Sales Mastery-Bonding & Building Rapport with Prospects

Add to Calendar 02/03/2017 8:00 am 02/03/2017 9:30 am Sales Mastery-Bonding & Building Rapport with Prospects Join us to gain a better understanding of how to bond and build rapport with prospects by applying Sandler tools. You will learn about the elements of active participation and the OK/Not-OK principle. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Elements and Terms of an Up-Front Contract

Add to Calendar 02/03/2017 10:00 am 02/03/2017 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

Elements and Terms of an Up-Front Contract-Foundations

Add to Calendar 02/06/2017 8:00 am 02/06/2017 10:00 am Elements and Terms of an Up-Front Contract-Foundations Take control of the sales process by applying this powerful technique to propel the sales effort forward. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Breaking Through Your Comfort Zone-Sales Mastery

Add to Calendar 02/06/2017 11:00 am 02/06/2017 12:15 pm Breaking Through Your Comfort Zone-Sales Mastery Breaking through the comfort zone can be very difficult; it involves risks. There is an invisible barrier which holds you back. Over the years, it was built brick by brick since the day you were born. It takes time to tear down what was built. Don’t let your comfort zone keep you in the dark. Join us to learn how to expand your comfort zone in incremental, sustainable changes. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Relationship Builder- Advanced Sales Mastery

Add to Calendar 02/07/2017 8:00 am 02/07/2017 9:30 am Relationship Builder- Advanced Sales Mastery Come join us as we unwrap The Relationship Builder Tool. This Sandler tool provides a simple baseline to chart an account’s key decision-makers or cast of characters. It identifies information on each individual’s personal goals and wins along with descriptive data on each contact’s traits and specific relationship with the selling firm. Most importantly, it outlines individual contact action plans to specify next steps to enhance the relationship. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Breaking Through Your Comfort Zone-Sales Mastery

Add to Calendar 02/07/2017 1:00 pm 02/07/2017 2:15 pm Breaking Through Your Comfort Zone-Sales Mastery Breaking through the comfort zone can be very difficult; it involves risks. There is an invisible barrier which holds you back. Over the years, it was built brick by brick since the day you were born. It takes time to tear down what was built. Don’t let your comfort zone keep you in the dark. Join us to learn how to expand your comfort zone in incremental, sustainable changes. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-7 Hacks to Better Habits

Add to Calendar 02/10/2017 8:00 am 02/10/2017 9:30 am Advanced Sales Mastery-7 Hacks to Better Habits Strong, effective habits allow us to succeed in spite of ourselves. The good news is, once we create habits, we don’t need constant self-discipline or intense levels of self-motivation. Our habits become our natural condition. But, how do you decide which habits will make the biggest impact and then stay on track long enough to sustain them? Learn 7 great hacks to make habit creation easy and how to forge an excuse free path to master your most highly rewarding behaviors. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Identifying Reasons for Doing Business (PAIN)

Add to Calendar 02/10/2017 10:00 am 02/10/2017 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

Identifying Reasons for Doing Business (PAIN)-Foundations

Add to Calendar 02/13/2017 8:00 am 02/13/2017 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. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Questioning Strategies, Session A -Sales Mastery

Add to Calendar 02/13/2017 1:00 pm 02/13/2017 2:15 pm Questioning Strategies, Session A -Sales Mastery Grab your President's Club binder and join us for this workshop. We will be discussing strategies that will get you prospects to open up and discuss their real concerns and needs. We will also go over how these strategies can overcome stalls, objections, or problems that you encounter often with prospects. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

The Changing Face of Prospecting-Advanced Sales Mastery

Add to Calendar 02/14/2017 8:00 am 02/14/2017 9:30 am The Changing Face of Prospecting-Advanced Sales Mastery As you become more successful you have less time for prospecting. If you stop prospecting, you will perish! We will share how to embraced your struggled. If you want more quality and well qualified appointments each month, then you should attend this workshop The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Up-front Contracts and DISC (Continued)-Strategic Customer Care

Add to Calendar 02/14/2017 10:00 am 02/14/2017 12:00 pm Up-front Contracts and DISC (Continued)-Strategic Customer Care Every customer and prospect is different, and our ability to establish a trust relationship quickly is essential to solving their problems, developing long-term customers, and creating a relationship based on loyalty beyond the product or service. We will also explore a simple methodology of up-front contracts. This methodology will puts you in control of a conversation, lays out expectations on both sides, and is a comfortable way to ensure everyone involved is on the same page. We will also finish our discussion on being able to identify the personality traits they express and having the skills to lower barriers between people and build trust is far more powerful than any other aspect of client interaction. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 Mcaruso@sandler.com MM/DD/YYYY

Questioning Strategies, Session A -Sales Mastery

Add to Calendar 02/14/2017 11:00 am 02/14/2017 12:15 pm Questioning Strategies, Session A -Sales Mastery Grab your President's Club binder and join us for this workshop. We will be discussing strategies that will get you prospects to open up and discuss their real concerns and needs. We will also go over how these strategies can overcome stalls, objections, or problems that you encounter often with prospects. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Overcoming Call Reluctance and Making the Call

Add to Calendar 02/17/2017 8:00 am 02/17/2017 9:30 am Sales Mastery-Overcoming Call Reluctance and Making the Call Conquer your calls. Everyone knows cold calls are a critical part of your prospecting plan. Even with the growth of LinkedIn tools, cold calls are inevitable and essential. However, most professionals hate them or claim they are ineffective. This series we will take time to address the head trash commonly associated with call reluctance, discuss best practices (getting past the gatekeeper, speaking to the correct contact, voicemail jail), and create a pitch that will work like a charm. Don’t miss out 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Questioning Strategies

Add to Calendar 02/17/2017 10:00 am 02/17/2017 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

Improving Sales Team Performance: Providing Field Support-Sandler Management Solutions

Add to Calendar 02/20/2017 3:00 am 02/20/2017 4:30 am Improving Sales Team Performance: Providing Field Support-Sandler Management Solutions Have you considered making sales calls with your sales team members, but aren't sure the best way to go about the process? Join us for this workshop where we will discuss a five-step process for helping salespeople improve their performance when working with them in the field. We'll help you prepare for, conduct, learn from, and put into action the lessons learned from joint calls. We'll also examine two useful tools to help implement the process. Walk away from this workshop with a list of salespeople with whom you want to make joint calls and the the reasons for doing so. The Ruby Group Training Center 3480 W Market St., Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Questioning Strategies-Foundations

Add to Calendar 02/20/2017 8:00 am 02/20/2017 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. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

PAIN, Session A-Sales Mastery

Add to Calendar 02/20/2017 11:00 am 02/20/2017 12:15 pm PAIN, Session A-Sales Mastery During this workshop we will dive deeper into the nuances of the Pain compartment. We know that people buy for their reasons, not ours. And “their reasons” are a combination of their experiences and “rules” around change as well as their motivators that are masked by their personal frame of reference. So how do we navigate theses changes pieces? Come join us to find out. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Behavior & Attitude Issues-Advanced Sales Mastery

Add to Calendar 02/21/2017 8:00 am 02/21/2017 9:30 am Behavior & Attitude Issues-Advanced Sales Mastery In Sandler we know something most of the world does not know - attitude follows behavior. We also know that being a sales person can put us on an emotional roller coaster, one minute we make a sale and we're on top of the world, a day later a sure thing goes up in smoke....and we're devastated. Join us for this workshop as we discuss YOUR attitude and YOUR behaviors and what you can do to get both of them right. This is the chance to share your current emotional challenge and what you are doing about it. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Questioning Techniques and Up-Selling & Cross-Selling-Strategic Customer Care

Add to Calendar 02/21/2017 10:00 am 02/21/2017 12:00 pm Questioning Techniques and Up-Selling & Cross-Selling-Strategic Customer Care Up Selling & Cross-Selling: 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. Questioning Techniques: 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. Ste. 102 Fairlawn, Ohio 44333 Mcaruso@sandler.com MM/DD/YYYY

PAIN, Session A-Sales Mastery

Add to Calendar 02/21/2017 1:00 pm 02/21/2017 2:15 pm PAIN, Session A-Sales Mastery During this workshop we will dive deeper into the nuances of the Pain compartment. We know that people buy for their reasons, not ours. And “their reasons” are a combination of their experiences and “rules” around change as well as their motivators that are masked by their personal frame of reference. So how do we navigate theses changes pieces? Come join us to find out. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery- How to Win Friends and Influence People

Add to Calendar 02/24/2017 8:00 am 02/24/2017 9:30 am Advanced Sales Mastery- How to Win Friends and Influence People In 1912 Dale Carnegie started training people in effective public speaking. Over time, through Carnegie’s own investigation, as well as other studies, it was revealed that one’s business success was 15% technical and 85% “human engineering”, defined as personality and the ability to lead people. In 1936 Carnegie published 5000 copies of How to Win Friends and Influence People. It quickly became an international best seller with millions sold. The lessons are as relevant today as they were in 1936. We’ll explore the book and then out into practice many of the principals taught – which align perfectly with the most important compartment of the Sander Selling process…Bonding and Rapport. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Uncovering the Budget & Identifying the Decision Making Process

Add to Calendar 02/24/2017 10:00 am 02/24/2017 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 02/27/2017 8:00 am 02/27/2017 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. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

PAIN, Session B-Sales Mastery

Add to Calendar 02/27/2017 11:00 am 02/27/2017 12:15 pm PAIN, Session B-Sales Mastery Each of us uses various forms/documents, strategies, skills, and tools to help the prospect uncover the Pain they shelter from themselves each day weather we know it or not. Some of the tools help the prospect better understand their Pain in order to make a decision on taking action. Let’s look at the array of items we have at our disposal and identify which ones to use to get at what we want. Come learn the qualifying and questioning process you need to find a true buyer. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Building Your Support Network-Advanced Sales Mastery

Add to Calendar 02/28/2017 8:00 am 02/28/2017 9:30 am Building Your Support Network-Advanced Sales Mastery Tackling the start-up and growth of your personal business might cause us to go it alone, to “see what we are made of”. Yet we know from all the great business and professional success stories, the overriding factor is about your team. So where is your team? (and I don’t mean staff), Who are your coaches? (there may be a few), Where is your strength conditioner? Let’s identify these folks and then go get them to make a shorter road to success. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Telephone & Email Communication &Understanding Our Customers -Transnational Analysis-Strategic Customer Care

Add to Calendar 02/28/2017 10:00 am 02/28/2017 12:00 pm Telephone & Email Communication &Understanding Our Customers -Transnational Analysis-Strategic Customer Care Telephone & Email Communication: 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 and examine where the sales role fits into customer service. Understanding Our Customers -Transnational Analysis: 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. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 Mcaruso@sandler.com MM/DD/YYYY

PAIN, session B-Sales Mastery

Add to Calendar 02/28/2017 1:00 pm 02/28/2017 2:15 pm PAIN, session B-Sales Mastery Each of us uses various forms/documents, strategies, skills, and tools to help the prospect uncover the Pain they shelter from themselves each day weather we know it or not. Some of the tools help the prospect better understand their Pain in order to make a decision on taking action. Let’s look at the array of items we have at our disposal and identify which ones to use to get at what we want. Come learn the qualifying and questioning process you need to find a true buyer. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY