Pain Step (Woburn)

Add to Calendar 10/01/2019 11:30 am 10/01/2019 1:00 pm Pain Step (Woburn) Do you know how to uncover your prospect's real pain? Watch a short intro video: https://vimeo.com/319932606/43455c333c 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 not only the prospect’s need for your product or service, but how they feel about the need. If they are experiencing emotions such as frustration, uncertainty, doubt, worry, anxiety, concern and/or anger, FUDWACA, they have “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. Sandler Training, 400 West Cummings Park, Suite 4900, Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

Building Self-Confidence & I/R

Add to Calendar 10/03/2019 11:30 am 10/03/2019 1:30 pm Building Self-Confidence & I/R According to David Sandler, the founder of Sandler Training, "What you 'R' is not who you 'I'." All of us are made up of two entities: One is our Identity, which consists of our selfconcept and self-worth. The other is all of the Roles we play in life; our role as a husband, wife, father, mother, salesperson, golfer, etc. Watch a short video about this workshop. Without formal training, most of us do not know how to separate our identity from our roles. We were taught to believe that success is measured externally, by what society thinks of us and not internally, by how we feel about ourselves. We mistakenly accepted role failure as identity or I-failure. We were not told that role failure, or role success for that matter, should have no effect on our self-image. We were an I-10 when we started life, and role success or failure is only a measure of how well we are doing in our acquired roles. Role success in no way measures worth as a human being. To break out of your comfort zone, you need to understand the difference between who you “I” and what you “R.” In other words, you are who you are, not what you do for a living. Learn how to separate your "I" from your "R." Sandler Training 400 Washington St. Suite 302 Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Building Self-Confidence & I/R (Zoom Live Streaming)

Add to Calendar 10/03/2019 11:30 am 10/03/2019 1:30 am Building Self-Confidence & I/R (Zoom Live Streaming) According to David Sandler, the founder of Sandler Training, "What you 'R' is not who you 'I'." All of us are made up of two entities: One is our Identity, which consists of our selfconcept and self-worth. The other is all of the Roles we play in life; our role as a husband, wife, father, mother, salesperson, golfer, etc. Watch a short video about this workshop.https://vimeo.com/289842825/32ebf5b6d0 Without formal training, most of us do not know how to separate our identity from our roles. We were taught to believe that success is measured externally, by what society thinks of us and not internally, by how we feel about ourselves. We mistakenly accepted role failure as identity or I-failure. We were not told that role failure, or role success for that matter, should have no effect on our self-image. We were an I-10 when we started life, and role success or failure is only a measure of how well we are doing in our acquired roles. Role success in no way measures worth as a human being. To break out of your comfort zone, you need to understand the difference between who you “I” and what you “R.” In other words, you are who you are, not what you do for a living. Learn how to separate your "I" from your "R." Sandler Training Zoom Live Streaming cs1@gnatraining.com MM/DD/YYYY

How to Be a Master Referral and Introduction Getter (Braiintree)

Add to Calendar 10/10/2019 11:30 am 10/10/2019 1:30 pm How to Be a Master Referral and Introduction Getter (Braiintree) 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. Customer referrals and introductions are two of the most powerful selling and marketing tools available. We all know that the best source of new business is a referral or 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! Sandler Training 400 Washington St. Suite 400 Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

How to Be a Master Referral and Introduction Getter (Zoom Live Streaming)

Add to Calendar 10/10/2019 11:30 am 10/10/2019 1:30 pm How to Be a Master Referral and Introduction Getter (Zoom Live Streaming) 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. Customer referrals and introductions are two of the most powerful selling and marketing tools available. We all know that the best source of new business is a referral or 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! Sandler Training Zoom Live Stream cs1@gnatraining.com MM/DD/YYYY

Sales Managers' Roundtable (Woburn)

Add to Calendar 10/10/2019 5:30 pm 10/10/2019 8:30 pm Sales Managers' Roundtable (Woburn) 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. * Please note: This program is only for people who manage a sales team. If you are a client please use Promotional Code "IamAclient". 400 West Cummings Park Suite 4900 Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

Sales Managers' Roundtable (Braintree)

Add to Calendar 10/17/2019 5:30 pm 10/17/2019 8:30 pm Sales Managers' Roundtable (Braintree) 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 packed with content, highly interactive, up-beat and participants leave with 30-day implementations every workshop. * Please note: This program is only for people who manage a sales team. 400 Washington Street Suite 302 Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

