Improving Your BAT-Sales Mastery

Add to Calendar 06/02/2017 8:00 am 06/02/2017 9:30 am Improving Your BAT-Sales Mastery 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Why Have a System?-Foundations

Add to Calendar 06/02/2017 10:00 am 06/02/2017 12:00 pm Why Have a System?-Foundations Discover the power of Sandler’s comprehensive selling system and overlay it on your current sales approach. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Bring Up the Problem Before the Prospect Does-Advanced Sales Mastery

Add to Calendar 06/06/2017 8:00 am 06/06/2017 9:30 am Bring Up the Problem Before the Prospect Does-Advanced Sales Mastery Have you ever lost a sale because of a problem you could have and probably should have dealt with earlier in the sales process? Have you ever lost a customer because you waited too long to tell them about a delay or defect? If you know a problem is going to blow up in your face, defuse it now. Join us for this workshop where we’ll discuss just how to defuse the problem. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Creating a Prospecting Plan-Sales Mastery

Add to Calendar 06/06/2017 10:30 am 06/06/2017 12:00 am Creating a Prospecting Plan-Sales Mastery 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. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Up-Front Contracts-Sales Mastery

Add to Calendar 06/06/2017 1:00 pm 06/06/2017 2:30 pm Up-Front Contracts-Sales Mastery It’s difficult to achieve a win/win outcome unless all parties agree to the outcome they seek. That’s why up-front contracts are a strategic element of the Sandler selling system. In this lesson, we will take a closer look at the purpose and benefits of developing strong up-front contracts at various stages of the selling process. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Bring Up the Problem Before the Prospect Does-Advanced Sales Mastery

Add to Calendar 06/06/2017 3:30 pm 06/06/2017 5:00 pm Bring Up the Problem Before the Prospect Does-Advanced Sales Mastery Have you ever lost a sale because of a problem you could have and probably should have dealt with earlier in the sales process? Have you ever lost a customer because you waited too long to tell them about a delay or defect? If you know a problem is going to blow up in your face, defuse it now. Join us for this workshop where we’ll discuss just how to defuse the problem. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Journaling: Your Best Development Tool?-Advanced Sales Mastery

Add to Calendar 06/09/2017 8:00 am 06/09/2017 9:30 am Journaling: Your Best Development Tool?-Advanced Sales Mastery Journaling is something we all know we should do. However, many of us set aside the time to do it. Join us, as we share how journaling and internalize Sandler® principles can accelerate your personal and professional growth! Don’t miss out! 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

The Importance of Bonding & Building Rapport-Foundations

Add to Calendar 06/09/2017 10:00 am 06/09/2017 12:00 pm The Importance of Bonding & Building Rapport-Foundations Apply specific Sandler technologies to the art of establishing an emotional bond and positive rapport with prospects. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Linkedin Levers (SES tool)-Advanced Sales Mastery

Add to Calendar 06/13/2017 8:00 am 06/13/2017 9:30 am Linkedin Levers (SES tool)-Advanced Sales Mastery When it comes to the most valuable information for enterprise campaigns, LinkedIn simply cannot be matched as a source. It has become the “gold standard” in recent years and must now be considered a mandatory vehicle for account research. A working knowledge of LinkedIn is no longer a “nice-to-have,” but a “must-have.” In today’s market, knowledge really is power- for those who learned to leverage the information available via Linkedin. Come join us to start improving your knowledge. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Making the Prospecting Call-Sales Mastery

Add to Calendar 06/13/2017 10:30 am 06/13/2017 12:00 pm Making the Prospecting Call-Sales Mastery 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. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Questioning Strategies-Sales Mastery

Add to Calendar 06/13/2017 1:00 pm 06/13/2017 2:30 pm Questioning Strategies-Sales Mastery In this session, you will learn specific questioning strategies to decode prospects’ explanations, statements, and wishy-washy responses. You will learn how to clarify the prospect’s intentions and how to figure out if the prospect is objecting or just reporting. Also, we will discuss how to control the direction of the conversation and keep conversations focused and on topic. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Linkedin Levers (SES tool)-Advanced Sales Mastery

Add to Calendar 06/13/2017 3:30 pm 06/13/2017 5:00 pm Linkedin Levers (SES tool)-Advanced Sales Mastery When it comes to the most valuable information for enterprise campaigns, LinkedIn simply cannot be matched as a source. It has become the “gold standard” in recent years and must now be considered a mandatory vehicle for account research. A working knowledge of LinkedIn is no longer a “nice-to-have,” but a “must-have.” In today’s market, knowledge really is power- for those who learned to leverage the information available via Linkedin. Come join us to start improving your knowledge. 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 06/16/2017 8:00 am 06/16/2017 9:30 am Breaking Through Your Comfort Zone-Sales Mastery 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Elements and Terms of an Up-Front Contract-Foundations

Add to Calendar 06/16/2017 10:00 am 06/16/2017 12:00 pm 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Management-Understanding Your People: I/R, TA, and DISC

Add to Calendar 06/19/2017 3:00 pm 06/19/2017 4:30 pm Management-Understanding Your People: I/R, TA, and DISC The “first sale” for managers is selling themselves to their own people. To do that, managers need to understand their people. In this session, managers will be introduced to the valuable tools of I/R theory, Transactional Analysis (TA), and the DISC matrix. I/R Theory helps managers deal effectively with role performance while preserving others’ core identities. TA helps managers to understand others’ states of mind and the interactions between sales team members. DISC adds an understanding of employee styles for processing information and emotion. These styles translate into behavioral characteristics that can be identified and used to strategize appropriately. During this workshop managers will learn the most effective approaches for individual staff members. Understanding your people leads not only to their growth as individuals but also to a growth in departmental productivity. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Knowing your Competition-Advanced Sales Mastery

Add to Calendar 06/20/2017 8:00 am 06/20/2017 9:30 am Knowing your Competition-Advanced Sales Mastery How much more would you sell if you knew your competition better? Reading a competitor’s website will not give you all of the information that you need. Join us for this workshop where we’ll compile a list of competitive strategies. Don’t miss this session so you know where to target your questions to leverage the best of Sandler and neutralize shortcomings. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Negative Reverse Selling-Sales Mastery

Add to Calendar 06/20/2017 10:30 am 06/20/2017 12:00 pm Negative Reverse Selling-Sales Mastery Negative Reverse Selling is the strategy of exhibiting to your prospects a behavior opposite to what they have come to expect. In this session, you will learn how this strategy prevents you from looking and acting like the stereotypical salesperson, which in turn, gives you a slight edge over other salespeople and can mean the difference between closing the sale and not closing it. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

PAIN-Sales Mastery

Add to Calendar 06/20/2017 1:00 pm 06/20/2017 2:30 pm PAIN-Sales Mastery How much more would you sell if you knew your competition better? Reading a competitor’s website will not give you all of the information that you need. Join us for this workshop where we’ll compile a list of competitive strategies. Don’t miss this session so you know where to target your questions to leverage the best of Sandler and neutralize shortcomings. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Knowing your Competition-Advanced Sales Mastery

Add to Calendar 06/20/2017 3:30 pm 06/20/2017 5:00 pm Knowing your Competition-Advanced Sales Mastery How much more would you sell if you knew your competition better? Reading a competitor’s website will not give you all of the information that you need. Join us for this workshop where we’ll compile a list of competitive strategies. Don’t miss this session so you know where to target your questions to leverage the best of Sandler and neutralize shortcomings. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-Building Your Support Network

Add to Calendar 06/23/2017 8:00 am 06/23/2017 9:30 am Advanced Sales Mastery-Building Your Support Network 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Identifying Reasons for Doing Business (PAIN)-Foundations

Add to Calendar 06/23/2017 10:00 am 06/23/2017 12:00 pm 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Mid-Year Check In-Advanced Sales Mastery

Add to Calendar 06/27/2017 8:00 am 06/27/2017 9:30 am Mid-Year Check In-Advanced Sales Mastery The first six months flew by, at least for some. Where are you from a cookbook standpoint? Are you at fifty percent of your goal for the year? What do you need to do to make your goals happen? What should you do to get back on track? All this and more. It’s your time, let’s spend it wisely. Come prepared to stay on track, modify slightly or recreate something. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Applying Transactional Analysis in Sales-Sales Mastery

Add to Calendar 06/27/2017 10:30 am 06/27/2017 12:00 pm Applying Transactional Analysis in Sales-Sales Mastery In this session, you will learn about Transactional Analysis (TA), the theory of psychology on which the Sandler Selling System is based. You will discover how patterns of behavior influence people’s motivation and the ultimate buying decisions they make. You will learn about ego states, how they develop and how they affect your selling success. Also, you will determine which ego state is governing your behavior when dealing with prospects and whether that behavior is the most effective. 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 06/27/2017 1:00 pm 06/27/2017 2:30 pm Budget-Sales Mastery Join us to understand the underlying reasons why some salespeople are uncomfortable discussing money matters. After this session, you will know how to uncover a prospect’s budget expectations and limitations. You will learn how to use special questioning techniques to uncover the prospect’s budget that’s available to invest in their product or service. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Mid-year Check In-Advanced Sales Mastery

Add to Calendar 06/27/2017 3:30 pm 06/27/2017 5:00 pm Mid-year Check In-Advanced Sales Mastery The first six months flew by, at least for some. Where are you from a cookbook standpoint? Are you at fifty percent of your goal for the year? What do you need to do to make your goals happen? What should you do to get back on track? All this and more. It’s your time, let’s spend it wisely. Come prepared to stay on track, modify slightly or recreate something. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Mid-Year Check-In-Sales Mastery

Add to Calendar 06/30/2017 8:00 am 06/30/2017 9:30 am Mid-Year Check-In-Sales Mastery The first six months flew by, at least for some. Where are you from a cookbook standpoint? Are you at fifty percent of your goal for the year? What do you need to do to make your goals happen? What should you do to get back on track? All this and more. It’s your time, let’s spend it wisely. Come prepared to stay on track, modify slightly or recreate something. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Questioning Strategies-Foundations

Add to Calendar 06/30/2017 10:00 am 06/30/2017 12:00 pm 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY