Who is Driving the Bus?-Advanced Sales Mastery

Add to Calendar 10/03/2017 8:00 am 10/03/2017 9:30 am Who is Driving the Bus?-Advanced Sales Mastery Most of us are aware that somewhere between 95-98% of our day is controlled by what is known as the Subconscious Mind. It is that part of our brain that does things for us automatically – like a computer. We have pre-programmed it to what it is today! Our deep seeded thoughts are housed there – just like in a computer hard drive. For the most part this is a very good thing! However, when we want to change things, it takes some skill and understanding to break “bad habits” or unsupported thinking. Join us for this workshop as we help you better understand how your subconscious thoughts can drive you to riches or ruin! We will also discuss HOW to reprogram it to achieve your wildest dreams! 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 10/03/2017 10:30 am 10/03/2017 12:00 pm 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 10/03/2017 1:00 pm 10/03/2017 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

Who is Driving the Bus?-Advanced Sales Mastery

Add to Calendar 10/03/2017 3:30 pm 10/03/2017 5:00 pm Who is Driving the Bus?-Advanced Sales Mastery Most of us are aware that somewhere between 95-98% of our day is controlled by what is known as the Subconscious Mind. It is that part of our brain that does things for us automatically – like a computer. We have pre-programmed it to what it is today! Our deep seeded thoughts are housed there – just like in a computer hard drive. For the most part this is a very good thing! However, when we want to change things, it takes some skill and understanding to break “bad habits” or unsupported thinking. Join us for this workshop as we help you better understand how your subconscious thoughts can drive you to riches or ruin! We will also discuss HOW to reprogram it to achieve your wildest dreams! The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Why Have a System-Sales Mastery

Add to Calendar 10/06/2017 8:00 am 10/06/2017 9:30 am Why Have a System-Sales Mastery The selling process can be a challenging undertaking, especially when one does not fully understand the nature of the relationship between buyers and sellers. In this session, we will define this relationship. The purpose is to give you the advantage by recognizing what you control and how to leverage such control. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Don't Get Trapped in the Procrastination Triangle-Advanced Sales Mastery

Add to Calendar 10/10/2017 8:00 am 10/10/2017 9:30 am Don't Get Trapped in the Procrastination Triangle-Advanced Sales Mastery So, when did you start saying, “I’ll get to that tomorrow” when it comes to your goals? If you've fallen short of a goal already or are on pace to fall short before the end of the year, you're trapped in the procrastination triangle. What is the procrastination triangle? Draw an equal sided triangle. Label the top “no goals,” the bottom left “no plan” and the bottom right “no discipline.” Join us as we discuss how to set clear goals, develop a specific plan to achieve each of your goals and cultivate the discipline to complete your plan every week. 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 10/10/2017 10:30 am 10/10/2017 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 10/10/2017 1:00 pm 10/10/2017 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. Additionally, 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

Don’t Get Trapped in the Procrastination Triangle -Advanced Sales Mastery

Add to Calendar 10/10/2017 3:30 pm 10/10/2017 5:00 pm Don’t Get Trapped in the Procrastination Triangle -Advanced Sales Mastery So, when did you start saying, “I’ll get to that tomorrow” when it comes to your goals? If you've fallen short of a goal already or are on pace to fall short before the end of the year, you're trapped in the procrastination triangle. What is the procrastination triangle? Draw an equal sided triangle. Label the top “no goals,” the bottom left “no plan” and the bottom right “no discipline.” Join us as we discuss how to set clear goals, develop a specific plan to achieve each of your goals and cultivate the discipline to complete your plan every week. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Are you Standing on your Own Toe?-Sales Mastery

Add to Calendar 10/13/2017 8:00 am 10/13/2017 9:30 am Are you Standing on your Own Toe?-Sales Mastery Are you having difficulty uncovering your prospect’s real pain? Are you engaged in multiple meetings before you get to a presentation? Are you getting decisions over the phone rather than face-to-face? and most importantly. Are you developing complex solutions to simple problems? If you can answer “yes” to any of the above questions, you’ll want to attend this session and learn how a 25-year old theory will change your way of thinking, and in turn, simplify your business, and enable you to close more sales. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Why Have a System

Add to Calendar 10/13/2017 10:00 am 10/13/2017 12:00 pm Foundations-Why Have a System 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

Management-Feed the Beast

Add to Calendar 10/16/2017 3:00 pm 10/16/2017 4:30 pm Management-Feed the Beast Every year we conduct detailed goal setting process. We create plans to achieve our personal and business goals. Every year we conduct this process but why do so few people actually achieve results? Do you ever wonder what life would be like if you actually accomplished your personal best? What if you overcome your limitations – what could you actually accomplish? The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

You Don’t Have to Be Great to Start, But You Have to Start to Be Great -Advanced Sales Mastery

Add to Calendar 10/17/2017 8:00 am 10/17/2017 9:30 am You Don’t Have to Be Great to Start, But You Have to Start to Be Great -Advanced Sales Mastery Do you love the Ben Franklin quote “If you fail to plan, you are planning to fail!” But what happens if we plan too much (and don’t even know that we are)? Planning, researching, and getting comfortable can really be “getting ready to get ready.” Too much “Yes, but first I must know…” leads to so much lost opportunity. Join us as we work on breaking the “getting ready to get ready” cycle. 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 10/17/2017 10:30 am 10/17/2017 12:00 am 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 10/17/2017 1:00 pm 10/17/2017 2:30 pm PAIN-Sales Mastery In this session, you will learn how to measure the quality of an opportunity (and ultimately decide whether or not to pursue it) based on the prospect’s need for your product or service. We call that need their “pain.” The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

You Don’t Have to Be Great to Start, But You Have to Start to Be Great -Advanced Sales Mastery

Add to Calendar 10/17/2017 3:30 pm 10/17/2017 5:00 pm You Don’t Have to Be Great to Start, But You Have to Start to Be Great -Advanced Sales Mastery Do you love the Ben Franklin quote “If you fail to plan, you are planning to fail!” But what happens if we plan too much (and don’t even know that we are)? Planning, researching, and getting comfortable can really be “getting ready to get ready.” Too much “Yes, but first I must know…” leads to so much lost opportunity. Join us as we work on breaking the “getting ready to get ready” cycle. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Bonding and Rapport-Sales Mastery

Add to Calendar 10/20/2017 8:00 am 10/20/2017 9:30 am Bonding and Rapport-Sales Mastery Join us as we explore how to connect meaningfully with your prospects, build rapport, avoid sending mixed messages, and ensure that you and your prospects are on the same page as you move through the development process. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-The Importance of Bonding & Building Rapport

Add to Calendar 10/20/2017 10:00 am 10/20/2017 12:00 pm Foundations-The Importance of Bonding & Building Rapport 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

A Strong Sales Call Makes for an Easy Proposal-Advanced Sales Mastery

Add to Calendar 10/24/2017 8:00 am 10/24/2017 9:30 am A Strong Sales Call Makes for an Easy Proposal-Advanced Sales Mastery Surprise! Sandler trained professionals do write proposals. But as David Sandler said, “Only for the Close”. Not to hand to an intermediary, not to negotiate price, not to teach them about our product or service, not to talk them in to anything new, those issues must be addressed before you even schedule a proposal review meeting. Join us for this session where we will start by looking at ways you can check to verify if you are even ready to write a proposal. We will add to the agenda your stories, lessons and questions to help you know when to write one and when not to and what to do about it. 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 10/24/2017 10:30 am 10/24/2017 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 10/24/2017 1:00 pm 10/24/2017 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

A Strong Sales Call Makes for an Easy Proposal -Advanced Sales Mastery

Add to Calendar 10/24/2017 3:30 pm 10/24/2017 5:00 pm A Strong Sales Call Makes for an Easy Proposal -Advanced Sales Mastery Surprise! Sandler trained professionals do write proposals. But as David Sandler said, “Only for the Close”. Not to hand to an intermediary, not to negotiate price, not to teach them about our product or service, not to talk them in to anything new, those issues must be addressed before you even schedule a proposal review meeting. Join us for this session where we will start by looking at ways you can check to verify if you are even ready to write a proposal. We will add to the agenda your stories, lessons and questions to help you know when to write one and when not to and what to do about it. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Motivation-Sales Mastery

Add to Calendar 10/27/2017 8:00 am 10/27/2017 9:30 am Motivation-Sales Mastery People are always looking for things to motivate and inspire them. In fact, self-help books often portray motivation as a static feature of our personality where we subconsciously compare efforts versus rewards to help motivate us. Come be part of this special workshop to learn more about the science behind motivation and how to gain more control over your motivation to drive you to higher levels of success. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Elements and Terms of an Up-Front Contract

Add to Calendar 10/27/2017 10:00 am 10/27/2017 12:00 pm Foundations-Elements and Terms of an Up-Front Contract 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

Finding PAIN without being one-Advanced Sales Mastery

Add to Calendar 10/31/2017 8:00 am 10/31/2017 9:30 am Finding PAIN without being one-Advanced Sales Mastery Uncovering what type of Pain a prospect possesses or what they are avoiding is all about how much courage we can muster to ask tough questions while also creating a safe, nurturing environment for them to self-discover. One of the keys to success is knowing the tactical elements that make up the Pain discovery process. The other key is our ability to push through any self-talk, fear, or apprehension around asking the questions focused on personal impact. On the other hand, some of you don’t have those issues and may need to dial back the “clubbing” of prospects during the interview. Join us for this workshop as we explore how to avoid overlooking the Pain Step without turning it into a weapon. Remember, “no pain, no sale.” The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Setting Goals-Sales Mastery

Add to Calendar 10/31/2017 10:30 am 10/31/2017 12:00 pm Setting Goals-Sales Mastery Join us to identify your personal life goals, determine what you need to do to achieve those goals. Additionally, make a plan to track your progress and fine-tune the plan. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Decision-Sales Mastery

Add to Calendar 10/31/2017 1:00 pm 10/31/2017 2:30 pm Decision-Sales Mastery The objective of the Decision Step in the Sandler Selling System is to identify the prospect’s decision-making process. Understanding the process will ensure that you access the real decision makers and can successfully conclude your sale. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Finding PAIN without Being One-Advanced Sales Mastery

Add to Calendar 10/31/2017 3:30 pm 10/31/2017 5:00 pm Finding PAIN without Being One-Advanced Sales Mastery Uncovering what type of Pain a prospect possesses or what they are avoiding is all about how much courage we can muster to ask tough questions while also creating a safe, nurturing environment for them to self-discover. One of the keys to success is knowing the tactical elements that make up the Pain discovery process. The other key is our ability to push through any self-talk, fear, or apprehension around asking the questions focused on personal impact. On the other hand, some of you don’t have those issues and may need to dial back the “clubbing” of prospects during the interview. Join us for this workshop as we explore how to avoid overlooking the Pain Step without turning it into a weapon. Remember, “no pain, no sale.” The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY