| March 2020 | ||||||||||||||||||||||||||||||||||||||||||||||||
|
||||||||||||||||||||||||||||||||||||||||||||||||
|
||||||||||||||||||||||||||||||||||||||||||||||||
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
March 3rd, 2020
8:00 am - 9:30 am
If you were to think of your sales process as a series of gates that you need to progress through to get to a close, would you be able to identify the gates? Do you know what needs to happen between each one for you to be able to proceed to the next “gate”? What are the pivotal points for your gates? Knowing your sales process is the key to being able to unlock more gates. Remember, “A professional never does anything by accident.”
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
March 3rd, 2020
10:00 am - 11:30 am
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
March 3rd, 2020
12:00 pm - 1:30 pm
If you were to think of your sales process as a series of gates that you need to progress through to get to a close, would you be able to identify the gates? Do you know what needs to happen between each one for you to be able to proceed to the next “gate”? What are the pivotal points for your gates? Knowing your sales process is the key to being able to unlock more gates. Remember, “A professional never does anything by accident.”
Location: 6660 Doubletree Ave. Columbus, OH 43229
March 6th, 2020
8:00 am - 9:30 am
With the abundance of prospecting methods available to today’s salesperson, it can be easier than ever to avoid or procrastinate Cold Calling. Join us for this workshop as we talk about strategies for overcoming call reluctance and how to warm up a cold call. We will also talk about why your 30-second commercial isn’t working and how to determine what the real objective is. Believe it or not, cold calling is not dead.
Location: 6660 Doubletree Ave. Columbus, OH 43229
March 6th, 2020
10:00 am - 11:30 am
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
March 10th, 2020
8:00 am - 9:30 am
Every year, over a thousand of the world’s most successful sales, leadership, and management professionals gather at a resort location for the Sandler Summit, where we network, share ideas, celebrate each other’s successes and participate in sessions led by top Sandler training professionals. Join us for this workshop to hear the top takeaways from this year’s Sandler Summit.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
March 10th, 2020
10:00 am - 11:30 am
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.
Location: The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
March 10th, 2020
12:00 pm - 1:30 pm
Every year, over a thousand of the world’s most successful sales, leadership, and management professionals gather at a resort location for the Sandler Summit, where we network, share ideas, celebrate each other’s successes and participate in sessions led by top Sandler training professionals. Join us for this workshop to hear the top takeaways from this year’s Sandler Summit.
Location: Online via live webcast on Zoom.us (register for login details)
March 11th, 2020
8:00 am - 9:00 am
When you want your team to continually make good choices and improve overall performance, you’re looking to create a long-term coaching playbook for each member of your team.
For successful coaching the discovery process must focus on critical behavior modification, not the imparting of new skills. Start now!
Click here for more information
Location: 6660 Doubletree Ave. Columbus, OH 43229
March 13th, 2020
8:00 am - 9:30 am
What are the things that hold people back and what are they going to do about it? Do you know what is holding you back? Join us for this insightful look at what is standing between you and success and what you’re going to do about it.
Location: 6660 Doubletree Ave. Columbus, OH 43229
March 13th, 2020
10:00 am - 11:30 am
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.
Location: Sandler Training by The Ruby Group
3480 West Market Street, Suite 102
Akron, OH
March 16th, 2020
3:00 pm - 5:00 pm
Beyond understanding key elements of communication, highly skilled managers will learn how to apply elements of DISC, the universal language of behavior, to their interactions with their people. Two other concepts that have been adapted from the world of psychology to the world of sales and sales management are Identity/Role (I/R) Theory and Transactional Analysis (TA). This workshop will hone your skills in understanding and effectively engaging your team.
Location: Live Stream Only
March 17th, 2020
8:00 am - 9:30 am
What are the things that hold people back and what are they going to do about it? Do you know what is holding you back? Join us for this insightful look at what is standing between you and success and what you’re going to do about it.
Location: Live Stream Only
March 17th, 2020
10:00 am - 11:30 am
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.
Location: Live Stream Only
March 17th, 2020
12:00 pm - 1:30 pm
What are the things that hold people back and what are they going to do about it? Do you know what is holding you back? Join us for this insightful look at what is standing between you and success and what you’re going to do about it.
Location: Live Stream Only
March 24th, 2020
8:00 am - 9:30 am
For nearly a century, people have been using the language of DISC to quickly identify behavior patterns and preferences in individuals. Using the framework of DISC to better understand your customers, create rapport, and effectively adapt to a variety of communication styles will greatly improve your interactions with your customers. Don’t miss this practical and thought-provoking workshop.
Location: Live Stream Only
March 24th, 2020
10:00 am - 11:30 am
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.”
Location: Live Stream Only
March 24th, 2020
12:00 pm - 1:30 pm
For nearly a century, people have been using the language of DISC to quickly identify behavior patterns and preferences in individuals. Using the framework of DISC to better understand your customers, create rapport, and effectively adapt to a variety of communication styles will greatly improve your interactions with your customers. Don’t miss this practical and thought-provoking workshop.
Location: Live Stream Only
March 30th, 2020
3:00 pm - 5:00 pm
When it comes to improving your sales team’s performance, providing field support can often feel muddled and unproductive. If the manager turns it into a “let-me-show-you-how-it’s-done” event without incorporating proper coaching, the salesperson learns very little. The result of this behavior can de-motivate a salesperson if he attributes the manager’s success on the call to his “sales manager” status or authority. Or, if the sales manager isn’t successful, the salesperson is thinking, “If you can’t sell this stuff, what chance do I have?” Join us for this workshop to develop a five-step process for helping salespeople improve their performance when working with them in the field.
Location: Live Stream Only
March 31st, 2020
8:00 am - 9:30 am
Transactional Analysis (TA) theory defines three ego states that influence our behavior: Parent, Adult, and Child. Think of these ego states as internal memory banks where childhood impressions, teachings, and associated feelings are stored. Being able to identify which of the ego states your customers are operating from and working to keep your own ego states in check is essential for effective understanding and communication.
Location: Live Stream Only
March 31st, 2020
8:00 am - 9:30 am
Transactional Analysis (TA) theory defines three ego states that influence our behavior: Parent, Adult, and Child. Think of these ego states as internal memory banks where childhood impressions, teachings, and associated feelings are stored. Being able to identify which of the ego states your customers are operating from and working to keep your own ego states in check is essential for effective understanding and communication.
Location: Live Stream Only
March 31st, 2020
10:00 am - 11:30 am
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.