PAIN-Sales Mastery

Add to Calendar 12/01/2017 8:00 am 12/01/2017 9:30 am 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.” 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

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

Add to Calendar 12/01/2017 10:00 am 12/01/2017 12:00 pm Foundations-Closing the Sale & Improving Your BAT-ting Average 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Elephant Hunting-Advanced Sales Mastery

Add to Calendar 12/05/2017 8:00 am 12/05/2017 9:30 am Elephant Hunting-Advanced Sales Mastery Do you know how to track down an elephant? One step at a time. Join us as we discuss the four "steps” to grow corporate clients. (1) Identifying the right corporate prospects, (2) getting in front of the decision makers, (3) applying the Sandler submarine to large companies, and (4) delivering training programs that satisfy the clients and don’t eat up all of your time. This session will have valuable takeaways for all in attendance. 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 12/05/2017 10:30 am 12/05/2017 12:00 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

Making the Prospecting Call-Sales Mastery

Add to Calendar 12/05/2017 1:00 pm 12/05/2017 2:30 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

Elephant Hunting-Advanced Sales Mastery

Add to Calendar 12/05/2017 3:30 pm 12/05/2017 5:00 pm Elephant Hunting-Advanced Sales Mastery Do you know how to track down an elephant? One step at a time. Join us as we discuss the four "steps” to grow corporate clients. (1) Identifying the right corporate prospects, (2) getting in front of the decision makers, (3) applying the Sandler submarine to large companies, and (4) delivering training programs that satisfy the clients and don’t eat up all of your time. This session will have valuable takeaways for all in attendance. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-I Can't Think of Anyone, But

Add to Calendar 12/08/2017 8:00 am 12/08/2017 9:30 am Sales Mastery-I Can't Think of Anyone, But Is that the standard response you get when you ask for referrals? Do you ask yourself: Is it me? Am I not delivering the highest quality product? Why don’t my clients refer me? What am I doing wrong? How do I start getting good, consistent referrals? The answer is that it is you! You don’t have a proven repeatable process that makes it easy for clients to give you great referrals! Join us for this workshop where we will discuss a proven referral process. You will learn how to effectively and consistently get the quality referrals you want and deserve! 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Prospecting Behavior

Add to Calendar 12/08/2017 10:00 am 12/08/2017 12:00 pm Foundations-Prospecting Behavior Identify the right mix of prospecting activities and an action plan to ensure a predictable and sustainable sales effort. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Budget and Decision-Advanced Sales Mastery

Add to Calendar 12/12/2017 8:00 am 12/12/2017 9:30 am Budget and Decision-Advanced Sales Mastery This workshop will cover the fundamentals of 2 very important steps in the Sandler system. All too often we don’t dig out the information we need to move the prospect forward, or we simply ignore the steps altogether. Then we wonder why the prospect stalls out or goes into hiding. Remember these 2 steps are qualifying the prospect. It’s part of your decision-making process. Either disqualify or qualify. Don’t drink the hopium.. 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 12/12/2017 10:30 am 12/12/2017 12:00 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

Negative Reverse Selling-Sales Mastery

Add to Calendar 12/12/2017 1:00 pm 12/12/2017 2:30 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

Budget and Decision-Advanced Sales Mastery

Add to Calendar 12/12/2017 3:30 pm 12/12/2017 5:00 pm Budget and Decision-Advanced Sales Mastery This workshop will cover the fundamentals of 2 very important steps in the Sandler system. All too often we don’t dig out the information we need to move the prospect forward, or we simply ignore the steps altogether. Then we wonder why the prospect stalls out or goes into hiding. Remember these 2 steps are qualifying the prospect. It’s part of your decision-making process. Either disqualify or qualify. Don’t drink the hopium.. 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 12/15/2017 8:00 am 12/15/2017 9:30 am 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Management-Is Your Vision Theirs?

Add to Calendar 12/18/2017 3:00 pm 12/18/2017 4:30 pm Management-Is Your Vision Theirs? The Role of a Sales Manager is straightforward: to create an environment in which our sales professionals will thrive. No doubt, the daily complexities of selling in today's business world will find us focusing on the short- term activities and results, with little time left for leadership and focus on our long- term vision. Learn the key leadership behaviors to create a high performance environment and strategies for ensuring your vision is theirs. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Eliminate Your Prospect's Fears -Advanced Sales Mastery

Add to Calendar 12/19/2017 8:00 am 12/19/2017 9:30 am Eliminate Your Prospect's Fears -Advanced Sales Mastery Fear may be the most powerful motivator affecting your buyers’ decisions. However, in their effort to maintain an image of power and control, buyers will be reluctant to share their true anxieties and concerns with you. You’ll increase your sales production when you help buyers discover and overcome their fears, show that you are sensitive to those issues, and then lead those buyers to the conclusion that your product will replace their fear with peace of mind. Join us as we discuss some common fears that can haunt your prospects as they go through the buying process. 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 12/19/2017 10:30 am 12/19/2017 12:00 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

Applying Transactional Analysis in Sales-Sales Mastery

Add to Calendar 12/19/2017 1:00 pm 12/19/2017 2:30 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

Eliminate Your Prospect's Fears-Advanced Sales Mastery

Add to Calendar 12/19/2017 3:30 pm 12/19/2017 5:00 pm Eliminate Your Prospect's Fears-Advanced Sales Mastery Fear may be the most powerful motivator affecting your buyers’ decisions. However, in their effort to maintain an image of power and control, buyers will be reluctant to share their true anxieties and concerns with you. You’ll increase your sales production when you help buyers discover and overcome their fears, show that you are sensitive to those issues, and then lead those buyers to the conclusion that your product will replace their fear with peace of mind. Join us as we discuss some common fears that can haunt your prospects as they go through the buying process. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY