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Location: 6660 Doubletree Ave. Columbus, OH 43229
November 3rd, 2017
8:00 am - 9:30 am
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: 6660 Doubletree Ave. Columbus, OH 43229
November 3rd, 2017
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
November 7th, 2017
8:00 am - 9:30 am
Prospects hide behind price while concealing their true reasons for buying. It is up to the salesperson to professionally lead the prospect through a value conversation. Otherwise, the real reason for buying remains a mystery. In this workshop, we will discuss how to move prospects away from price and into a value conversation. This allows the selling professional to not only close more business, but also capture margins as if their product were the only one on the market.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
November 7th, 2017
10:30 am - 12:00 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
November 7th, 2017
1:00 pm - 2:30 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
November 7th, 2017
3:30 pm - 5:00 pm
Prospects hide behind price while concealing their true reasons for buying. It is up to the salesperson to professionally lead the prospect through a value conversation. Otherwise, the real reason for buying remains a mystery. In this workshop, we will discuss how to move prospects away from price and into a value conversation. This allows the selling professional to not only close more business, but also capture margins as if their product were the only one on the market.
Location: 6660 Doubletree Ave. Columbus, OH 43229
November 10th, 2017
8:00 am - 9:30 am
That's a headline straight out of sales training boot camp, but it's true. There is a question most people want answered when they go to a sales training program or read one of the many sales how-to books; that question sounds like this, "Is there really one secret weapon or magic formula to make me better and increase my sales?" Wouldn't it be wonderful to find one ... so would winning the lottery, but not many do it. Join us for this workshop where we'll help you focus on what you, as the salesperson, can control.
Location: 6660 Doubletree Ave. Columbus, OH 43229
November 10th, 2017
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
November 14th, 2017
8:00 am - 9:30 am
Most markets are competitive and many prospects will push us for a lower price. Even within competitive markets, some sales professionals consistently achieve higher prices than others for their product or service. What differentiates those people that command a superior price? Winning at a premium is within our control - even in competitive markets where the competition is discounting. Join us to learn about the skill set and the mindset to sell and win at a premium.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
November 14th, 2017
10:30 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
November 14th, 2017
1:00 pm - 2:30 pm
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
November 14th, 2017
3:30 pm - 5:00 pm
Most markets are competitive and many prospects will push us for a lower price. Even within competitive markets, some sales professionals consistently achieve higher prices than others for their product or service. What differentiates those people that command a superior price? Winning at a premium is within our control - even in competitive markets where the competition is discounting. Join us to learn about the skill set and the mindset to sell and win at a premium.
Location: 6660 Doubletree Ave. Columbus, OH 43229
November 17th, 2017
8:00 am - 9:30 am
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: 6660 Doubletree Ave. Columbus, OH 43229
November 17th, 2017
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
November 20th, 2017
3:00 pm - 4:30 pm
Strategic coaching is the process of encouraging skillful planning and management of selling activities to accomplish goals. Tactical coaching works specifically to develop the salesperson’s application of competencies to the selling situation. With the coach’s guidance, the salesperson develops strategies and action plans for improved performance in specific areas. Executed properly, coaching is a collaborative effort conducted in a positive atmosphere that facilitates incremental and continuous growth.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
November 21st, 2017
8:00 am - 9:30 am
Our roadblocks are sneaky little ninjas that creep in to our plans, our goals, our calendars, our prospecting and/or our sales calls (and other parts of business and life). They are so good at disrupting our efforts because they have been trained by their leader “habit”, and they often carry a cloak of invisibility that makes them hard to see (but not impossible to identify).
The power of CHOICE is your main weapon. But many of us fumble with choice when trying to fight back because it’s hard to hit those fast moving and very strong, resilient pests. So let’s slow things down and improve our skills of choice. You know the path to be successful, let’s remove those roadblocks that appear on the road and have fewer distractions and a smoother, faster trip.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
November 21st, 2017
10:30 am - 12:00 pm
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
November 21st, 2017
1:00 pm - 2:30 pm
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
November 21st, 2017
3:30 pm - 5:00 pm
Our roadblocks are sneaky little ninjas that creep in to our plans, our goals, our calendars, our prospecting and/or our sales calls (and other parts of business and life). They are so good at disrupting our efforts because they have been trained by their leader “habit”, and they often carry a cloak of invisibility that makes them hard to see (but not impossible to identify).
The power of CHOICE is your main weapon. But many of us fumble with choice when trying to fight back because it’s hard to hit those fast moving and very strong, resilient pests. So let’s slow things down and improve our skills of choice. You know the path to be successful, let’s remove those roadblocks that appear on the road and have fewer distractions and a smoother, faster trip.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
November 28th, 2017
8:00 am - 9:30 am
Is that the standard response you get when you ask for referrals? Do you ask yourself: Is it me? Am I not delivering the highest quality product? Why don’t my clients refer me? What am I doing wrong? How do I start getting good, consistent referrals?
The answer is that it is you! You don’t have a proven repeatable process that makes it easy for clients to give you great referrals! Join us for this workshop where we will discuss a proven referral process. You will learn how to effectively and consistently get the quality referrals you want and deserve!
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
November 28th, 2017
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
November 28th, 2017
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
November 28th, 2017
3:30 pm - 5:00 pm
Is that the standard response you get when you ask for referrals? Do you ask yourself: Is it me? Am I not delivering the highest quality product? Why don’t my clients refer me? What am I doing wrong? How do I start getting good, consistent referrals?
The answer is that it is you! You don’t have a proven repeatable process that makes it easy for clients to give you great referrals! Join us for this workshop where we will discuss a proven referral process. You will learn how to effectively and consistently get the quality referrals you want and deserve!