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Location: 6660 Doubletree Ave. Columbus, OH 43229
March 2nd, 2018
8:00 am - 9:30 am
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: 6660 Doubletree Ave. Columbus, OH 43229
March 2nd, 2018
10:00 am - 12:00 pm
Identify the right mix of prospecting activities and an action plan to ensure a predictable and sustainable sales effort.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
March 6th, 2018
8:00 am - 9:30 am
We’ve all been there. The call is going well (we think). Got “tons” of Pain! (really?) And then we start talking about money and in goes downhill from there! Why is that? Please join us as we outline how to navigate the “Budget Step” to help the prospect discover if it makes sense (or not) to invest in fixing their problems.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
March 6th, 2018
10:30 am - 12:00 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: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
March 6th, 2018
1:00 pm - 2:30 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
March 6th, 2018
3:30 pm - 5:00 pm
Before you pick up the phone and while you are on the phone there is an intense and complicated conversation in your head about you, the person you are speaking with and the call itself. Your convictions about this conversation in your head have more to do with the success of the call than what you say on the phone. This session is about that conversation inside your head.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
March 7th, 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
March 9th, 2018
8:00 am - 9:30 am
The prospect is engaged and wants to pursue a solution, yet you know they have some biases affecting their decision making. Or perhaps you will be engaging other influencers with differing agendas and motivations. So how do you prepare a winning solution? Don’t make a “best guess,” build it together. In this session, we will share the keys to making it work for everyone.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
March 13th, 2018
8:00 am - 9:30 am
So we know the Sandler magic questions are “What do you need to see or hear to be comfortable enough to get started?” And the follow up question “And what else?” When the answer is “write me a proposal”, what is your closing ratio? If it’s 100%, you likely did a good “presentation” during the sales call and you have learned to write a proposal using P$D in “their language” and addressing their key decision elements.
If you’re not at 100%, it’s possible you had the deal already closed and you didn’t know it and the proposal gave them time to undo their decision; you were left guessing about some of the elements in the proposal (and you guessed wrong); you never had the business and you didn’t know it (they needed a way to reject you that made them comfortable); or you got trapped in selling through an intermediary.
Join us as we explore ways to execute more effective fulfillment steps.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
March 13th, 2018
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
March 13th, 2018
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
March 13th, 2018
3:30 pm - 5:00 pm
The prospect is engaged and wants to pursue a solution, yet you know they have some biases affecting their decision making. Or perhaps you will be engaging other influencers with differing agendas and motivations. So how do you prepare a winning solution? Don’t make a “best guess,” build it together. In this session, we will share the keys to making it work for everyone.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
March 19th, 2018
3:00 pm - 4:30 pm
Figure out what your BEST Leadership skills, traits, talents and abilities are and ABDICATE (Delegate) the rest. Mike Jones will show how you can get the best out of your team by doing what you do best and then surrounding yourself with the right people to do the rest.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
March 20th, 2018
8:00 am - 9:30 am
BAT encompasses everything we do in Sandler. One Behavior that we must master in order to schedule and conduct productive sales appointments is asking effective questions. What's your Attitude towards drilling a prospect with questions? Are your questioning Techniques helping you close sales? Sometimes the difference between a "Think-it-over" and a "Yes, here's my credit card" is just a few effective questions.
Join us as we explore Sandler questioning strategies that will improve your sales effectiveness.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
March 20th, 2018
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
March 20th, 2018
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
March 20th, 2018
3:30 pm - 5:00 pm
We’ve all been there. The call is going well (we think). Got “tons” of Pain! (really?) And then we start talking about money and in goes downhill from there! Why is that? Please join us as we outline how to navigate the “Budget Step” to help the prospect discover if it makes sense (or not) to invest in fixing their problems.
Location: 6660 Doubletree Ave. Columbus, OH 43229
March 23rd, 2018
8:00 am - 9:30 am
Learn how to identify and comfortably connect with your ideal prospect in a meaningful manner, create a concise and relevant 30-second commercial, develop an engaging prospecting script and start by engaging with assistants and other gatekeepers.
Location: 6660 Doubletree Ave. Columbus, OH 43229
March 23rd, 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
March 27th, 2018
8:00 am - 9:30 am
Client retention should be an organizational issue. It’s not a single act. The reason that this is so important is because between 68% and 80% of orders in any given year will come from existing customers. If we fail to look after those customers, nurture them, respect them, and constantly work to earn the right to their business, then those clients will respond by voting with their feet. Join us as we discuss the importance of intentional client retention strategies.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
March 27th, 2018
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
March 27th, 2018
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
March 27th, 2018
3:30 pm - 5:00 pm
So we know the Sandler magic questions are “What do you need to see or hear to be comfortable enough to get started?” And the follow up question “And what else?” When the answer is “write me a proposal”, what is your closing ratio? If it’s 100%, you likely did a good “presentation” during the sales call and you have learned to write a proposal using P$D in “their language” and addressing their key decision elements.
If you’re not at 100%, it’s possible you had the deal already closed and you didn’t know it and the proposal gave them time to undo their decision; you were left guessing about some of the elements in the proposal (and you guessed wrong); you never had the business and you didn’t know it (they needed a way to reject you that made them comfortable); or you got trapped in selling through an intermediary.
Join us as we explore ways to execute more effective fulfillment steps.
Location: 6660 Doubletree Ave. Columbus, OH 43229
March 30th, 2018
8:00 am - 9:30 am
You have a LinkedIn account – NOW WHAT? How do you leverage LinkedIn for maximum results? If these are questions you have asked yourself, then come to this workshop where you can learn some excellent tips and techniques from a well-known LinkedIn expert. You will have the opportunity to ask “how-to” questions and take a peek beneath the covers of LinkedIn to get an overview of its functionality. You will also learn what you can do with LinkedIn from a personal or business perspective. Specifically, you will learn how to move beyond just collecting contacts and how to use LinkedIn to build your network – and to MAXIMIZE your professional networking.
Location: 6660 Doubletree Ave. Columbus, OH 43229
March 30th, 2018
10:00 am - 12:00 pm
Apply specific Sandler technologies to the art of establishing an emotional bond and positive rapport with prospects.