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Location: The Ruby Group Training Center
2251 Front Street Std. 206
Cuyahoga Falls, Ohio 44221
May 5th, 2015
8:00 am - 9:30 am
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”.
Location: The Ruby Group Training Center
2251 Front Street Std. 206
Cuyahoga Falls, Ohio 44221
May 5th, 2015
10:00 am - 12:00 pm
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.
Location: Fox Meadow Country Club-Club House
4260 Fox Meadow Drive
Medina Ohio 44256
May 8th, 2015
8:00 am - 9:30 am
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”.
Location: The Ruby Group Training Center
2251 Front Street Std. 206
Cuyahoga Falls, Ohio 44221
May 12th, 2015
8:00 am - 9:30 am
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.
Location: The Ruby Group Training Center
2251 Front Street Std. 206
Cuyahoga Falls, Ohio 44221
May 12th, 2015
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
2251 Front Street Std. 206
Cuyahoga Falls, Ohio 44221
May 19th, 2015
8:00 am - 9:30 am
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).
Location: Fox Meadow Country Club-Club House
4260 Fox Meadow Drive
Medina Ohio 44256
May 21st, 2015
2:30 pm - 5:00 pm
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.
Location: Fox Meadow Country Club-Club House
4260 Fox Meadow Drive
Medina Ohio 44256
May 22nd, 2015
8:00 am - 9:30 am
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.
Location: The Ruby Group Training Center
2251 Front Street Std. 206
Cuyahoga Falls, Ohio 44221
May 26th, 2015
8:00 am - 9:30 am
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.