Sales Mastery-Decision

Add to Calendar 01/05/2018 8:00 am 01/05/2018 9:30 am Sales Mastery-Decision The objective of the Decision Step in the Sandler Selling System is to identify the prospect’s decision-making process. Understanding the process will ensure that you access the real decision makers and can successfully conclude your sale. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-How to Succeed at Finding Pain (Why People Buy)

Add to Calendar 01/09/2018 8:00 am 01/09/2018 9:30 am Advanced Sales Mastery-How to Succeed at Finding Pain (Why People Buy) Although the concept of finding and uncovering pain is nothing new, many salespeople find themselves frustrated when their efforts to discover their prospect’s pains do not equate to tangible results. Perhaps, what they are interpreting as pain is not truly pain. Real and true pain is a deep-seated emotional need that’s very compelling. Join us to talk about the best practices for uncovering pain. You will discover why people buy and what to do about it. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Decision

Add to Calendar 01/09/2018 10:30 am 01/09/2018 12:00 pm Sales Mastery-Decision The objective of the Decision Step in the Sandler Selling System is to identify the prospect’s decision-making process. Understanding the process will ensure that you access the real decision makers and can successfully conclude your sale. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Setting Goals

Add to Calendar 01/09/2018 1:00 pm 01/09/2018 2:30 pm Sales Mastery-Setting Goals Join us to identify your personal life goals, determine what you need to do to achieve those goals. Additionally, make a plan to track your progress and fine-tune the plan. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-How to Succeed at Finding Pain (Why People Buy)

Add to Calendar 01/09/2018 3:30 pm 01/09/2018 5:00 pm Advanced Sales Mastery-How to Succeed at Finding Pain (Why People Buy) Although the concept of finding and uncovering pain is nothing new, many salespeople find themselves frustrated when their efforts to discover their prospect’s pains do not equate to tangible results. Perhaps, what they are interpreting as pain is not truly pain. Real and true pain is a deep-seated emotional need that’s very compelling. Join us to talk about the best practices for uncovering pain. You will discover why people buy and what to do about it. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Eliminate Your Prospect's Fears

Add to Calendar 01/12/2018 8:00 am 01/12/2018 9:30 am Sales Mastery-Eliminate Your Prospect's Fears Fear may be the most powerful motivator affecting your buyers’ decisions. However, in their effort to maintain an image of power and control, buyers will be reluctant to share their true anxieties and concerns with you. You’ll increase your sales production when you help buyers discover and overcome their fears, show that you are sensitive to those issues, and then lead those buyers to the conclusion that your product will replace their fear with peace of mind. Join us as we discuss some common fears that can haunt your prospects as they go through the buying process. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Why Have a System

Add to Calendar 01/12/2018 10:00 am 01/12/2018 12:00 pm Foundations-Why Have a System The selling process can be a challenging undertaking, especially when one does not fully understand the nature of the relationship between buyers and sellers. In this session, we will define this relationship. The purpose is to give you the advantage by recognizing what you control and how to leverage such control. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Management-Developing Your Coaching Role

Add to Calendar 01/15/2018 3:00 pm 01/15/2018 4:30 pm Management-Developing Your Coaching Role As managers, we know that coaching is one of many crucial roles we play in our organizations. Join us for this month's management workshop as we explore the distinctions between strategic and tactical coaching. We will then apply the Sandler Coaching System to a variety of typical coaching scenarios. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-Do You Have a Fear of Asking Questions During Sales?

Add to Calendar 01/16/2018 8:00 am 01/16/2018 9:30 am Advanced Sales Mastery-Do You Have a Fear of Asking Questions During Sales? We all need to ask clients questions concerning budget, the decision-making process, and what the next steps should be. Even rapport and relationship building are best built by asking questions. People like to talk about themselves; if you keep the questions coming, you are more likely to make a positive impact on your prospects. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Closing the Sale

Add to Calendar 01/16/2018 10:30 am 01/16/2018 12:00 pm Sales Mastery-Closing the Sale The purpose of a presentation is to obtain a decision. The prospect’s commitment to making that decision must be obtained before you start your presentation. You will learn how to obtain that commitment, deliver a presentation consistent with the prospect’s priorities, obtain the buying decision and set the stage for additional business and referrals. You will understand how to close the sale and be aware of the potential roadblocks to achieving that objective. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Formula for Success

Add to Calendar 01/16/2018 1:00 pm 01/16/2018 2:30 pm Sales Mastery-Formula for Success For you to succeed in sales, you must have a strategy that guides you throughout the workday. In this lesson, you will learn about Sandler’s Formula for Success and how to use it to generate your strategy for accomplishing the everyday tasks involved in sales. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Why Have A System (Session #1 of our 2 Day Boot Camp)

Add to Calendar 01/17/2018 8:00 am 01/17/2018 10:00 am Why Have A System (Session #1 of our 2 Day Boot Camp) The selling process can be a challenging undertaking, especially when one does not fully understand the nature of the relationship between buyers and sellers. In this session, we will define this relationship. The purpose is to give you the advantage by recognizing what you control and how to leverage such control. Please note, this registration is for the complimentary "Why Have a System" workshop and does not include the full 2-day Boot Camp. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Closing The Sale

Add to Calendar 01/19/2018 8:00 am 01/19/2018 9:30 am Sales Mastery-Closing The Sale The purpose of a presentation is to obtain a decision. The prospect’s commitment to making that decision must be obtained before you start your presentation. You will learn how to obtain that commitment, deliver a presentation consistent with the prospect’s priorities, obtain the buying decision and set the stage for additional business and referrals. You will understand how to close the sale and be aware of the potential roadblocks to achieving that objective. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-The Importance of Bonding & Building Rapport

Add to Calendar 01/19/2018 10:00 am 01/19/2018 12:00 pm Foundations-The Importance of Bonding & Building Rapport Apply specific Sandler technologies to the art of establishing an emotional bond and positive rapport with prospects. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-Behaving your Way out of a Funk

Add to Calendar 01/23/2018 8:00 am 01/23/2018 9:30 am Advanced Sales Mastery-Behaving your Way out of a Funk Often our greatest lessons come over years of learning from our mistakes and failures. Join us today as we talk about the impact that our Behaviors can have on our attitudes, and the ways that it is possible to “behave your way out of a funk.” You will walk away from this workshop with some specific behaviors and concepts that you can employ in your own cookbook. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Improving your BAT

Add to Calendar 01/23/2018 10:30 am 01/23/2018 12:00 pm Sales Mastery-Improving your BAT In this session, you will learn how success is the convergence of three core elements: Attitude, Behavior, and Technique. You’ll also discover how long-term success is dependent on the inextricable connection between these elements. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Why Have a System

Add to Calendar 01/23/2018 1:00 pm 01/23/2018 2:30 pm Sales Mastery-Why Have a System The selling process can be a challenging undertaking, especially when one does not fully understand the nature of the relationship between buyers and sellers. In this session, we will define this relationship. The purpose is to give you the advantage by recognizing what you control and how to leverage such control. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-Behaving your Way out of a Funk

Add to Calendar 01/23/2018 3:30 pm 01/23/2018 5:00 pm Advanced Sales Mastery-Behaving your Way out of a Funk Often our greatest lessons come over years of learning from our mistakes and failures. Join us today as we talk about the impact that our Behaviors can have on our attitudes, and the ways that it is possible to “behave your way out of a funk.” You will walk away from this workshop with some specific behaviors and concepts that you can employ in your own cookbook. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Budget and Decision

Add to Calendar 01/26/2018 8:00 am 01/26/2018 9:30 am Sales Mastery-Budget and Decision This workshop will cover the fundamentals of 2 very important steps in the Sandler system. All too often we don’t dig out the information we need to move the prospect forward, or we simply ignore the steps altogether. Then we wonder why the prospect stalls out or goes into hiding. Remember these 2 steps are qualifying the prospect. It’s part of your decision-making process. Either disqualify or qualify. Don’t drink the hopium.. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Elements and Terms of an Up-Front Contract

Add to Calendar 01/26/2018 10:00 am 01/26/2018 12:00 pm Foundations-Elements and Terms of an Up-Front Contract Take control of the sales process by applying this powerful technique to propel the sales effort forward. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-Body Language in the Sales Process

Add to Calendar 01/30/2018 8:00 am 01/30/2018 9:30 am Advanced Sales Mastery-Body Language in the Sales Process We know how important body language is, but do we really know what to look for in our prospects? Join us as we draw on some of the research available regarding the effects of body language in the sales process. We will uncover some of the silent but deadly body language mistakes in sales that close doors, not deals. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Breaking through your Comfort Zone

Add to Calendar 01/30/2018 10:30 am 01/30/2018 12:00 pm Sales Mastery-Breaking through your Comfort Zone David Sandler identified the connection between self-esteem and role performance. In this lesson, you will learn how your level of self-esteem creates a comfort zone of performance in your various roles. You will also learn how to break through your comfort zone and achieve greater levels of performance. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Bonding and Rapport

Add to Calendar 01/30/2018 1:00 pm 01/30/2018 2:30 pm Sales Mastery-Bonding and Rapport Join us as we explore how to connect meaningfully with your prospects, build rapport, avoid sending mixed messages, and ensure that you and your prospects are on the same page as you move through the development process. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-Body Language in the Sales Process

Add to Calendar 01/30/2018 3:30 pm 01/30/2018 5:00 pm Advanced Sales Mastery-Body Language in the Sales Process We know how important body language is, but do we really know what to look for in our prospects? Join us as we draw on some of the research available regarding the effects of body language in the sales process. We will uncover some of the silent but deadly body language mistakes in sales that close doors, not deals. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY