The Ruby Group
Training & Event Calendar
Be the Best You Can Be ...
Discover our sales and training development calendar, your gateway to professional growth. Access the schedule with our online search tool or grab a copy of our 2024 2nd Quarter Training Catalog. Explore a diverse range of sales courses and workshops designed for emerging or veteran sales professionals and sales leaders.
For more info: 330-929-9449 • therubygroup@sandler.com
Event Listings for March 27th, 2018
Advanced Sales Mastery-How to Succeed at Client Retention
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03/27/2018 8:00 am
03/27/2018 9:30 am
Advanced Sales Mastery-How to Succeed at Client Retention
Client retention should be an organizational issue. It’s not a single act. The reason that this is so important is because between 68% and 80% of orders in any given year will come from existing customers. If we fail to look after those customers, nurture them, respect them, and constantly work to earn the right to their business, then those clients will respond by voting with their feet. Join us as we discuss the importance of intentional client retention strategies.
The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
mcaruso@sandler.com
MM/DD/YYYY
8:00 am - 9:30 am
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
Client retention should be an organizational issue. It’s not a single act. The reason that this is so important is because between 68% and 80% of orders in any given year will come from existing customers. If we fail to look after those customers, nurture them, respect them, and constantly work to earn the right to their business, then those clients will respond by voting with their feet. Join us as we discuss the importance of intentional client retention strategies.
Sales Mastery-Bonding and Rapport
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03/27/2018 10:30 am
03/27/2018 12:00 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
10:30 am - 12:00 pm
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
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.
Sales Mastery-Breaking through your Comfort Zone
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03/27/2018 1:00 pm
03/27/2018 2:30 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
1:00 pm - 2:30 pm
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
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.
Advanced Sales Mastery-To Propose or Not to Propose, That is the Question
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03/27/2018 3:30 pm
03/27/2018 5:00 pm
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$D in “their language” and addressing their key decision elements.
If you’re not at 100%, it’s possible you had the deal already closed and you didn’t know it and the proposal gave them time to undo their decision; you were left guessing about some of the elements in the proposal (and you guessed wrong); you never had the business and you didn’t know it (they needed a way to reject you that made them comfortable); or you got trapped in selling through an intermediary.
Join us as we explore ways to execute more effective fulfillment steps.
The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
mcaruso@sandler.com
MM/DD/YYYY
3:30 pm - 5:00 pm
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
So we know the Sandler magic questions are “What do you need to see or hear to be comfortable enough to get started?” And the follow up question “And what else?” When the answer is “write me a proposal”, what is your closing ratio? If it’s 100%, you likely did a good “presentation” during the sales call and you have learned to write a proposal using P$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.