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Greg Nanigian and Associates, Inc. | Boston, Massachusetts

Upcoming workshops

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

Budget Step

Woburn Workshop:
March 5th | 11:30 am - 1:30 pm

Talking about money can be uncomfortable, which is why the budget step can be difficult for some salespeople. In this workshop, we explore how to confront the money step head on while making sure your prospect doesn’t feel pressured or awkward. How can we avoid getting to the end of the sales process only to be told, “it’s not in the budget”? In this workshop, you’ll learn the questions and techniques to uncover how much the prospect has to invest, where the money is coming from and how it gets paid.

Creating a Prospecting Plan

Woburn Workshop:
March 12th | 11:30 am - 1:30 pm

Taking a shotgun approach to prospecting is usually not the most efficient or effective strategy. In this workshop, you will learn how to create a prospecting plan that contains a mix of activities appropriate to your market and in line with your budget, how to manage your time, and how to successfully cold call. In this workshop, we also take a look at your prospecting “cookbook”: how to calculate the number of contacts you need to make in order to achieve budget, and how to schedule your activities in order to meet your personal and sales goals.

How to Interpret Body Language

Braintree & Live Stream Workshops:
March 14th| 11:30 am - 1:30 pm

Body language interpretation, one of the most important life skills, is gaining popularity in business. Do you know what your body language says to your prospect and even more what their body language means in the sales process?

Studies reveal that body language and the tone of your voice make up 93% of our communication, leaving only 7% value to what we speak. Do you need to learn how to speak less and use body language more to close more sales?

People rarely recognize how much information they give off and how noticeable it is to the human eye, even the untrained human eye. Are you making crucial body language mistakes in your sales process that are costing you crucial sales?

In sales, it is vitally important to read body language. Join us for this 2-hour workshop and discover how to:

  • Keep a non-defensive position when meeting with a prospect.
  • Determine whether the prospect is lying or uninterested, or whether they are being truthful.
  • Tell if the prospect didn't understand what you just said, so you can provide clarification.
  • Respect the prospect's personal space.
  • Recognize when it's time to take a break and see what the prospect is thinking.
  • Make the prospect at ease.
  • Keep the meeting going in a positive direction.

Advanced Prospecting and Closing Clinic

Woburn Workshop:
March 19th | 11:30 am - 1:30 pm

Braintree & Live Stream Workshops:
March 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.

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

Breaking Through Your Comfort Zone

Woburn Workshop:
April 2nd | 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.

 

Bonding & Rapport with NLP

Braintree & Live Stream Workshops:
April 4th | 11:30 am - 1:30 pm

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.

Advanced Prospecting & Closing Clinic

Woburn Workshop:
April 9th | 11:30 am - 1:30 pm

Braintree & Live Stream Workshops:
April 18th | 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.

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

Transactional Analysis and Closing the Deal

Braintree & Live Stream Workshops:
April 11th | 11:30 am - 1:30 pm

Discover one of the most powerful psychological models and how to use it in sales.

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!

Deal Winning: Political Mapping and Execution

Woburn Workshop:
April 16th | 11:30 am - 1:30 pm

Do your deals fall short of a sale?

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.

 

Pain Step

Woburn Workshop:
April 23rd | 11:30 am - 1:30 pm

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.

Pre-Call Planning Strategies

Braintree & Live Stream Workshops:
April 25th | 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 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

Advanced Prospecting & Closing Clinic

Woburn Workshop:
May 14th | 11:30 am - 1:30 pm

Braintree & Live Stream Workshops:
May 23rd | 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.

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

Advanced Prospecting & Closing Clinic

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

Braintree & Live Stream Workshops:
June 20th | 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.

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