Sales Mastery-Up-front Contract

Add to Calendar 03/03/2017 8:00 am 03/03/2017 9:30 am Sales Mastery-Up-front Contract Take control of the sales process by applying this powerful technique to propel your sales effort forward. Come and learn how to use an Up-front contract in all phases of the sales process. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

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

Add to Calendar 03/03/2017 10:00 am 03/03/2017 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 03/06/2017 8:00 am 03/06/2017 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. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Budget-Sales Mastery

Add to Calendar 03/06/2017 11:00 am 03/06/2017 12:15 pm Budget-Sales Mastery Come join us as we go deeper in to the Prospect’s Budget. You will get the chance to look at what might be keeping you from uncovering your prospect budget and willingness to buy. You will also get the chance to learn how to use special questioning techniques that will aid you in this step. So don’t miss out! Come join in on the discussion. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Budget & Decision Steps-Advanced Sales Mastery

Add to Calendar 03/07/2017 8:00 am 03/07/2017 9:30 am Budget & Decision Steps-Advanced Sales Mastery Do you complete a thorough Budget Step and follow it up with an excellent Decision Step in all of your sales calls? Didn't think so. Something happens around the time we get in front of a "Great Prospect." Our adaptive child kicks in during the sales call and we start to get on the prospect's system - usually right about the time that prospect asks, "So, what's all this going to cost me?" Join us for this workshop where we'll go back to the basics and discuss implementing effective budget and decision steps. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Dealing With Difficult People-Strategic Customer Care

Add to Calendar 03/07/2017 10:00 am 03/07/2017 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. Ste. 102 Fairlawn, Ohio 44333 Mcaruso@sandler.com MM/DD/YYYY

Budget-Sales Mastery

Add to Calendar 03/07/2017 1:00 pm 03/07/2017 2:15 pm Budget-Sales Mastery Come join us as we go deeper in to the Prospect’s Budget. You will get the chance to look at what might be keeping you from uncovering your prospect budget and willingness to buy. You will also get the chance to learn how to use special questioning techniques that will aid you in this step. So don’t miss out! Come join in on the discussion. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Advance Sales Mastery-The Changing Face of Prospecting

Add to Calendar 03/10/2017 8:00 am 03/10/2017 5:00 pm Advance Sales Mastery-The Changing Face of Prospecting As you become more successful you have less time for prospecting. If you stop prospecting, you will perish! Join us for this workshop where we will share how to embrace your struggle. If you want more quality and well qualified appointments each month, then you should attend this workshop.Client Summit No Training 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Prospecting Behavior-Foundations

Add to Calendar 03/13/2017 8:00 am 03/13/2017 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., Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Decision-Sales Mastery

Add to Calendar 03/13/2017 11:00 am 03/13/2017 12:15 pm Decision-Sales Mastery Join us as we discuss how your prospects’ organizations makes their decisions using Sandler’s special questioning techniques. We will explore, as well as, how to spot, remove or avoid roadblocks they might use. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

The Prospecting Triangle-Advanced Sales Mastery

Add to Calendar 03/14/2017 8:00 am 03/14/2017 9:30 am The Prospecting Triangle-Advanced Sales Mastery What does prospecting look like when cast through the prism of the Success Triangle? Is prospecting a function of behavior, attitude or technique, or some combination of all three? In this session, we will use this foundational element of the Sandler System to discover new truths about prospecting that could change your thinking about this important sales function. how do we make this communication clear to the different types of people we encounter? The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Formula for Success-Strategic Customer Care

Add to Calendar 03/14/2017 10:00 am 03/14/2017 12:00 pm Formula for Success-Strategic Customer Care Each person’s definition of success in life may be very different. However, there are certain basic truths in customer service that, if adhered to, can take you to the next level of success. In customer service, success comes if we FOCUS ON THEM! The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 Mcaruso@sandler.com MM/DD/YYYY

Decision-Sales Mastery

Add to Calendar 03/14/2017 1:00 pm 03/14/2017 2:15 pm Decision-Sales Mastery Join us as we discuss how your prospects’ organizations makes their decisions using Sandler’s special questioning techniques. We will explore ,as well as, how to spot, remove or avoid roadblocks they might use The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Questioning Strategies

Add to Calendar 03/17/2017 8:00 am 03/17/2017 9:30 am Sales Mastery-Questioning Strategies Grab your Sale's Mastery binder or iPad 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Prospecting Behavior

Add to Calendar 03/17/2017 10:00 am 03/17/2017 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

Closing the Sale-Sales Mastery

Add to Calendar 03/20/2017 11:00 am 03/20/2017 12:15 pm Closing the Sale-Sales Mastery Come join us as we dive deep into the topic of how to how to close more sales, prevent buyer’s remorse, and ask for future business and referrals. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Maximizing Personal Performance - Time Management & Effective Delegation-Sandler Management Solutions

Add to Calendar 03/20/2017 3:00 pm 03/20/2017 4:30 pm Maximizing Personal Performance - Time Management & Effective Delegation-Sandler Management Solutions Time is a non-renewable resounce that we are free to frame however we choose. Join us for this Sandler Management Solutions workshop where we will work on creating a time and work matrix to help us best organize our time effectively. We'll also look at delegating as the primary strategy we should be using for dealing with both short and long-term time management. Come learn how to best delegate so that you can put your time into the areas of your work that are most critical. The Ruby Group Training Center 3480 W Market St., Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Closing the Sale – Fulfillment and Post Sell-Advanced Sales Mastery

Add to Calendar 03/21/2017 8:00 am 03/21/2017 9:30 am Closing the Sale – Fulfillment and Post Sell-Advanced Sales Mastery The beauty of the Sandler sales process is that the focus of the interactions with the prospect is always on the prospect – it is always about them! It’s not directly about the product or service being sold! Technically the “presentation” comes at the end of the interaction after the prospect is qualified. This session is focused on the last two compartments of the sub – Fulfilment & Post Sell. For some there is rarely is a “formal” Fulfillment/Post Sell. Often the qualified prospect closes themselves without the literal “presentation.” We will discuss and analyze how this happens and why. Most importantly we will pin point the elements of the call that make Fulfillment step evolve throughout the call. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Client Development-Strategic Customer Care

Add to Calendar 03/21/2017 10:00 am 03/21/2017 12:00 pm Client Development-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. Ste. 102 Fairlawn, Ohio 44333 Mcaruso@sandler.com MM/DD/YYYY

Closing the Sale-Sales Mastery

Add to Calendar 03/21/2017 1:00 pm 03/21/2017 2:15 pm Closing the Sale-Sales Mastery Come join us as we dive deep into the topic of how to how to close more sales, prevent buyer’s remorse, and ask for future business and referrals. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Relationship Builder (SES Tool)

Add to Calendar 03/24/2017 8:00 am 03/24/2017 9:30 am Sales Mastery-Relationship Builder (SES Tool) 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Improving your BAT-Sales Mastery

Add to Calendar 03/27/2017 11:00 am 03/27/2017 12:15 pm Improving your BAT-Sales Mastery Is it as easy as 1, 2, 3? If so, why isn’t everyone reaching their level of success? During this workshop we will look at the steps we need to take to get us to the freedom of our goals. We will focus on how strengthening our behaviors, aligning our attitudes and fine tuning our techniques can take us to the next level. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Are You Getting Pain or Just Being One?-Advanced Sales Mastery

Add to Calendar 03/28/2017 8:00 am 03/28/2017 9:30 am Are You Getting Pain or Just Being One?-Advanced Sales Mastery PAIN: Discovering the prospect’s emotional reason to take action. Sounds simple at first; until we actually get into that conversation! Join us for this workshop where we will focus our conversation on how to really listen to the prospect, ask good questions and help the prospect discover that she/he needs and wants you in their business life. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Improving your BAT-Sales Mastery

Add to Calendar 03/28/2017 1:00 pm 03/28/2017 2:15 pm Improving your BAT-Sales Mastery Is it as easy as 1, 2, 3? If so, why isn’t everyone reaching their level of success? During this workshop we will look at the steps we need to take to get us to the freedom of our goals. We will focus on how strengthening our behaviors, aligning our attitudes and fine tuning our techniques can take us to the next level. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery- Closing Every Step of the Way

Add to Calendar 03/31/2017 8:00 am 03/31/2017 9:30 am Advanced Sales Mastery- Closing Every Step of the Way The Sandler selling process is heavy on qualifying…light on presentation. David Sandler stated “If you wait until the presentation to close the sale, you put too much pressure on the prospect and yourself”. The best salespeople perform multiple closes throughout the sales process providing momentum and ease in the Fulfillment Step where the sale is confirmed. In this session, we’ll practice the necessary closes and transitions between each step of the Submarine, leading to a successful sale. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY