Budget and Decision-Making Steps- President's Club

Add to Calendar 08/04/2015 8:00 am 08/04/2015 9:30 am Budget and Decision-Making Steps- President's Club These are classic examples of the difference between literal Sandler and the real world use of the system. Literal - Two simple questions: Do you have a budget set aside to address this problem? What sort of decision-making process do you go through? Reality, as you may have already figured out is quite different. In this session, we will look at the information you need to gather from a prospect – and when and how you go about getting it – as you go through your “qualify or disqualify” process. The Ruby Group Training Center 2251 Front Street Std. 206 Cuyahoga Falls, Ohio 44221 mcaruso@sandler.com MM/DD/YYYY

Improving Your BAT-ting Average-Beginners President's Club

Add to Calendar 08/04/2015 1:00 pm 08/04/2015 2:00 pm Improving Your BAT-ting Average-Beginners President's Club You will be aware of the importance of behavior, attitude, and technique in developing a successful performance as a professional sales person and will understand the relationship between attitude and behavior in that performance. The Ruby Group Training Center 2251 Front Street Std. 206 Cuyahoga Falls, Ohio 44221 mcaruso@sandler.com MM/DD/YYYY

Understanding Our Customers: DISC- Strategic Customer Care

Add to Calendar 08/04/2015 3:00 pm 08/04/2015 4:30 pm Understanding Our Customers: DISC- Strategic Customer Care Typically, people are more comfortable interacting with people who are like themselves. In this session, we’ll examine peoples’ communication preferences to improve understanding and communication with both internal and external customers. Using the DISC behavioral profile, we start by examining the four quadrants, and our own preferences. We will learn the differences of the four styles, how to quickly identify a person’s dominant style, and the basis of communicating with each one. Once identified, we can modify our styles to our customers’ to facilitate optimum communication. The Ruby Group Training Center 2251 Front Street Std. 206 Cuyahoga Falls, Ohio 44221 mcaruso@sandler.com MM/DD/YYYY

Bringing Your Playbook to Life-President's Club

Add to Calendar 08/11/2015 8:00 am 08/11/2015 9:30 am Bringing Your Playbook to Life-President's Club Any book is only as good as what is between the covers. Join us for this workshop where we'll go over the nuts and bolts needed to construct your playbook. We'll discuss the key components of the playbook and how to use it as an effective tool. Come to this session prepared to build! The Ruby Group Training Center 2251 Front Street Std. 206 Cuyahoga Falls, Ohio 44221 mcaruso@sandler.com MM/DD/YYYY

Why Have A System, (Quick Review of A, Concentrate on B)-Beginners Presidents Club

Add to Calendar 08/11/2015 1:00 pm 08/11/2015 2:00 pm Why Have A System, (Quick Review of A, Concentrate on B)-Beginners Presidents Club You will understand the importance of having a systematic process for sales development. The Ruby Group Training Center 2251 Front Street Std. 206 Cuyahoga Falls, Ohio 44221 mcaruso@sandler.com MM/DD/YYYY

Questioning Techniques-Strategic Customer Care

Add to Calendar 08/11/2015 3:00 pm 08/11/2015 2:30 pm Questioning Techniques-Strategic Customer Care The ability to craft, and ask, good, compelling questions is one of the great skills we can have in customer service and inside sales. Much of a customer service representative or inside sales person’s day is spent answering other people’s questions. What we may not give as much thought to is how, and why, we should ask questions. Well-crafted questions can cut through smoke and mirrors, help to clarify our customers’ thinking, and get us to the right solutions more directly than passively answering questions. Asking questions is more assertive and puts you in control. The Ruby Group Training Center 2251 Front Street Std. 206 Cuyahoga Falls, Ohio 44221 mcaruso@sandler.com MM/DD/YYYY

Are You Building Trust with Clients and Prospects? Are you Sure?-President's Club

Add to Calendar 08/18/2015 8:00 am 08/18/2015 9:00 am Are You Building Trust with Clients and Prospects? Are you Sure?-President's Club Every sales person desires to build trust on a sales call. When you're meeting with prospects or clients, how do you measure if you have strengthened or weakened your position? What pitfalls do sales people face when building trust? Join us for this workshop where we'll talk about five ways a prospect sees sales people and how those perceptions may be causing pressure on the sale. The Ruby Group Training Center (New Location) 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Why Have a System-Foundations

Add to Calendar 08/18/2015 10:00 am 08/18/2015 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. The Ruby Group Training Center (New Location) 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Up-Selling and Cross-Selling-Strategic Customer Care

Add to Calendar 08/18/2015 3:00 pm 08/18/2015 4:30 pm Up-Selling and Cross-Selling-Strategic Customer Care Most customer service providers accept the fact that part of their job requires them to interface with both prospective customers and existing clients in a sales role. It may make them feel uncomfortable, yet a major part of their job depends on their ability to help other people with their ideas and services. One of the greatest services we can do for our prospects and customers is in a selling role. Prospects and customers alike depend on us to bring new information, new ideas, problem solve and add value to our products by helping them make good buying decisions. The Ruby Group Training Center (New Location) 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Territory Management-Sandler Management Solutions

Add to Calendar 08/20/2015 2:30 pm 08/20/2015 5:00 pm Territory Management-Sandler Management Solutions 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 mcaruso@sandler.com MM/DD/YYYY

Our 66-Day Challenge-President's Club

Add to Calendar 08/25/2015 8:00 am 08/25/2015 9:30 am Our 66-Day Challenge-President's Club Behavioral science says it takes 66 days to cement a new habit. What one new habit would make a big impact on reaching your goals and dreams? Join us for this workshop where we'll take a new look at the behavior side of the Success Triangle and take your 66 day-challenge to develop one new habit that takes your business and life to the next level. The Ruby Group Training Center (New Location) 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

The Importance of Bonding & Building Rapport-Foundation

Add to Calendar 08/25/2015 10:00 am 08/25/2015 12:00 pm The Importance of Bonding & Building Rapport-Foundation Apply specific Sandler technologies to the art of establishing an emotional bond and positive rapport with prospects. The Ruby Group Training Center (New Location) 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Telephone and Email Communication-Strategic Customer Care

Add to Calendar 08/25/2015 3:00 pm 08/25/2015 4:30 pm Telephone and Email Communication-Strategic Customer Care More and more, technology is replacing old, slower ways of doing business. One thing remains constant: customers are unique individuals who want to be treated with courtesy and respect – whether it’s in person, on the telephone or by email. We don’t help voice mails, we don’t sell to the internet – it’s always about the people. These tools cannot replace the one-on-one direct communication that connects us to our customers and builds trust and rapport. We can, however, use them more effectively to avoid disconnects between ourselves and the customer. This session we’ll review both the telephone and email – our connections to the outside world and our customers - to ensure our communication skills are building the relationships we value, not damaging them. The Ruby Group Training Center (New Location) 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY