Sales and Sales Management Training Courses Offered by GNA

MAIN EVENT CLINIC
Problem Solving, Strategic Planning, Technique Mastering, Garbage Collection

STRATEGIC SALES MANAGEMENT PROGRAM
Managing Your People, Developing Winners, Recruiting People, Correcting Negative Behavior Patterns for Success.

PAIN CLINIC
What is Pain?, How to Find it, What is Not Pain, How to Use Pain to Control the Meeting and/or the Sale.

PROSPECTING CLINIC
Develop Written Scripts, How to Get Through the Secretary, How to Overcome Call Reluctance, and the Things that are Holding You Back from Making the Calls.

CLOSING CLINIC
How to Get the Prospect to Close Themselves, Getting Rid of Think It Overs, How to Be in Total Control of the Sale.

MONEY STEP CLINIC
Qualifying for Budget, Price Objections, How to Get Paid Full Price.

QUANTUM LEAP WORKSHOP
Focus & Direction, Goals Management, Time Management, Getting 110% Commitment from Your Clients, Personal Financial Planning and Prospecting and Selling Behavior Goal Setting, Tracking and Modification.

NO MORE COLD CALLS WORKSHOP
Overcoming Fear & Rejection, Getting Past Secretaries, Time Management, Getting Appointments, Referrals.

SELL MORE & HAVE FUN DOING IT WORKSHOP!
A System, Qualifying, Closing, Decisions, Objections, Money.

NO GUTS...NO GAIN WORKSHOP
How to Stop Wimping Out, Risk and Failure, Winning, Success Barriers, Getting What You Want.

HOW TO BE A MASTER PERSUADER I WORKSHOP
Long Term Bonding & Rapport, Communications, Buying Strategies.

HOW TO BE A MASTER PERSUADER II WORKSHOP
Similar to MP I, only more participatory and more in depth on communication types and how to elicit them and use them so clients feel like you are just like them and they have known you for a long time, even though you just met!

HOW TO PROFIT FROM CONSULTING WORKSHOP
Selling "Big Ticket" Consulting, Monkey's Paw, Proposals, Owning Your Clients, Getting Paid Up Front.

WAR GAMES CLINIC
See the Sandler System presented by 6 of our strongest President's Club members!

WAR GAMES II CLINIC
Presentations and critiques by clients and Trainer on current selling situations, an opportunity to see what they are doing right and how to improve their effectiveness before it's too late. Everyone learns from these presentations; the presenters and the audience as well!

HOW TO CREATE EXECUTIVE BRIEFINGS THAT SELL WORKSHOP!
Everything from selecting the source of leads, to how to do a mailing that results in the right people attending YOUR briefing, how to give a talk that turns warm prospects into hot prospects that buy!

ACTIVE LISTENING CLINIC
Discover easy to learn and use, but extremely effective techniques for finding out what clients' real agenda and "Pain" are. How to stop talking and listen more...and more effectively.

COLLECTIONS CLINIC
Proven approaches to handle difficult collections & keep the customer.

HOW TO BE A MASTER REFERRAL GETTER WORKSHOP
Save time and effort by getting to the point in your career where you don't need to make another Cold Call, How to motivate customers to be your 'sales force', several strategies/methods for getting Referrals and Introductions

HOW TO GET COMMITMENTS AND MAKE THEM STICK CLINIC!
Behavior, Attitude and Technique of the Assertive and how to develop it. Overcoming fear of rejection while being assertive. Real world commitment problems in the selling world and how to overcome them.

VIDEO ROLE-PLAYS CLINIC
Video Taped role-plays of selling situations. What you did right, what you should change. Grow to a new level of effectiveness at no risk!

ADVANCED ROLE-PLAYS CLINIC
Plenty of practice in breakout groups not only for the advanced, but for the neophyte as well! See, hear and feel our selling material in action, use it, coach it.

EXECUTIVE BRIEFING, TOPIC: NON-TRADITIONAL SALES STRATEGIES CLINIC
Problem solving, the system, strip-lining, OK/NOT-OK principal overcoming call reluctance. See how to do conduct a group talk. Bring a Friend or Associate.

HOW TO GET AND STAY FOCUSED WORKSHOP
The model to learn and own total conviction, get rid of mind chatter, develop total commitment and desire to succeed so that nothing will stand in the path of your success in sales, maximizing your growth potential.

MONEY THROUGH FULFILLMENT CLINIC
Differentiating yourself from the competition, selling big ticket items, controlling selling situations when you don't have an edge on the competition, price objections, selling to the non-decision maker, how to stop arm wrestling and use finesse.

GETTING PAIN WITH NEGATIVE REVERSE SELLING CLINIC
The most powerful weapon, getting to the real issues, getting rid of the smoke screen, time management, never make another presentation to a prospect that does not say YES!

PAIN WHEEL CLINIC
Discover how to have your prospects construct a visual representation that will show the full depth and breadth of their pain. Define the full, and usually perpetual, "life cycle" of your products and services in the prospects' worlds.

HOW TO UPGRADE YOUR NON-SUPPORTIVE RECORD COLLECTION CLINIC
This program will help you get rid of 55 common belief-systems that hold sales people 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!

CUT AND PASTE NIGHT CLINIC
How to get the full impact from setting your personal goals. Dreams and goals must be REAL; expand your comfort zone by letting your inhibitions go, sharing your dreams with the group and creating "Eye Candy" (your dream book). Bring your glue stick, scissors, poster board and a collection of your favorite magazines, car brochures, travel pamphlets...

SELLING TO GROUPS AND COMMITTEES WORKSHOP
Learn the strategies important to selling to groups. Find out how to recruit your "Inside Salesperson" and neutralize those people that may be working against you. See how to get commitments from groups and hear about the different types of buyers you're getting in-front of. Have a systematic approach to Selling to Groups and Committees.

HOW TO UPGRADE YOUR SALESFORCE IN 30 DAYS WORKSHOP
Discover salespeoples', and managers', five major COVERT weaknesses. Overcoming these weaknesses can increase effectiveness 180 %! Learn our 20 minute interview to pick out a WINNER!

TEAM SELLING WORKSHOP
Learn the key differences between selling as an individual, versus a selling team. Identify roles and responsibilities of each team member, and learn how to pass the baton during the sales call. create your pre-call briefing outline and know how, what and when to have the post-call debrief.

STRATEGIC ACCOUNT MANAGEMENT WORKSHOP
Identify your key account, develop strategies for long term management of the account. Develop "White Knights" within your accounts, and know how to create your "Fuzzy Files". Find out how to coach your client, learn how to rehearse them too.

NEGOTIATING GAMBITS WORKSHOP
Learn seventeen different techniques. When you use 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.

DEVELOP YOUR PROSPECTING HIERARCHY HELLO MR.SHULMAN! WORKSHOP
A system for lead qualification, time management, how to improve your Cold Calling effectiveness.

REAL WORLD PROBLEM SOLVING AND COACHING CLINIC
Open Forum to work on any selling, closing, prospecting or other selling related problem.

THE PSYCHOLOGY BEHIND THE SALE WORKSHOP
Birth Order, Transactual Analysis and Neuro-linguistic programming are some of the most important Psychological Models to selling and how to use them to know your prospect and yourself better and faster!

BONDING AND RAPPORT WORKSHOP
State of the art, invisible approaches for establishing instant bonding and rapport.

HOW TO UNCOVER PEOPLES' INTERNAL BUYING STRATEGIES WORKSHOP
Learn the five most important Buying Strategies, how to uncover and match them in your clients and prospects and the power of matching.

GOING NEGATIVE WITH A GRIN WORKSHOP
Not for the faint of heart, negative reverse selling is the most powerful Sandler Technique. Learn what it is, why it works and how to use it so the prospect does all the work for you!

UP-FRONT CONTRACTS WORKSHOP
Tired of doing ‘Dog and Pony Shows’? Chances are you need to learn Up-front Contracts. Set them in the beginning and level the playing field of the sales call. They help you to have an Adult-Adult relationship with the prospect/client and find our what their Goals and Pain are.

FOUR LEVELS OF PAIN WORKSHOP
Pain Defined, technique Mastering for getting to the Pain.

HOW TO HANDLE STALLS, OBJECTIONS, AND PUT-OFFS WORKSHOP
Eight rules to create the right personal presence on the telephone plus tactical problem solving.

HANGING TOUGH ON THE MONEY STEP WORKSHOP
How to be more effective getting paid full price, how to handle price objections, transitioning from Pain Step into Money Step.

GOAL SETTING WORKSHOP
Learn to identify your personal life goals, determine what you need to do from a business perspective to achieve those goals, and make a plan to track your progress and fine-tune the plan.

HOW TO DO YOUR 30 SECOND COMMERCIAL WORKSHOP
From the elevator encounter to the cold call to the networking speech, this program will prepare you and help you develop our 30 Second Commercial.

SIX WAYS TO FIND THE PROSPECTS PAIN WORKSHOP
Multiple approaches to find prospects’ deep-seated, compelling need to change, qualifying, disqualify and facilitating closure.

TRADE SHOWS-THE NINE NEGLECTS WORKSHOP
Learn new and non-traditional approaches for lead generation and selling at trade shows including booth layout.

HOW TO PRESENT AND CLOSE THE SALE WORKSHOP
This is the condensed version of the Executive Sales Boot Camp; Sandler Submarine, reversing, Ok/Not-Ok Theory.

HOW TO BE MORE EFFECTIVE ON THE PHONE WORKSHOP
Multiple Techniques to help you increase your overall effectiveness on the phone for prospecting, selling and customer service use as well.

GET TOUGH - THE NEW YOU! WORKSHOP
How to be assertive without being aggressive or abrasive, How To Be an Effective Decision Maker and the "Sales person's Bill of Rights".

CREATE YOUR CLIENT HISTORY QUESTIONNAIRE WORKSHOP
Develop a questionnaire for your industry to use with prospects to uncover their goals, problems and pain. An invaluable qualifying and selling tool which will help you to have more fun and make more money.

EXECUTIVE SALES BOOT CAMP WORKSHOP
An Introduction to The Sandler Selling System, learn how to Qualify, Close and Present with better results, shorten the sales cycle and get decisions instead of "think it overs"; discover several non-traditional and highly effective Sandler selling techniques including "Reversing", "Strip-lining"; and "Dummy Curve".

TeleClasses (offered 5 days a week!)

• 3 Types of Buyers
• 30 Minute Plans for 2010
• 30 Second Commercial Clinic
• Accountability
• Advanced Money and Budgeting
• Advanced Pain
• Adversity Quotient and I - R Theory
• Becoming a Trusted Advisor
• Bonding and Rapport
• Breaking Through Your Comfort Zone
• Closing Clinic
• Cold Calling
• Conquering Cold Calls
• Core Competencies
• Creating the Prospecting Plan
• Debriefing Sales Calls
• Decision Making Process
• Decisions, Decisions, Who is the Real Decision Maker?
• Fixing Broken Records
• Formula for Success
• Fulfillment Step
• Getting Pain
• Goal Boards
• Goal Setting and Planning
• Handling Stalls and Objections
• How to Avoid Games and Power Plays
• How to Get and Stay Focused
• How to Get the Budget
• How to Handle Stalls and Put-off's
• Improve Your Batting Average
• Intellectual to Emotional (Pain)
• Journaling and A/B Journals
• Knowing Your Competition
• Major Accounts Development
• Mirroring and Matching the Prospect
• Negative Reverse Selling
• Negotiating Gambits
• Negotiating with Different Personality Styles
• Negotiation Skills
• Networking
• No Guts No Gain Part One
• No Guts No Gain Part Two
• Overcoming Call Reluctance
• Pain Clinic
• Pattern Interrupts to Relax the Prospect
• Pay Time - No Pay Time Management
• Planning for a Successful 2010
• Post-Selling to Success
• Prospecting and Winning the Voicemail Battle
• Prospecting Clinic
• Psychology Behind the Sale/Transactional Analysis
• Rapport on the First Call
• Ready, Set, Go - 30 Seconds to Make an Impact!
• Real World Problem Solving
• Referral Clinic
• Reversing and Softening Statements
• Reversing Techniques
• Sandler Mid-Term
• Selling During the Holidays
• Six Ways to Find Pain
• Speed Selling/Role Plays
• Strategic Account Management
• Stressless Prospecting
• Success Triangles
• TA in Sales 
• Ten Ways to Be More Effective on the Phone
• The Psychology Behind the Sale
• Time Management
• Uncovering the Budget
• Up-Front Contracts
• When the Sub Springs a Leak
• Why Have a System?