Tactical vs. Strategic Pain - What's the Difference?-President's Club (Cuyahoga Falls)

Add to Calendar 05/05/2015 8:00 am 05/05/2015 9:30 am Tactical vs. Strategic Pain - What's the Difference?-President's Club (Cuyahoga Falls) 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. For example, some seek change in order to achieve or accomplish something while others will change to avoid or alter a potential outcome. Understanding these differences will give you more tools when interacting with prospects and help build trust as they will be able to say “this person gets my point of view”. The Ruby Group Training Center 2251 Front Street Std. 206 Cuyahoga Falls, Ohio 44221 therubygroup@sandler.com MM/DD/YYYY

Closing the Sale & Improving Your BAT-ting Average-Foundations (Cuyahoga Falls)

Add to Calendar 05/05/2015 10:00 am 05/05/2015 12:00 pm Closing the Sale & Improving Your BAT-ting Average-Foundations (Cuyahoga Falls) 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 2251 Front Street Std. 206 Cuyahoga Falls, Ohio 44221 therubygroup@sandler.com MM/DD/YYYY

Tactical vs. Strategic Pain - What's the Difference?-President's Club (Medina)

Add to Calendar 05/08/2015 8:00 am 05/08/2015 9:30 am Tactical vs. Strategic Pain - What's the Difference?-President's Club (Medina) 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. For example, some seek change in order to achieve or accomplish something while others will change to avoid or alter a potential outcome. Understanding these differences will give you more tools when interacting with prospects and help build trust as they will be able to say “this person gets my point of view”. Fox Meadow Country Club-Club House 4260 Fox Meadow Drive Medina Ohio 44256 therubygroup@sandler.com MM/DD/YYYY

Selling is a Broadway Show-President's Club (Cuyahoga Falls)

Add to Calendar 05/12/2015 8:00 am 05/12/2015 9:30 am Selling is a Broadway Show-President's Club (Cuyahoga Falls) David Sandler was famous for saying that "Selling is a Broadway show acted out by a psychiatrist". Join us for this President’s Club workshop where we will dig into the way body language, posture, eye contact and other non-verbals play into the selling scenario. The Ruby Group Training Center 2251 Front Street Std. 206 Cuyahoga Falls, Ohio 44221 therubygroup@sandler.com MM/DD/YYYY

Prospecting Behavior- Foundations (Cuyahoga Falls)

Add to Calendar 05/12/2015 10:00 am 05/12/2015 12:00 pm Prospecting Behavior- Foundations (Cuyahoga Falls) Identify the right mix of prospecting activities and an action plan to ensure a predictable and sustainable sales effort. The Ruby Group Training Center 2251 Front Street Std. 206 Cuyahoga Falls, Ohio 44221 therubygroup@sandler.com MM/DD/YYYY

Fulfillment and Post-Sell-President's Club (Cuyahoga Falls)

Add to Calendar 05/19/2015 8:00 am 05/19/2015 9:30 am Fulfillment and Post-Sell-President's Club (Cuyahoga Falls) Even though David Sandler tells us that the best presentation we can do is the one the prospect never sees, we often need to provide some type of “proof of concept.” During this President’s Club workshop we’ll talk about what that proof might look like and when to provide it and how to avoid Premature Presentation Syndrome (PPS) and Premature Solution Syndrome (PSS). The Ruby Group Training Center 2251 Front Street Std. 206 Cuyahoga Falls, Ohio 44221 mcaruso@sandler.com MM/DD/YYYY

Facilitating Account Management: Growth Strategies - Sandler Management Solutions (Medina)

Add to Calendar 05/21/2015 2:30 pm 05/21/2015 5:00 pm Facilitating Account Management: Growth Strategies - Sandler Management Solutions (Medina) Participate in this program, which utilizes time tested Sandler concepts and sound management structures and strategies, to underscore the importance of making the right decisions consistently. This program will make any manager at any level of the organization more effective in dealing with difficult people, winning cooperation and trust, and getting results while eliminating excuses. Fox Meadow Country Club-Club House 4260 Fox Meadow Drive Medina Ohio 44256 therubygroup@sandler.com MM/DD/YYYY

“Equal Business Stature = Successful Sales Call”-President's Club (Medina)

Add to Calendar 05/22/2015 8:00 am 05/22/2015 9:30 am “Equal Business Stature = Successful Sales Call”-President's Club (Medina) Equal business stature is a must have for a successful Sandler sales call. When a prospect meets a sales person, his mind set is rooted in the buyer’s system, and the buyer’s system is rooted in abundance - the belief that sales people are a “dime a dozen.” The sales person, on the other hand, often has a “scarcity” outlook, “I need this sale” which gives the buyer leverage and control. Bonding and Rapport occurs when people like and trust each other. This trust comes from commonality, and that is rooted in a belief system of abundance on the sales person’s side to match that of the prospect. If both parties share a sense of abundance, they can speak without fear of repercussions. Fox Meadow Country Club-Club House 4260 Fox Meadow Drive Medina Ohio 44256 therubygroup@sandler.com MM/DD/YYYY

“Equal Business Stature = Successful Sales Call”-President's Club (Cuyahoga Falls)

Add to Calendar 05/26/2015 8:00 am 05/26/2015 9:30 am “Equal Business Stature = Successful Sales Call”-President's Club (Cuyahoga Falls) Equal business stature is a must have for a successful Sandler sales call. When a prospect meets a sales person, his mind set is rooted in the buyer’s system, and the buyer’s system is rooted in abundance - the belief that sales people are a “dime a dozen.” The sales person, on the other hand, often has a “scarcity” outlook, “I need this sale” which gives the buyer leverage and control. Bonding and Rapport occurs when people like and trust each other. This trust comes from commonality, and that is rooted in a belief system of abundance on the sales person’s side to match that of the prospect. If both parties share a sense of abundance, they can speak without fear of repercussions. The Ruby Group Training Center 2251 Front Street Std. 206 Cuyahoga Falls, Ohio 44221 therubygroup@sandler.com MM/DD/YYYY