Sales Mastery-Why Have a System

Add to Calendar 06/01/2018 8:00 am 06/01/2018 9:30 am Sales Mastery-Why Have a System The selling process can be a challenging undertaking, especially when one does not fully understand the nature of the relationship between buyers and sellers. In this session, we will define this relationship. The purpose is to give you the advantage by recognizing what you control and how to leverage such control. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Why Have a System

Add to Calendar 06/01/2018 10:00 am 06/01/2018 12:00 pm Foundations-Why Have a System The selling process can be a challenging undertaking, especially when one does not fully understand the nature of the relationship between buyers and sellers. In this session, we will define this relationship. The purpose is to give you the advantage by recognizing what you control and how to leverage such control. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-Prospecting Motivators

Add to Calendar 06/05/2018 8:00 am 06/05/2018 9:30 am Advanced Sales Mastery-Prospecting Motivators 3 Tips for Leaving Your Competition Behind-In this session, we will show you how to perceive client conversations to scan for new possibilities, instead of going for the routine exchange. You will be Introduced to new mechanisms that will make your questioning technique feel fresh to you and inspire you to act more boldly. 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 06/05/2018 10:30 am 06/05/2018 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 06/05/2018 1:00 pm 06/05/2018 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

Sales Mastery-A Winner has Options

Add to Calendar 06/08/2018 8:00 am 06/08/2018 9:30 am 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-The Importance of Bonding & Building Rapport

Add to Calendar 06/08/2018 10:00 am 06/08/2018 12:00 pm Foundations-The Importance of Bonding & Building Rapport Apply specific Sandler technologies to the art of establishing an emotional bond and positive rapport with prospects. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-How to Succeed at Using Third Party Stories

Add to Calendar 06/12/2018 8:00 am 06/12/2018 9:30 am Advanced Sales Mastery-How to Succeed at Using Third Party Stories Third party stories have immense value, and not just for sales professionals. A well-crafted third-party story communicates expertise and takes the pressure off the sales meeting. We will look at some simple elements to include in your third-party stories to make them more effective. If you have been wanting to strengthen your use of Third Party Stories, join us for this engaging workshop. 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 06/12/2018 10:30 am 06/12/2018 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 06/12/2018 1:00 pm 06/12/2018 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

Management-The Heart of Tactical Coaching

Add to Calendar 06/18/2018 3:00 pm 06/18/2018 4:30 pm Management-The Heart of Tactical Coaching Only 2% of salespeople have a clearly defined objective for the call. 97% of salespeople in one study believed they ran an above average sales call. Come to this session and learn the methodologies to take your coaching skills to the next level and become a resource to help your people overachieve what they thought possible. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-Salespeople: Dig Deeper … With Reversing

Add to Calendar 06/19/2018 8:00 am 06/19/2018 9:30 am Advanced Sales Mastery-Salespeople: Dig Deeper … With Reversing When prospects ask you a question, use wishy-washy words, try to mislead you, or use smokescreen tactics, wouldn’t it be nice if you knew for sure what their true intention was? David Sandler developed a tool to help the salesperson accomplish exactly this. It’s called reversing. 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 06/19/2018 10:30 am 06/19/2018 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 06/19/2018 1:00 pm 06/19/2018 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

Sales Mastery-Trust, Transparency and Truth

Add to Calendar 06/22/2018 8:00 am 06/22/2018 9:30 am Sales Mastery-Trust, Transparency and Truth Imagine a sales call in which you rapidly create trust, leading to transparency and the truth. Most sales calls are stifled by just the opposite – an innate lack of trust on the part of the prospect. It’s typically the very logical approach of the salesperson, an effort to rapidly move the process from “Hello” to “Sold,” that leads to the prospect’s skepticism and distrust. Few salespeople know how trust really works. Even fewer understand the subconscious dynamics of rapport-building. Transparency gained is truth earned. In this session, let’s use our imaginations to connect the power of trust, transparency, and truth, a connection that will take us everywhere in our sales calls. Ready for some new insights? 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Elements and Terms of an Up-Front Contract

Add to Calendar 06/22/2018 10:00 am 06/22/2018 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-Parent-Adult-Child? … Who’s in my Submarine, and, where are they hiding?

Add to Calendar 06/26/2018 8:00 am 06/26/2018 9:30 am Advanced Sales Mastery-Parent-Adult-Child? … Who’s in my Submarine, and, where are they hiding? People buy emotionally; they only make decisions intellectually. Understanding Transactional Analysis is critical to effectively implementing the Sandler Selling System. Join us as we breakdown the ego state transitions necessary for both the sales professional and the prospect as you move forward in the submarine. Failing to transition these ego states in any submarine compartment could sink your sub. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Setting Goals

Add to Calendar 06/26/2018 10:30 am 06/26/2018 12:00 pm Sales Mastery-Setting Goals Join us to identify your personal life goals, determine what you need to do to achieve those goals. Additionally, make a plan to track your progress and fine-tune the plan. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Decision

Add to Calendar 06/26/2018 1:00 pm 06/26/2018 2:30 pm Sales Mastery-Decision The objective of the Decision Step in the Sandler Selling System is to identify the prospect’s decision-making process. Understanding the process will ensure that you access the real decision makers and can successfully conclude your sale. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Why Have A System (Session #1 of our 2 Day Boot Camp)

Add to Calendar 06/27/2018 8:00 am 06/27/2018 10:00 am Why Have A System (Session #1 of our 2 Day Boot Camp) The selling process can be a challenging undertaking, especially when one does not fully understand the nature of the relationship between buyers and sellers. In this session, we will define this relationship. The purpose is to give you the advantage by recognizing what you control and how to leverage such control. Please note, this registration is for the complimentary "Why Have a System" workshop and does not include the full 2-day Boot Camp. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Six Selling Certainties

Add to Calendar 06/29/2018 8:00 am 06/29/2018 9:30 am Sales Mastery-Six Selling Certainties Every sales situation is replete with variables and unknowns, and an emphasis on these murky elements can easily overwhelm even the most seasoned sales person. That’s why we would rather focus on what we have found to be consistently true in sales, knowing that this will bring clarity and confidence. Join us for this workshop as we look at some truisms such as “When a prospect says, ‘Money’s no problem,’ it will always end up being one” and “If you allow a prospect to ‘think it over’ after a presentation, you’ll be the only one doing any thinking.” You won’t want to miss this conversation! 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Identifying Reasons for Doing Business (PAIN)

Add to Calendar 06/29/2018 10:00 am 06/29/2018 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