Prospecting & Closing Clinic (Teleclass)

Add to Calendar 04/01/2019 11:30 am 04/01/2019 12:30 pm Prospecting & Closing Clinic (Teleclass) 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 cs1@gnatraining.com MM/DD/YYYY

Breaking Through Your Comfort Zone

Add to Calendar 04/02/2019 11:30 am 04/02/2019 1:30 pm Breaking Through Your Comfort Zone 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. 400 TradeCenter Drive Suite 1930 Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

Bonding & Rapport with NLP

Add to Calendar 04/04/2019 11:30 am 04/04/2019 1:30 pm Bonding & Rapport with NLP 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. 400 Washington St. Suite 302 Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Bonding & Rapport with NLP (Zoom Live Streaming)

Add to Calendar 04/04/2019 11:30 am 04/04/2019 1:30 pm Bonding & Rapport with NLP (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

Prospecting & Closing Clinic (Teleclass)

Add to Calendar 04/08/2019 11:30 am 04/08/2019 12:30 pm Prospecting & Closing Clinic (Teleclass) 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 cs1@gnatraining.com MM/DD/YYYY

Advanced Prospecting & Closing Clinic

Add to Calendar 04/09/2019 11:30 am 04/09/2019 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 (For GPS, please use 100 Sylvan Rd., Woburn, MA 01801) cs1@gnatraining.com MM/DD/YYYY

Transactional Analysis and Closing the Deal

Add to Calendar 04/11/2019 11:30 am 04/11/2019 1:30 pm Transactional Analysis and Closing the Deal Learn how to establish a level playing field in your negotiations in sales and what some would refer to as an adult-adult relationship with the customer. Developed in the 1960’s and continually updated since then, Transactional Analysis continues to be a premier and very powerful model to know when closing! 400 Washington St. Suite 302 Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Transactional Analysis and Closing the Deal (Zoom Live Streaming)

Add to Calendar 04/11/2019 11:30 am 04/11/2019 1:30 pm Transactional Analysis and Closing the Deal (Zoom Live Streaming) Learn how to establish a level playing field in your negotiations in sales and what some would refer to as an adult-adult relationship with the customer. Developed in the 1960’s and continually updated since then, Transactional Analysis continues to be a premier and very powerful model to know when closing! Zoom Live Streaming cs1@gnatraining.com MM/DD/YYYY

Sales Managers' Roundtable

Add to Calendar 04/11/2019 5:30 pm 04/11/2019 8:30 pm Sales Managers' Roundtable The Sales Managers' Roundtable is a monthly sales management competency building workshops series in which sales management problems are addressed as well as “goals achievement”. Participants may attend in either Braintree or Woburn. Participants are typically Presidents, Owners, Partners, Principals and Sales Managers. Salespeople are not allowed although many other programs are available for salespeople by Greg Nanigian and Associates. The Sales Managers' Roundtable meetings are facilitated by Greg Nanigian, President of Greg Nanigian and Associates, a Sandler Training affiliate since 1987. Agendas and Topics are established by polling participants. Participants usually leave workshops having learned strategies, techniques, methods and concepts that they can implement immediately. Topics to develop sales teams include coaching, training, mentoring, supervising, on-boarding as well as recruiting ideal candidates to build a strong, productive sales team. Workshops are held over a five-star dinner, they are packed with content, highly interactive, up-beat and participants leave with 30-day implementations every workshop. Strega Prime 781-848-0993 100 Sylvan Road Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

Prospecting & Closing Clinic (Teleclass)

Add to Calendar 04/15/2019 11:30 am 04/15/2019 12:30 pm Prospecting & Closing Clinic (Teleclass) 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 cs1@gnatraining.com MM/DD/YYYY

Deal Winning: Political Mapping and Execution

Add to Calendar 04/16/2019 11:30 am 04/16/2019 1:30 pm Deal Winning: Political Mapping and Execution Find out if it's a done deal or are you 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. 400 TradeCenter Drive Suite 1930 Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

Advanced Prospecting & Closing Clinic

Add to Calendar 04/18/2019 11:30 am 04/18/2019 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 04/18/2019 11:30 am 04/18/2019 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' Roundtable

Add to Calendar 04/18/2019 5:30 pm 04/18/2019 8:30 pm Sales Managers' Roundtable The Sales Managers' Roundtable is a monthly sales management competency building workshops series in which sales management problems are addressed as well as “goals achievement”. Participants may attend in either Braintree or Woburn. Participants are typically Presidents, Owners, Partners, Principals and Sales Managers. Salespeople are not allowed although many other programs are available for salespeople by Greg Nanigian and Associates. The Sales Managers' Roundtable meetings are facilitated by Greg Nanigian, President of Greg Nanigian and Associates, a Sandler Training affiliate since 1987. Agendas and Topics are established by polling participants. Participants usually leave workshops having learned strategies, techniques, methods and concepts that they can implement immediately. Topics to develop sales teams include coaching, training, mentoring, supervising, on-boarding as well as recruiting ideal candidates to build a strong, productive sales team. Workshops are held over a five-star dinner, they are packed with content, highly interactive, up-beat and participants leave with 30-day implementations every workshop. Greg Nanigian and Associates 400 Washington Street Suite 302 Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Prospecting & Closing Clinic (Teleclass)

Add to Calendar 04/22/2019 11:30 am 04/22/2019 12:30 pm Prospecting & Closing Clinic (Teleclass) 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 cs1@gnatraining.com MM/DD/YYYY

Pain Step

Add to Calendar 04/23/2019 11:30 am 04/23/2019 1:30 pm Pain Step 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. 400 TradeCenter Drive Suite 1930 Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

Pre-Call Planning Strategies

Add to Calendar 04/25/2019 11:30 am 04/25/2019 1:30 pm Pre-Call Planning Strategies 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 de-brief 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 Greg Nanigian and Associates 400 Washington Street Suite 302 Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Pre-Call Planning Strategies (Zoom Live Streaming)

Add to Calendar 04/25/2019 11:30 am 04/25/2019 1:30 pm Pre-Call Planning Strategies (Zoom Live Streaming) 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 de-brief 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 Zoom Live Streaming cs1@gnatraining.com MM/DD/YYYY

Prospecting & Closing Clinic (Teleclass)

Add to Calendar 04/29/2019 11:30 am 04/29/2019 12:30 pm Prospecting & Closing Clinic (Teleclass) 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 cs1@gnatraining.com MM/DD/YYYY

Closing the Deal

Add to Calendar 04/30/2019 11:30 am 04/30/2019 1:30 pm Closing the Deal 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. 400 TradeCenter Drive Suite 1930 Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY