Sales Mastery-Improving your BAT

Add to Calendar 02/02/2018 8:00 am 02/02/2018 9:30 am 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Identifying Reasons for Doing Business (PAIN)

Add to Calendar 02/02/2018 10:00 am 02/02/2018 12:00 pm Foundations-Identifying Reasons for Doing Business (PAIN) To sell a prospect, you must first know his or her “pain.” Learn the high-powered qualifying/questioning process needed to probe for true buyer motivations. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-Using DISC to Better Communicate, Lead, and Sell

Add to Calendar 02/06/2018 8:00 am 02/06/2018 9:30 am Advanced Sales Mastery-Using DISC to Better Communicate, Lead, and Sell By learning your preferred style and learning to identify the styles of others, you can begin to adapt your behavior to match the styles and better communicate, lead and sell. DISC is regularly used in Sandler Training help salespeople better communicate with prospects, but it can also be used in team building, hiring processes, and leadership development. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Creating a Prospecting Plan

Add to Calendar 02/06/2018 10:30 am 02/06/2018 12:00 pm Sales Mastery-Creating a Prospecting Plan Join us to learn the importance of developing personal financial goals and the part they play in providing motivation and focus for prospecting goals. We will examine different prospecting methods and their effectiveness and use that information to determine the best mix for your individual situation. Finally, we will explore methods for tracking your activities and results so you can manage your behavior and remain on track to accomplish your goals. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Up-Front Contracts

Add to Calendar 02/06/2018 1:00 pm 02/06/2018 2:30 pm Sales Mastery-Up-Front Contracts It’s difficult to achieve a win/win outcome unless all parties agree to the outcome they seek. That’s why up-front contracts are a strategic element of the Sandler selling system. In this lesson, we will take a closer look at the purpose and benefits of developing strong up-front contracts at various stages of the selling process. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-Are SMART Goals Always Smart?

Add to Calendar 02/06/2018 3:30 pm 02/06/2018 5:00 pm Advanced Sales Mastery-Are SMART Goals Always Smart? On the surface, setting SMART goals appears to be the smart thing to do. By setting realistic goals that are doable, we avoid setting ourselves up for failure and, in theory, create a framework for goal accomplishment that is inherently motivating—the accomplishment of each step energizing us to take the next step. But, SMART goals also have a potential drawback. SMART goals tend to keep you in your comfort zone. You may set goals that require you to stretch a bit, but you won’t set goals that require you to stretch too far. Join us as we talk about the filters that we put on our goals, and leaving room for some DUMB goals along the way. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

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

Add to Calendar 02/09/2018 8:00 am 02/09/2018 9:30 am 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Questioning Strategies

Add to Calendar 02/09/2018 10:00 am 02/09/2018 12:00 pm Foundations-Questioning Strategies Through effective questioning techniques such as “Reversing,” learn to vastly improve your information gathering ability and gain greater understanding of your prospects as you help them discover their selling skills needs. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-Emotional Intelligence

Add to Calendar 02/13/2018 8:00 am 02/13/2018 9:30 am Advanced Sales Mastery-Emotional Intelligence Everyone has feelings – all the time. What are yours? Not just the obvious ones, but the ones hiding in the background. Do they help you or do they hurt you? Do you sabotage yourself when you are in sales call or do you go where few sales professionals can take a conversation and thus get the result few others can get? In this talk, we will discuss emotional intelligence and how it contributes both positively and negatively in the sales success of our clients and ourselves. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Making the Prospecting Call

Add to Calendar 02/13/2018 10:30 am 02/13/2018 12:00 pm Sales Mastery-Making the Prospecting Call Learn how to identify and comfortably connect with your ideal prospect in a meaningful manner, create a concise and relevant 30-second commercial, develop an engaging prospecting script and start by engaging with assistants and other gatekeepers. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Questioning Strategies

Add to Calendar 02/13/2018 1:00 pm 02/13/2018 2:30 pm Sales Mastery-Questioning Strategies In this session, you will learn specific questioning strategies to decode prospects’ explanations, statements, and wishy-washy responses. You will learn how to clarify the prospect’s intentions and how to figure out if the prospect is objecting or just reporting. Additionally, we will discuss how to control the direction of the conversation and keep conversations focused and on topic. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-I Can't Think of Anyone, but...

Add to Calendar 02/13/2018 3:30 pm 02/13/2018 5:00 pm Advanced Sales Mastery-I Can't Think of Anyone, but... Is that the standard response you get when you ask for referrals? Do you ask yourself: Is it me? Am I not delivering the highest quality product? Why don’t my clients refer me? What am I doing wrong? How do I start getting good, consistent referrals? The answer is that it is you! You don’t have a proven repeatable process that makes it easy for clients to give you great referrals! Join us for this workshop where we will discuss a proven referral process. You will learn how to effectively and consistently get the quality referrals you want and deserve! 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 02/16/2018 8:00 am 02/16/2018 9:30 am 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Uncovering the Budget & Identifying the Decision Making Process

Add to Calendar 02/16/2018 10:00 am 02/16/2018 12:00 pm Foundations-Uncovering the Budget & Identifying the Decision Making Process Uncover the budgetary constraints that underlie every sales situation and learn how your prospect’s organization makes its decisions, as well as how to spot, remove or avoid roadblocks. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Management-Interviewing

Add to Calendar 02/19/2018 3:00 pm 02/19/2018 4:30 pm Management-Interviewing Join us to learn the stages of the interview process and how to conduct each of them. This session will show how to become a better interviewer by using the SEARCH model and interviewing techniques based upon basic Sandler principles to improve on the type and accuracy of information gathered. Inventories, profiles, and other measures are introduced as resources to augment the interview process. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-The Conversation in your Head about Cold Calling

Add to Calendar 02/20/2018 8:00 am 02/20/2018 9:30 am Advanced Sales Mastery-The Conversation in your Head about Cold Calling Before you pick up the phone and while you are on the phone there is an intense and complicated conversation in your head about you, the person you are speaking with and the call itself. Your convictions about this conversation in your head have more to do with the success of the call than what you say on the phone. This session is about that conversation inside your head. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Negative Reverse Selling

Add to Calendar 02/20/2018 10:30 am 02/20/2018 12:00 pm Sales Mastery-Negative Reverse Selling Negative Reverse Selling is the strategy of exhibiting to your prospects a behavior opposite to what they have come to expect. In this session, you will learn how this strategy prevents you from looking and acting like the stereotypical salesperson, which in turn, gives you a slight edge over other salespeople and can mean the difference between closing the sale and not closing it. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-PAIN

Add to Calendar 02/20/2018 1:00 pm 02/20/2018 2:30 pm Sales Mastery-PAIN In this session, 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.” The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-Using DISC to Better Communicate, Lead, and Sell

Add to Calendar 02/20/2018 3:30 pm 02/20/2018 5:00 pm Advanced Sales Mastery-Using DISC to Better Communicate, Lead, and Sell By learning your preferred style and learning to identify the styles of others, you can begin to adapt your behavior to match the styles and better communicate, lead and sell. DISC is regularly used in Sandler Training help salespeople better communicate with prospects, but it can also be used in team building, hiring processes, and leadership development. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Behaving your Way out of a Funk

Add to Calendar 02/23/2018 8:00 am 02/23/2018 9:30 am 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Closing the Sale & Improving Your BAT-ting Average

Add to Calendar 02/23/2018 10:00 am 02/23/2018 12:00 pm Foundations-Closing the Sale & Improving Your BAT-ting Average Learn to consistently close, seal and reinforce sales by focusing on the prospect’s pain, budget and decision-making process. Then, take a hard look at your reflection in a behavioral mirror and adjust your attitudes, techniques and beliefs for heightened success. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-Sell More Easily with a Collaborative Fulfillment Process

Add to Calendar 02/27/2018 8:00 am 02/27/2018 9:30 am Advanced Sales Mastery-Sell More Easily with a Collaborative Fulfillment Process The prospect is engaged and wants to pursue a solution, yet you know they have some biases affecting their decision making. Or perhaps you will be engaging other influencers with differing agendas and motivations. So how do you prepare a winning solution? Don’t make a “best guess,” build it together. In this session, we will share the keys to making it work for everyone. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Applying Transactional Analysis in Sales

Add to Calendar 02/27/2018 10:30 am 02/27/2018 12:00 pm Sales Mastery-Applying Transactional Analysis in Sales In this session, you will learn about Transactional Analysis (TA), the theory of psychology on which the Sandler Selling System is based. You will discover how patterns of behavior influence people’s motivation and the ultimate buying decisions they make. You will learn about ego states, how they develop and how they affect your selling success. Also, you will determine which ego state is governing your behavior when dealing with prospects and whether that behavior is the most effective. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Budget

Add to Calendar 02/27/2018 1:00 pm 02/27/2018 2:30 pm Sales Mastery-Budget Join us to understand the underlying reasons why some salespeople are uncomfortable discussing money matters. After this session, you will know how to uncover a prospect’s budget expectations and limitations. You will learn how to use special questioning techniques to uncover the prospect’s budget that’s available to invest in their product or service. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-Emotional Intelligence

Add to Calendar 02/27/2018 3:30 pm 02/27/2018 5:00 pm Advanced Sales Mastery-Emotional Intelligence Everyone has feelings – all the time. What are yours? Not just the obvious ones, but the ones hiding in the background. Do they help you or do they hurt you? Do you sabotage yourself when you are in sales call or do you go where few sales professionals can take a conversation and thus get the result few others can get? In this talk, we will discuss emotional intelligence and how it contributes both positively and negatively in the sales success of our clients and ourselves. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY