Advanced Sales Mastery-To Propose or Not to Propose, That is the Question

Add to Calendar 03/13/2018 8:00 am 03/13/2018 9:30 am Advanced Sales Mastery-To Propose or Not to Propose, That is the Question So we know the Sandler magic questions are “What do you need to see or hear to be comfortable enough to get started?” And the follow up question “And what else?” When the answer is “write me a proposal”, what is your closing ratio? If it’s 100%, you likely did a good “presentation” during the sales call and you have learned to write a proposal using P$D in “their language” and addressing their key decision elements. If you’re not at 100%, it’s possible you had the deal already closed and you didn’t know it and the proposal gave them time to undo their decision; you were left guessing about some of the elements in the proposal (and you guessed wrong); you never had the business and you didn’t know it (they needed a way to reject you that made them comfortable); or you got trapped in selling through an intermediary. Join us as we explore ways to execute more effective fulfillment steps. 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 03/13/2018 10:30 am 03/13/2018 12:00 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

Sales Mastery-Closing the Sale

Add to Calendar 03/13/2018 1:00 pm 03/13/2018 2:30 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

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

Add to Calendar 03/13/2018 3:30 pm 03/13/2018 5:00 pm 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