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Location: 6660 Doubletree Ave. Columbus, OH 43229
August 3rd, 2018
8:00 am - 9:30 am
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
August 7th, 2018
8:00 am - 9:30 am
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
August 7th, 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
August 7th, 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: 6660 Doubletree Ave. Columbus, OH 43229
August 10th, 2018
8:00 am - 9:30 am
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.
Location: 6660 Doubletree Ave. Columbus, OH 43229
August 10th, 2018
10:00 am - 12:00 pm
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
August 14th, 2018
8:00 am - 9:30 am
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
August 14th, 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
August 14th, 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: 6660 Doubletree Ave. Columbus, OH 43229
August 17th, 2018
8:00 am - 9:30 am
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.
Location: 6660 Doubletree Ave. Columbus, OH 43229
August 17th, 2018
10:00 am - 12:00 pm
Apply specific Sandler technologies to the art of establishing an emotional bond and positive rapport with prospects.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
August 20th, 2018
3:00 pm - 4:30 pm
“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!
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
August 21st, 2018
8:00 am - 9:30 am
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
August 21st, 2018
10:30 am - 12:00 pm
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
August 21st, 2018
1:00 pm - 2:30 pm
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.
Location: 6660 Doubletree Ave. Columbus, OH 43229
August 24th, 2018
8:00 am - 9:30 am
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.
Location: 6660 Doubletree Ave. Columbus, OH 43229
August 24th, 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
August 28th, 2018
8:00 am - 9:30 am
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."
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
August 28th, 2018
10:30 am - 12:00 pm
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
August 28th, 2018
1:00 pm - 2:30 pm
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
August 29th, 2018
8:00 am - 10:00 am
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.
Location: 6660 Doubletree Ave. Columbus, OH 43229
August 31st, 2018
8:00 am - 9:30 am
“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.
Location: 6660 Doubletree Ave. Columbus, OH 43229
August 31st, 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.