Negotiating Part 1 - Advanced

Add to Calendar 10/22/2019 11:30 am 10/22/2019 1:00 pm Negotiating Part 1 - Advanced Negotiating is a vital skill for business success. Why? Because everyone negotiates. Business owners negotiate projects, projections, and deadlines with department heads and managers. Sales managers negotiate sales quotas, territory assignments, and performance incentives with their sales teams. Salespeople negotiate price, terms, and purchase incentives with savvy buyers who are always looking for a better deal. Join us for this 2-hour workshop and learn how to: • Identify common strategies used by buyers • Turn the negotiation process into a joint problem-solving session • Make price a small part of the negotiation process • Identify 10 new and proven negotiating strategies used in your environment With these approaches, you will win the negotiation and the prospect will feel like they won. The best negotiator you'll ever meet doesn't even look like they are negotiating and that's what you'll learn from this program. 400 West Cummings Park Suite 4900 Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

Sandler Sales 2-Day Boot Camp

Add to Calendar 10/24/2019 8:30 am 10/25/2019 4:00 pm Sandler Sales 2-Day Boot Camp October 24th, 8:30 am - 4:00 pm October 25th, 8:30 am - 4:00 pm Close More Deals and Get More Appointments If you aren't satisfied with your sales, your sales training, your closing ratios, or how many appointments you book, discover how to overcome those problems in the Sandler Sales 2-Day Boot Camp. The Sandler Sales 2-Day Boot Camp is known for providing a systematic approach to selling and non-traditional techniques that really work. Whether you’re the CEO, President, Owner or salesperson of a company that sells technology, manufactured products, financial services, tangible products or intangible services, this sales training boot camp is suitable for everyone regardless of sales experience! Topics will include, but not be limited to: Creating new business opportunities from scratch Achieving mutual respect in the sales process Not getting bled for "Unpaid Consulting" Overcoming difficult objections Getting your price for your products and services Winning business when you are not the 'cheapest solution' Knowing what it takes to truly differentiate yourself from the competition Moving prospects and clients out of "stall mode" and triggering them to action Who Should Attend Unhappy with your closing ratio? Frustrated with the number of appointments you're booking? Concerned about having to drop your prices to close deals? CEOs Presidents Sales Managers Sales Professionals Consultants Professional Service Providers What Our Clients Have to Say Ary Rotman, New York Life “I don’t sound like a salesman anymore and that has helped my closing ratio and referral generation enormously!” Anthony Picardi, Director of Sales - East, Coresystems “Being involved in complex and technical sales, I have had my challenges. Ever since I started training with Greg I have been able to take deals and cut the sales cycle in half… My closing rate has been higher because of the Sandler System.” Jim Berry, VP - Sales & Marketing, H.T. Berry Co. Inc. “Starting in 1994 I worked with Greg as a sales rep and he helped me triple my income in 9 months… he is the best sales trainer I have ever met.” John Fanning, Founding Chairman, and CEO, Napster Inc. “I started with Greg Nanigian back in 1988. Not a day goes by that I do not use something Greg taught me. I built my entire career on top of his bedrock of vital business insights. 30 years later I sent my son to him.” Ron Hayden,, New England Controls “There are many old motivational sales programs out there. The difference between them and Nanigian’s is not only that it’s new, but that it really works.” The boot camp is from 8:30 AM to 4:00 PM on both days and includes full breakfast and lunch. Dress is business casual. For more information call 781-848-0993. 400 West Cummings Park Suite 4900 Woburn, MA 01801 cs1@gnatraining.com MM/DD/YYYY

Maximize Peaks and Minimize Valleys in Sales (Braintree)

Add to Calendar 10/24/2019 11:30 am 10/24/2019 1:30 pm Maximize Peaks and Minimize Valleys in Sales (Braintree) This program is for anyone who, from time to time, may feel overwhelmed with the balancing act of continuing to sell new business while delivering to existing clients. Do you find yourself with a ton in your pipeline, closing deals and achieving goals, and then suddenly without and prospects on your horizon? Whatever you call it, “peaks and valleys” or “roller coaster sales”, this workshop is for those who want to learn a dozen ways to deal with these sales roadblocks and take your business, and yourself to a whole new level. Sandler Training 400 Washington St. Suite 302 Braintree, MA 02184 cs1@gnatraining.com MM/DD/YYYY

DISC and Closing the Deal (Braintree)

Add to Calendar 10/31/2019 11:30 am 10/31/2019 1:30 pm DISC and Closing the Deal (Braintree) Discover the powerful DISC communication 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. 400 Washington St. Suite 302 Braintree, MA 02184 United States cs1@gnatraining.com MM/DD/YYYY

DISC and Closing the Deal (Zoom Live Streaming)

Add to Calendar 10/31/2019 11:30 am 10/31/2019 1:30 pm DISC and Closing the Deal (Zoom Live Streaming) Discover the powerful DISC communication 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. If you are a client please use Promotional Code "IamAclient". Online Event - 781-848-0993 Sandler Training 400 Washington St. Suite 302 Braintree, MA 02184 United States cs1@gnatraining.com MM/DD/YYYY