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Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
April 3rd, 2018
8:00 am - 9:30 am
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!
Location: 6660 Doubletree Ave. Columbus, OH 43229
April 3rd, 2018
10:30 am - 12:00 pm
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
April 3rd, 2018
1:00 pm - 2:30 pm
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
April 3rd, 2018
3:30 pm - 5:00 pm
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.
Location: 6660 Doubletree Ave. Columbus, OH 43229
April 6th, 2018
8:00 am - 9:30 am
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.
Location: 6660 Doubletree Ave. Columbus, OH 43229
April 6th, 2018
10:00 am - 12:00 pm
Take control of the sales process by applying this powerful technique to propel the sales effort forward.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
April 10th, 2018
8:00 am - 9:30 am
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
April 10th, 2018
10:30 am - 12:00 pm
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
April 10th, 2018
1:00 pm - 2:30 pm
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
April 10th, 2018
3:30 pm - 5:00 pm
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.
Location: 6660 Doubletree Ave. Columbus, OH 43229
April 13th, 2018
8:00 am - 9:30 am
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.
Location: 6660 Doubletree Ave. Columbus, OH 43229
April 13th, 2018
10:00 am - 12:00 pm
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
April 16th, 2018
3:00 pm - 4:30 pm
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
April 17th, 2018
8:00 am - 9:30 am
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
April 17th, 2018
10:30 am - 12:00 pm
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.”
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
April 17th, 2018
1:00 pm - 2:30 pm
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
April 17th, 2018
3:30 pm - 5:00 pm
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!
Location: 6660 Doubletree Ave. Columbus, OH 43229
April 20th, 2018
8:00 am - 9:30 am
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.
Location: 6660 Doubletree Ave. Columbus, OH 43229
April 20th, 2018
10:00 am - 12:00 pm
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
April 24th, 2018
8:00 am - 9:30 am
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
April 24th, 2018
10:30 am - 12:00 pm
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
April 24th, 2018
1:00 pm - 2:30 pm
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
April 24th, 2018
3:30 pm - 5:00 pm
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.
Location: 6660 Doubletree Ave. Columbus, OH 43229
April 27th, 2018
8:00 am - 9:30 am
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.
Location: 6660 Doubletree Ave. Columbus, OH 43229
April 27th, 2018
10:00 am - 12:00 pm
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.