Sales Mastery-Budget

Add to Calendar 08/03/2018 8:00 am 08/03/2018 9:30 am Sales Mastery-Budget TBA 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-Have you Got Your Talk Tracks Down?

Add to Calendar 08/07/2018 8:00 am 08/07/2018 9:30 am Advanced Sales Mastery-Have you Got Your Talk Tracks Down? After this year’s Client Summit, a David Mattson principle has begun to take hold: Get Your Talk Tracks Down! You know you need a couple 30/60 Second Commercials. You need two First Sales Call Up Front Contracts: one for direct conversation with the real decision maker, and one when you are talking to a non-key decision maker. What is your opening to start a Sales interview? What is your opening to start a first contact phone conversation? What’s your mini Up-Front Contract on a first contact phone conversation? If you don’t have yours rock solid, let us help. If you do have it down, come share to help your peers. 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 08/07/2018 10:30 am 08/07/2018 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 08/07/2018 1:00 pm 08/07/2018 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-Have You Got Your Talk Tracks Down?

Add to Calendar 08/10/2018 8:00 am 08/10/2018 9:30 am Advanced Sales Mastery-Have You Got Your Talk Tracks Down? After this year’s Client Summit, a David Mattson principle has begun to take hold: Get Your Talk Tracks Down! You know you need a couple 30/60 Second Commercials. You need two First Sales Call Up Front Contracts: one for direct conversation with the real decision maker, and one when you are talking to a non-key decision maker. What is your opening to start a Sales interview? What is your opening to start a first contact phone conversation? What’s your mini Up-Front Contract on a first contact phone conversation? If you don’t have yours rock solid, let us help. If you do have it down, come share to help your peers. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Why Have a System

Add to Calendar 08/10/2018 10:00 am 08/10/2018 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-Curiosity Didn't Kill the Cat-It Won The Sale

Add to Calendar 08/14/2018 8:00 am 08/14/2018 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. 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 08/14/2018 10:30 am 08/14/2018 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 08/14/2018 1:00 pm 08/14/2018 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

Sales Mastery-Decision

Add to Calendar 08/17/2018 8:00 am 08/17/2018 9:30 am 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-The Importance of Bonding & Building Rapport

Add to Calendar 08/17/2018 10:00 am 08/17/2018 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

Management-Winning from Failing

Add to Calendar 08/20/2018 3:00 pm 08/20/2018 4:30 pm Management-Winning from Failing “To err is human” and “you live and you learn”, right? But failure and mistakes still don’t feel like an awesome learning opportunity. Many salespeople live and act in ways to prevent any mistakes — reducing risk, protecting comfort zones and hiding in boxes. We will explore nine powerful lessons learned from embracing failures, mistakes, screw ups and shortcomings that every manager should know & leverage to accelerate sales team growth! The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-Do You Lose Your Voice On a Prospecting Call

Add to Calendar 08/21/2018 8:00 am 08/21/2018 9:30 am Advanced Sales Mastery-Do You Lose Your Voice On a Prospecting Call It happens all the time - we write out the perfect script for a prospecting call, practice it, role play it, modify it, practice it again......and finally when we have the words perfectly tuned, we pick up the phone, dial and miraculously get through to the prospect. Then....WE LOSE OUR VOICE....and we say our perfect words with the tonality of a three-day old glass of club soda. A prospect will never be more excited or engaged in your phone call than you are. After all, you get back what you give off. If you're tired of losing your voice on a prospecting call, join us as we discuss how to be yourself and how to use your own voice on a prospecting call. 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 08/21/2018 10:30 am 08/21/2018 12:00 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

Sales Mastery-Setting Goals

Add to Calendar 08/21/2018 1:00 pm 08/21/2018 2:30 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

Advanced Sales Mastery-Transactional Analysis: Theory Vs. Practice

Add to Calendar 08/24/2018 8:00 am 08/24/2018 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Elements and Terms of an Up-Front Contract

Add to Calendar 08/24/2018 10:00 am 08/24/2018 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-Graduating Towards Breakthroughs With Math

Add to Calendar 08/28/2018 8:00 am 08/28/2018 9:30 am Advanced Sales Mastery-Graduating Towards Breakthroughs With Math Too often in our journey towards growth, we fail to set measurable criterion. Using the Sandler Success Triangle and simple mathematics to develop graduated benchmarks, we will demonstrate how to combat the adage “If you aim at nothing you are bound to hit it." 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 08/28/2018 10:30 am 08/28/2018 12:00 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-Formula for Success

Add to Calendar 08/28/2018 1:00 pm 08/28/2018 2:30 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

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

Add to Calendar 08/29/2018 8:00 am 08/29/2018 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

Advanced Sales Mastery-Analyzing Your Key Competitors

Add to Calendar 08/31/2018 8:00 am 08/31/2018 9:30 am Advanced Sales Mastery-Analyzing Your Key Competitors “In the dark of the night, every cat’s a leopard.” This old Indian saying provides great insight into enterprise selling, because it reminds us how important it is to identify the information that matters most about our key competitors… We must know them, prioritize them, and account for them. That means conducting a truly effective, and customized, competitive analysis. Unfortunately, most research sales teams do in this area falls far short of the mark. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Identifying Reasons for Doing Business (PAIN)

Add to Calendar 08/31/2018 10:00 am 08/31/2018 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