Advanced Sales Mastery-If I Could Just Do One Thing Better

Add to Calendar 07/03/2018 8:00 am 07/03/2018 9:30 am Advanced Sales Mastery-If I Could Just Do One Thing Better How would you finish that sentence? Chances are, it didn’t take long for that “one thing” to come to mind. The question is, what happens when you put it through the pain funnel? Join us as we ask ourselves the hard questions about what keeps us from doing that one thing better. Be ready to share so that you can receive beneficial insights and ideas from everyone in attendance. 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 07/03/2018 10:30 am 07/03/2018 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 07/03/2018 1:00 pm 07/03/2018 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

Sales Mastery-Questioning Strategies

Add to Calendar 07/06/2018 8:00 am 07/06/2018 9:30 am 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

Foundations-Questioning Strategies

Add to Calendar 07/06/2018 10:00 am 07/06/2018 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-Creating an Environment of Comfort and Posture in the Up-Front Contract

Add to Calendar 07/10/2018 8:00 am 07/10/2018 9:30 am Advanced Sales Mastery-Creating an Environment of Comfort and Posture in the Up-Front Contract If there is one element of the Sandler process that separates us from everything else out there it is the Up-Front Contract. Join us as we look at ways to foster comfort with our prospects while showing leadership at the same time. We will break the 5 segments of the UFC down and look at creating talk tracks for each piece so that they can be used in a conversational format. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Why have a System

Add to Calendar 07/10/2018 10:30 am 07/10/2018 12:00 pm 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. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Improving your BAT

Add to Calendar 07/10/2018 1:00 pm 07/10/2018 2:30 pm Sales Mastery-Improving your BAT In this session, you will learn how success is the convergence of three core elements: Attitude, Behavior, and Technique. You’ll also discover how long-term success is dependent on the inextricable connection between these elements. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Prospecting Motivators: 3 Tips for Leaving Your Competition Behind

Add to Calendar 07/13/2018 8:00 am 07/13/2018 9:30 am 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Uncovering the Budget & Identifying the Decision Making Process

Add to Calendar 07/13/2018 10:00 am 07/13/2018 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

Management-Stretching Your Team's Comfort Zone Bubble

Add to Calendar 07/16/2018 3:00 pm 07/16/2018 4:30 pm Management-Stretching Your Team's Comfort Zone Bubble A primary responsibility of every leader and manager is to expand his or her team’s comfort zones to create “new norms” and new results. If we all aren’t changing, we aren’t growing. We’ll look at specific strategies and tactics to help leaders stretch the comfort zone bubble of their people and avoid any unwanted “pop” The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-Budget and Decision for Your World

Add to Calendar 07/17/2018 8:00 am 07/17/2018 9:30 am Advanced Sales Mastery-Budget and Decision for Your World So, what are you trying to accomplish in these two qualifying steps of the system? For some, it may be obvious, and some may not be as much. Join us to review the core concepts and principles for Budget and Decision, and share the specific ways you use them in your world. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Bonding and Rapport

Add to Calendar 07/17/2018 10:30 am 07/17/2018 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

Sales Mastery-Breaking through your Comfort Zone

Add to Calendar 07/17/2018 1:00 pm 07/17/2018 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

Sales Mastery-PAIN

Add to Calendar 07/20/2018 8:00 am 07/20/2018 9:30 am 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.” 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Closing the Sale & Improving Your BAT-ting Average

Add to Calendar 07/20/2018 10:00 am 07/20/2018 12:00 pm Foundations-Closing the Sale & Improving Your BAT-ting Average Learn to consistently close, seal and reinforce sales by focusing on the prospect’s pain, budget and decision-making process. Then, take a hard look at your reflection in a behavioral mirror and adjust your attitudes, techniques and beliefs for heightened success. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-Transactional Analysis: Theory vs Practice

Add to Calendar 07/24/2018 8:00 am 07/24/2018 9:30 am Advanced Sales Mastery-Transactional Analysis: Theory vs Practice Transactional Analysis is a key component of understanding the Sandler Methodology. In this workshop, we will take a closer look at how Transactional Analysis can be used both for explaining behavior and as a tool to improve behavior. Join us as we uncover how this behavioral model can help us perform better when prospecting, selling, training, coaching, managing others, or managing ourselves. 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 07/24/2018 10:30 am 07/24/2018 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. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Creating a Prospecting Plan

Add to Calendar 07/24/2018 1:00 pm 07/24/2018 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-Curiosity Didn't Kill the Cat-It Won The Sale

Add to Calendar 07/27/2018 8:00 am 07/27/2018 9:30 am Advanced Sales Mastery-Curiosity Didn't Kill the Cat-It Won The Sale The next time a prospect or customer says or does something you don’t expect, disengage from the situation, set your initial emotional responses to one side… and get curious. Ask good questions about what’s behind what you just heard, and how best to move forward. The quality of your communication will improve – and so will your commission figures. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Prospecting Behavior

Add to Calendar 07/27/2018 10:00 am 07/27/2018 12:00 pm Foundations-Prospecting Behavior Identify the right mix of prospecting activities and an action plan to ensure a predictable and sustainable sales effort. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-Up-Front Contract and Post-Sell

Add to Calendar 07/31/2018 8:00 am 07/31/2018 9:30 am Advanced Sales Mastery-Up-Front Contract and Post-Sell The “Bookends” of the Sandler System are the Up Front Contract and Post Sell. While much of the Submarine is played like a Jazz Improv, these two compartments can and should become a group of talk tracks we can perform rolling out of bed at 2:00 AM. We can control how well we perform these two compartments. 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 07/31/2018 10:30 am 07/31/2018 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 07/31/2018 1:00 pm 07/31/2018 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