming) Discover how to uncover pain - The most misunderstood concept in sales. Do you know how to uncover your prospect's real pain? Attend this training workshop and learn how to develop these skills and increase 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. Zoom Live Streaming cs1@gnatraining.com MM/DD/YYYY

Prospecting & Closing Clinic

Add to Calendar 01/28/2019 11:30 am 01/28/2019 12:30 pm Prospecting & Closing Clinic This program is tactical in nature focusing on your most challenging prospecting and closing problems. At the beginning of the call, 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. TeleClass - Conference Call cs1@gnatraining.com MM/DD/YYYY

Closing the Sale

Add to Calendar 01/29/2019 11:30 am 01/29/2019 1:30 pm Closing the Sale All too often sales are lost because the salesperson didn’t know when to stop talking. In this workshop, you will learn how to increase your chance of closing the sale. We explore how to present your product or service in a manner consistent with the prospect’s priorities, how to obtain a decision and prevent buyer’s remorse from taking hold, and how to prevent stalls and objections. Additionally, you will learn how to set the stage for future business and obtain referrals from your new client. Please note: This workshop is not open to guests. You may choose any one of our other workshops where first time guests are allowed. 400 TradeCenter Drive Suite 1930 Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

Uncovering The Prospect's Budget

Add to Calendar 01/31/2019 11:30 am 01/31/2019 1:30 pm Uncovering The Prospect's Budget The Budget Step is the most important step; yet it is the step salespeople have the most difficulty handling. It is very difficult talking about money, dealing with money, and asking other people about money. However, in order to be successful in sales, money has to be talked about. The Sandler Selling System deals with the budget up-front instead of at the end of the selling process. The budget step allows you to uncover how much money is allocated for your product or service, how your prospect plans to make the investment, where the money is coming from, and how it gets paid. When you, as a salesperson, are relaxed when dealing with money, your prospect will be at ease and will feel no pressure. 400 Washington Street Suite 302 Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Uncovering The Prospect's Budget (Zoom Live Streaming)

Add to Calendar 01/31/2019 11:30 am 01/31/2019 1:30 pm Uncovering The Prospect's Budget (Zoom Live Streaming) The Budget Step is the most important step; yet it is the step salespeople have the most difficulty handling. It is very difficult talking about money, dealing with money, and asking other people about money. However, in order to be successful in sales, money has to be talked about. The Sandler Selling System deals with the budget up-front instead of at the end of the selling process. The budget step allows you to uncover how much money is allocated for your product or service, how your prospect plans to make the investment, where the money is coming from, and how it gets paid. When you, as a salesperson, are relaxed when dealing with money, your prospect will be at ease and will feel no pressure. Zoom Live Streaming cs1@gnatraining.com MM/DD/YYYY