Identifying Reasons for Doing Business (PAIN)-Foundations

Add to Calendar 02/01/2016 8:00 am 02/01/2016 10:00 am Identifying Reasons for Doing Business (PAIN)-Foundations 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. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Intermediate President's Club

Add to Calendar 02/01/2016 11:00 am 02/01/2016 12:00 pm Intermediate President's Club TBA The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

The 2%- Advanced President's Club

Add to Calendar 02/02/2016 8:00 am 02/02/2016 9:30 am The 2%- Advanced President's Club In order be at the top of your professional career, you will need to focus on three areas for your continued growth and improvement: attitude, behavior and technique. Technique may only make up 2% of the success triangle, but it can give you the edge you need to take you to the top. This lesson will show you how your attitude drives everything, your behavior makes things happen and the techniques are the tools you need to get it done. Discover the areas in which you need to personally improve in order to help you be and stay a success. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Questioning Techniques and Understanding Our Customers: Transactional Analysis- Strategic Customer Care

Add to Calendar 02/02/2016 10:00 am 02/02/2016 12:00 pm Questioning Techniques and Understanding Our Customers: Transactional Analysis- Strategic Customer Care Typically, people are more comfortable interacting with people who are like themselves. In this session, we’ll examine peoples’ communication preferences to improve understanding and communication with both internal and external customers. Using the DISC behavioral profile, we start by examining the four quadrants, and our own preferences. Once identified, we can modify our styles to our customers’ to facilitate optimum communication. Part of a deeper understanding of this is to understand the language and tonality they’re using and where it’s coming from. The study of transactional analysis and how it adapts to the business world gives us that slight edge as we understand our own communication style. This session will also look into the power of asking the right question. Much of a customer service representative or inside sales person’s day is spent answering other people’s questions. What we may not give as much thought to is how, and why, we should ask questions. Well-crafted questions can cut through smoke and mirrors, help to clarify our customers’ thinking, and get us to the right solutions more directly than passively answering questions. Asking questions is more assertive and puts you in control. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Intermediate President's Club

Add to Calendar 02/02/2016 1:00 pm 02/02/2016 2:00 pm Intermediate President's Club TBA The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

President's Club-Get More From Your Lead & Referral Efforts

Add to Calendar 02/05/2016 8:00 am 02/05/2016 9:30 am President's Club-Get More From Your Lead & Referral Efforts You put time into Sales Meetings, Networking, LinkedIn and other activities. And when you ask for help, sometimes people even share a name or two. Yet far too often, nothing comes from it and you have to start the prospecting process all over again. This session will look at the human dynamics of the conversations you are having with these new contacts. There just might be a slight edge to getting these people to engage with you and begin the sales process. 6660 Doubletree Ave. Columbus, OH 43229 mcaruos@sandler.com MM/DD/YYYY

Foundations-Questioning Strategies

Add to Calendar 02/05/2016 10:00 am 02/05/2016 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

Questioning Strategies-Foundations

Add to Calendar 02/08/2016 8:00 am 02/08/2016 10:00 am Questioning Strategies-Foundations 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. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Intermediate President's Club

Add to Calendar 02/08/2016 11:00 am 02/08/2016 12:00 pm Intermediate President's Club TBA The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Three Ways to Grow Your Sales-Advanced President's Club

Add to Calendar 02/09/2016 8:00 am 02/09/2016 9:30 am Three Ways to Grow Your Sales-Advanced President's Club There are only 3 ways to grow your sales. Two of them are good and one of them is bad. Most people default to the bad one – because they think it is the easiest. Come learn ways to save time, energy, and money while growing your sales. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

One of the Greatest Service: Selling and Telephone & Email Communication: Strategic Customer Care

Add to Calendar 02/09/2016 10:00 am 02/09/2016 12:00 pm One of the Greatest Service: Selling and Telephone & Email Communication: Strategic Customer Care Most customer service providers accept the fact that part of their job requires them to interface with both prospective customers and existing clients in a sales role. It may make them feel uncomfortable, yet a major part of their job depends on their ability to help other people with their ideas and services. One of the greatest services we can do for our prospects and customers is in a selling role. How can we do this amidst an ever changing world of technology? More and more, technology is replacing old, slower ways of doing business - whether it’s in person, on the telephone or by email. Prospects and customers alike depend on us to bring new information, new ideas, problem solve and add value to our products by helping them make good buying decisions. This session we’ll review both the telephone and email – our connections to the outside world and our customers. We will also examine where the sales role fits into customer service. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Intermediate Presiden'ts Club

Add to Calendar 02/09/2016 1:00 pm 02/09/2016 2:00 pm Intermediate Presiden'ts Club TBA The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

President's Club-Bonding & Building Rapport with Prospects

Add to Calendar 02/12/2016 8:00 am 02/12/2016 9:30 am President's Club-Bonding & Building Rapport with Prospects You will understand how to bond and build rapport with prospects by applying the elements of active participation and the OK/Not-OK principle. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Uncovering the Budget & Identifying the Decision Making Process

Add to Calendar 02/12/2016 10:00 am 02/12/2016 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

Uncovering the Budget & Identifying the Decision Making Process-Foundations

Add to Calendar 02/15/2016 8:00 am 02/15/2016 10:00 am Uncovering the Budget & Identifying the Decision Making Process-Foundations 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. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruos@sandler.com MM/DD/YYYY

Intermediate President's Club

Add to Calendar 02/15/2016 11:00 am 02/15/2016 12:00 pm Intermediate President's Club TBA The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Getting Our Up Front Contracts to Work for Everyone -Advance Presiden'ts Club

Add to Calendar 02/16/2016 8:00 am 02/16/2016 9:30 am Getting Our Up Front Contracts to Work for Everyone -Advance Presiden'ts Club We want our Up-Front Contracts to help us and the prospect understand what we each need to learn, how we will go about it, and what could happen next. All done in an atmosphere of mutual respect and openness (they don’t have to be on guard for the “close” and we don’t have to fear the “think it over”). Let's all meet Tuesday morning at 8:00 am and invest no more than 90 minutes talking about up front contracts. You could share your example of an UFC, or you might have a story to share where a valuable lesson was obtained. Or you may be like many people who are honing your UFC in order to have more consistent results and may have a question to pose the group. The outcome of participating could be that you find someone’s style helps you see the details more clearly, or it may reinforce that you have a good working model and it’s time to stop tinkering and just trust your execution. The worst that can happen is that you aren’t sure of the specific changes to make but you know what part of the UFC you need to improve and you have to decide the resource(s) you are going to pursue to help yourself adjust and practice. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Dealing with Difficult People: Strategic Customer Care

Add to Calendar 02/16/2016 10:00 am 02/16/2016 12:00 pm Dealing with Difficult People: Strategic Customer Care No matter where SNAFUS happen within a company, customer service providers often are the frontlines for dealing with angry, upset or difficult people. It’s part of the job, but many frontline people find it to be a stressful part of their day, and can lead to burnout unless there is an established, step-by-step process in place. This session will look at difficult people. What makes them difficult? Why do we often feel uncomfortable with these situations? How can we use proven Sandler techniques to institute a step-by-step process to resolve conflict without escalating it, and fixing both the problem, the upset customer while maintaining our own confidence and self-esteem? The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Intermediate President's Club

Add to Calendar 02/16/2016 1:00 pm 02/16/2016 2:00 pm Intermediate President's Club TBA The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

President's Club-Three Ways to Grow Your Sales

Add to Calendar 02/19/2016 8:00 am 02/19/2016 9:30 am President's Club-Three Ways to Grow Your Sales There are only 3 ways to grow your sales. Two of them are good and one of them is bad. Most people default to the bad one – because they think it is the easiest. Come learn ways to save time, energy, and money while growing your sales. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

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

Add to Calendar 02/19/2016 10:00 am 02/19/2016 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

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

Add to Calendar 02/22/2016 8:00 am 02/22/2016 10:00 am Closing the Sale & Improving Your BAT-ting Average-Foundations 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. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Intermediate President's Club

Add to Calendar 02/22/2016 11:00 am 02/22/2016 12:00 pm Intermediate President's Club TBA The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

No One Told Me to Ask That-Advanced President's Club

Add to Calendar 02/23/2016 8:00 am 02/23/2016 9:30 am No One Told Me to Ask That-Advanced President's Club One of the first ways that you can differentiate yourself is through the questions that you ask during a sales interview. Some of the questions that we naturally want to ask are actually damaging to successful outcomes. A sales interview should never be an interrogation. It should be a conversation, based on mutual respect, where the prospect learns how badly they need our help. Are your sales calls conducted like that? Join us for this workshop where we'll take your questioning skills up a notch or two. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Client Development through Sales: Strategic Customer Care

Add to Calendar 02/23/2016 10:00 am 02/23/2016 12:00 pm Client Development through Sales: Strategic Customer Care More often, customer service providers are asked to proactively search out new business. The challenges customer service providers face is not unusual. They may be reluctant, unconfident, or may resist engaging prospects because they lack confidence, or the know-how. In this session we’ll look at attitudes around sales and the selling process. We’ll also examine some ways to develop a ‘sales antennae’ that will help us recognize business opportunities. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Intermediate President's Club

Add to Calendar 02/23/2016 1:00 pm 02/23/2016 2:00 pm Intermediate President's Club TBA The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

President's Club-Overcoming Call Reluctance and Making the Call

Add to Calendar 02/26/2016 8:00 am 02/26/2016 9:30 am President's Club-Overcoming Call Reluctance and Making the Call You will understand how to overcome call reluctance and make the call. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Prospecting Behavior

Add to Calendar 02/26/2016 10:00 am 02/26/2016 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

Prospecting Behavior-Foundations

Add to Calendar 02/29/2016 8:00 am 02/29/2016 10:00 am Prospecting Behavior-Foundations Identify the right mix of prospecting activities and an action plan to ensure a predictable and sustainable sales effort. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Intermediate President's Club

Add to Calendar 02/29/2016 11:00 am 02/29/2016 12:00 pm Intermediate President's Club TBA The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY