Breaking Through Your Plateau-President's Club

Add to Calendar 09/01/2015 8:00 am 09/01/2015 9:30 am Breaking Through Your Plateau-President's Club David Sandler said, “You are either growing or dying, there is no in between.” Growing a successful business is like any other process where reaching a plateau is normal. What happens when that plateau becomes a Comfort Zone to which we become complacent and the growth stops? In this session, we will explore what is REALLY happening – How to recognize it and how to break through it! The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Elements and Terms of an Up-Front Contract-Foundations

Add to Calendar 09/01/2015 10:00 am 09/01/2015 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. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Understanding Our Customers: Transactional Analysis-Strategic Customer Care

Add to Calendar 09/01/2015 3:00 pm 09/01/2015 4:30 pm Understanding Our Customers: Transactional Analysis-Strategic Customer Care Who said that? Understanding our customers is central to helping them with their problems. Part of a deeper understanding is to understand the language and tonality they’re using and where it’s coming from. Often when someone speaks, they are ‘talking from the inside’. They sound like someone or something has triggered a recording of someone else speaking. To be a business person on the frontline we need a slight edge to better connect with people. The study of transactional analysis and how it adapts to the business world gives us that slight edge. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Bonding and Rapport 101-President's Club

Add to Calendar 09/08/2015 8:00 am 09/08/2015 9:30 am Bonding and Rapport 101-President's Club You know what Bonding and Rapport is technically however, are you doing it? The basics are straight forward, keep the prospect OK. It’s easier said than done so often. You have styles to consider, fears and a myriad of other trash going through your head. Let’s spend some time getting to know what Bonding and Rapport really is during this President's Club workshop The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Identifying Reasons for Doing Business (PAIN)-Foundations

Add to Calendar 09/08/2015 10:00 am 09/08/2015 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. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Dealing with Difficult People-Strategic Customer Care

Add to Calendar 09/08/2015 3:00 pm 09/08/2015 4:30 pm Dealing with Difficult People-Strategic Customer Care No matter where SNAFUS happen within a company, customer service providers often are the frontlines for dealing with angry, upset or difficult people. It’s part of the job, but many frontline people find it to be a stressful part of their day, and can lead to burnout unless there is an established, step-by-step process in place. This session will look at difficult people. What makes them difficult? Why do we often feel uncomfortable with these situations? How can we use proven Sandler techniques to institute a step-by-step process to resolve conflict without escalating it, and fixing both the problem, the upset customer while maintaining our own confidence and self-esteem? The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Let's Get Gutsy with Pain-President's Club

Add to Calendar 09/15/2015 8:00 am 09/15/2015 9:30 am Let's Get Gutsy with Pain-President's Club The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Questioning Strategies-Foundations

Add to Calendar 09/15/2015 10:00 am 09/15/2015 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. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Formula for Success-Strategic Customer Care

Add to Calendar 09/15/2015 3:00 pm 09/15/2015 4:30 pm Formula for Success-Strategic Customer Care Each person’s definition of success in life may be very different. However, there are certain basic truths in customer service that, if adhered to, can take you to the next level of success. In customer service, success comes if we FOCUS ON THEM! The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Why Salespeople Fail & What To Do About It - Business Leaders Workshop

Add to Calendar 09/17/2015 8:00 am 09/17/2015 10:30 am Why Salespeople Fail & What To Do About It - Business Leaders Workshop Have breakfast on us and discover the difference between salespeople who can sell versus those who will. Also explore how traditional selling strategies turn salespeople into unpaid consultants, how to reverse slipping margins, and how to turn “think it over” into new business. The Ruby Group’s Training Center 3480 W. Market Street, Suite 102 Fairlawn, OH 44333 hayley.lappin@sandler.com MM/DD/YYYY

Make Time Part of Your Plan-President's Club

Add to Calendar 09/22/2015 8:00 am 09/22/2015 9:00 am Make Time Part of Your Plan-President's Club As you reflect back on the first half of 2015, could you have done a better job of prospecting, selling and training if you had more time? Do you often say to yourself, "I'll make those calls tomorrow" when in fact tomorrow comes and goes and you still didn't make prospecting calls? Managing time could be the easiest thing to do and yet, many people just don’t do it. Join us for the President’s Club workshop as we explore how to make more time in your busy day. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Uncovering the Budget & Identifying the Decision Making Process-Foundations

Add to Calendar 09/22/2015 10:00 am 09/22/2015 12:00 pm Uncovering the Budget & Identifying the Decision Making Process-Foundations Uncover the budgetary constraints that underlie every sales situation and learn how your prospect’s organization makes its decisions, as well as how to spot, remove or avoid roadblocks. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Client Development Through Sales-Strategic Customer Care

Add to Calendar 09/22/2015 3:00 pm 09/22/2015 4:30 pm Client Development Through Sales-Strategic Customer Care More often, customer service providers are asked to proactively search out new business. The challenges customer service providers face is not unusual. They may be reluctant, unconfident, or may resist engaging prospects because they lack confidence, or the know-how. In this session we’ll look at attitudes around sales and the selling process. We’ll also examine some ways to develop a ‘sales antennae’ that will help us recognize business opportunities. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Your Best New Customer is an Existing Customer-President's Club

Add to Calendar 09/29/2015 8:00 am 09/29/2015 9:30 am Your Best New Customer is an Existing Customer-President's Club Conceptually it sounds nice, "The best new customer is an existing customer." And strategically it seems like the right plan for our business. The opportunity is this, "How so we turn the concept and the strategy into tactical reality and dollars." Join us for this workshop where we will discuss how to identify opportunities within our existing customer base. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Closing the Sale & Improving Your BAT-ting Average-Foundations

Add to Calendar 09/29/2015 10:00 am 09/29/2015 12:00 pm Closing the Sale & Improving Your BAT-ting Average-Foundations 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 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

On The Frontlines-Strategic Customer Care

Add to Calendar 09/29/2015 3:00 pm 09/29/2015 4:30 pm On The Frontlines-Strategic Customer Care Is there a greater challenge than working on the frontlines of an organization and dealing one-on-one with customers daily? Much hinges on this critical role - from building strong customer relationships to uncovering their ongoing needs, to establishing loyalty, to continued sales. Join us today where we'll discuss managing expectations: What do customers want? How well do we deliver that? What do we do? What is this course about. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY