Advanced Sales Mastery-Negative Reverse Selling®: The Ultimate Truth Detector

Add to Calendar 04/03/2018 8:00 am 04/03/2018 9:30 am Advanced Sales Mastery-Negative Reverse Selling®: The Ultimate Truth Detector Learning proper use of the negative reverse technique requires awareness, patience and lots of practice. Staying with the prospect as they move on the negative reverse clock is a lot like riding a swinging pendulum, and requires a deep understanding of most of the Sandler Rules. Misuse can be manipulative and can blow up a deal quickly. Come learn how to have the right mindset and how to identify key moments in a sales call to find the truth and close more sales! 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 04/03/2018 10:30 am 04/03/2018 12:00 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Creating a Prospecting Plan

Add to Calendar 04/03/2018 1:00 pm 04/03/2018 2:30 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

Advanced Sales Mastery-Improving your Sandler B-A-T By asking Better Questions

Add to Calendar 04/03/2018 3:30 pm 04/03/2018 5:00 pm Advanced Sales Mastery-Improving your Sandler B-A-T By asking Better Questions BAT encompasses everything we do in Sandler. One Behavior that we must master in order to schedule and conduct productive sales appointments is asking effective questions. What's your Attitude towards drilling a prospect with questions? Are your questioning Techniques helping you close sales? Sometimes the difference between a "Think-it-over" and a "Yes, here's my credit card" is just a few effective questions. Join us as we explore Sandler questioning strategies that will improve your sales effectiveness. 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 04/06/2018 8:00 am 04/06/2018 9:30 am 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Elements and Terms of an Up-Front Contract

Add to Calendar 04/06/2018 10:00 am 04/06/2018 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-Conflict Resolution the Sandler Way

Add to Calendar 04/10/2018 8:00 am 04/10/2018 9:30 am Advanced Sales Mastery-Conflict Resolution the Sandler Way Is your life DRAMA-FREE? Do all your interactions, even with difficult people, flow gently, like a peaceful babbling brook? Do those around you leave you feeling energized, positive and loved? Do you do the same for them? Then this workshop might not be for you. For everybody else, join us as we dive into a mix of Sandler tools that we can use to lower the drama level in our lives and bring peace and harmony to our relationships - business, personal, and family. 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 04/10/2018 10:30 am 04/10/2018 12:00 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

Sales Mastery-Making the Prospecting Call

Add to Calendar 04/10/2018 1:00 pm 04/10/2018 2:30 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

Advanced Sales Mastery-How to Succeed at Client Retention

Add to Calendar 04/10/2018 3:30 pm 04/10/2018 5:00 pm 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

Sales Mastery-How to Succeed at Selling in Manufacturing and Logistics

Add to Calendar 04/13/2018 8:00 am 04/13/2018 9:30 am Sales Mastery-How to Succeed at Selling in Manufacturing and Logistics Our very own Mike Jones and Ken Guest have recently co-authored Selling in Manufacturing and Logistics. You will benefit from their expertise as we explore best practices for those industries. In this session, you will learn how to avoid wasting time in the bid process or responding to RFPs that you have no chance of winning. Join us to learn how to find, pursue, and close the most profitable deals of your career. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Identifying Reasons for Doing Business (PAIN)

Add to Calendar 04/13/2018 10:00 am 04/13/2018 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

Management-Building Trust in the Workplace

Add to Calendar 04/16/2018 3:00 pm 04/16/2018 4:30 pm Management-Building Trust in the Workplace Trust is the fuel needed for relationships, decisions and business's to operate at maximum capacity. Wherever there is a lack of trust or suspicion, speed immediately decreases and costs rise. We will explore how a lack of trust could be affecting your business, your employees, your customers and your suppliers. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-A Winner has Options

Add to Calendar 04/17/2018 8:00 am 04/17/2018 9:30 am Advanced Sales Mastery-A Winner has Options Struggling with applying sales know-how? Do your sales calls take different twists? Do you find yourself blindsided by something your prospect or customer said or did? These are all bumps in the road that sales people face daily. In an ideal world, we are masters of our craft and calls always go as planned. However, in the real world, we will be confronted with exceptions, regardless of how well we have prepared. Join us as we share some ideas on how to smooth out the bumps and break through these situations to reach a higher level of comfort and success. 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 04/17/2018 10:30 am 04/17/2018 12:00 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

Sales Mastery-Negative Reverse Selling

Add to Calendar 04/17/2018 1:00 pm 04/17/2018 2:30 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

Advanced Sales Mastery-Negative Reversing Selling®: The Ultimate Truth Detector

Add to Calendar 04/17/2018 3:30 pm 04/17/2018 5:00 pm Advanced Sales Mastery-Negative Reversing Selling®: The Ultimate Truth Detector Learning proper use of the negative reverse technique requires awareness, patience and lots of practice. Staying with the prospect as they move on the negative reverse clock is a lot like riding a swinging pendulum, and requires a deep understanding of most of the Sandler Rules. Misuse can be manipulative and can blow up a deal quickly. Come learn how to have the right mindset and how to identify key moments in a sales call to find the truth and close more sales! 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 04/20/2018 8:00 am 04/20/2018 9:30 am 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Questioning Strategies

Add to Calendar 04/20/2018 10:00 am 04/20/2018 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-Good Vibes: Do Your Interactions Strain or Strengthen Relationships?

Add to Calendar 04/24/2018 8:00 am 04/24/2018 9:30 am Advanced Sales Mastery-Good Vibes: Do Your Interactions Strain or Strengthen Relationships? Do you energize people around you ... or do you DRAIN them? If you give off energy in an encounter with another human being, they're likely to want to re-engage. Otherwise....no rapport, no sale, no dough. Join us as we look at what we do to create rapport and what we do to destroy it. From the simple to the complex, we'll explore the tools and tactics available to us to create better rapport in a sales situation. 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 04/24/2018 10:30 am 04/24/2018 12:00 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

Sales Mastery-Applying Transactional Analysis in Sales

Add to Calendar 04/24/2018 1:00 pm 04/24/2018 2:30 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

Advanced Sales Mastery-Conflict Resolution the Sandler Way

Add to Calendar 04/24/2018 3:30 pm 04/24/2018 5:00 pm Advanced Sales Mastery-Conflict Resolution the Sandler Way Is your life DRAMA-FREE? Do all your interactions, even with difficult people, flow gently, like a peaceful babbling brook? Do those around you leave you feeling energized, positive and loved? Do you do the same for them? Then this workshop might not be for you. For everybody else, join us as we dive into a mix of Sandler tools that we can use to lower the drama level in our lives and bring peace and harmony to our relationships - business, personal, and family. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Conflict Resolution the Sandler Way

Add to Calendar 04/27/2018 8:00 am 04/27/2018 9:30 am Sales Mastery-Conflict Resolution the Sandler Way Is your life DRAMA-FREE? Do all your interactions, even with difficult people, flow gently, like a peaceful babbling brook? Do those around you leave you feeling energized, positive and loved? Do you do the same for them? Then this workshop might not be for you. For everybody else, join us as we dive into a mix of Sandler tools that we can use to lower the drama level in our lives and bring peace and harmony to our relationships - business, personal, and family. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Uncovering the Budget & Identifying the Decision Making Process

Add to Calendar 04/27/2018 10:00 am 04/27/2018 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