President's Club-Understanding and Dealing with the Professional Negotiator

Add to Calendar 09/01/2020 8:00 am 09/01/2020 9:30 am President's Club-Understanding and Dealing with the Professional Negotiator Buyers will always try to get as much as they can for their money—but you can’t deliver quality products and services if you give up too many yards in the negotiating game. It is in both your best interest and your customer’s that you MASTER the art of negotiating. Remember: Everything you want is owned or controlled by someone else. You are negotiating all the time! Make sure to add this workshop to your calendar. Fairlawn Training Center, Columbus Training Center, and Livestream mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Making the Prospecting Call

Add to Calendar 09/01/2020 10:00 am 09/01/2020 11:30 am Sales Mastery-Making the Prospecting Call 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. Fairlawn Training Center, Columbus Training Center, and Livestream mcaruso@sandler.com MM/DD/YYYY

President's Club-Understanding and Dealing with the Professional Negotiator

Add to Calendar 09/01/2020 12:00 pm 09/01/2020 1:30 pm President's Club-Understanding and Dealing with the Professional Negotiator Buyers will always try to get as much as they can for their money—but you can’t deliver quality products and services if you give up too many yards in the negotiating game. It is in both your best interest and your customer’s that you MASTER the art of negotiating. Remember: Everything you want is owned or controlled by someone else. You are negotiating all the time! Make sure to add this workshop to your calendar. Fairlawn Training Center, Columbus Training Center, and Livestream mcaruso@sandler.com MM/DD/YYYY

Ohio Veteran Business Owners Executive Briefing

Add to Calendar 09/03/2020 1:00 pm 09/03/2020 2:30 pm Ohio Veteran Business Owners Executive Briefing This is a complimentary executive briefing, discussing current market conditions for Veteran business owners, and what can you do about it. Virtual Training via Zoom gavin.tice@sandler.com MM/DD/YYYY America/New_York

President's Club-Sources of Negotiating Leverage

Add to Calendar 09/08/2020 8:00 am 09/08/2020 9:30 am President's Club-Sources of Negotiating Leverage Leverage in the negotiation process may be subtle or direct. Either way, it is very important. Leverage in the negotiation process can be described as a situational advantage. It helps you persuade the buyer to your position. If you have no leverage at all in the process, then you will have a situational disadvantage. Even if you hope for a win/win outcome, you still will be at an advantage or disadvantage, depending on the amount of leverage you have. Oftentimes it is positioning that swings the leverage to one direction. There are many types of leverage that will work for you or your buyer. Fairlawn Training Center, Columbus Training Center, and Livestream mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Negative Reverse Selling

Add to Calendar 09/08/2020 10:00 am 09/08/2020 11:30 am Sales Mastery-Negative Reverse Selling 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. Fairlawn Training Center, Columbus Training Center, and Livestream mcaruso@sandler.com MM/DD/YYYY

President's Club-Sources of Negotiating Leverage

Add to Calendar 09/08/2020 12:00 pm 09/08/2020 1:30 pm President's Club-Sources of Negotiating Leverage Leverage in the negotiation process may be subtle or direct. Either way, it is very important. Leverage in the negotiation process can be described as a situational advantage. It helps you persuade the buyer to your position. If you have no leverage at all in the process, then you will have a situational disadvantage. Even if you hope for a win/win outcome, you still will be at an advantage or disadvantage, depending on the amount of leverage you have. Oftentimes it is positioning that swings the leverage to one direction. There are many types of leverage that will work for you or your buyer. Fairlawn Training Center, Columbus Training Center, and Livestream mcaruso@sandler.com MM/DD/YYYY

New Client Orientation and Assessment Debrief

Add to Calendar 09/08/2020 2:00 pm 09/08/2020 3:30 pm New Client Orientation and Assessment Debrief This 90-minute orientation and debrief will show you how to utilize our online resources to facilitate your success, and will give you an opportunity to unpack the results of your assessment. This orientation and debrief will be held via Zoom Call and will be held monthly. It is not an enhancement to the Boot Camp experience, not a prerequisite. It is highly suggested that you have a printed copy of your report in front of you to look at and take notes on as we go through the debrief. Please register for the assessment Debrief to receive the login information. Zoom call-register for more info lindsay.beaver@sandler.com MM/DD/YYYY America/New_York

President's Club-12 Gambits Buyers Use and the Counter Measures

Add to Calendar 09/15/2020 8:00 am 09/15/2020 9:30 am President's Club-12 Gambits Buyers Use and the Counter Measures Buyers have maneuvers they use to try to get the salesperson to panic, to think that a sale that is inches away from a signature is suddenly in danger. By using these gambits, buyers hope to force salespeople off balance and into making one-way concessions in order to “save” the sale. However, these gambits are nothing new, and Sandler can offer solid techniques for recognizing and handling them when they come up. Fairlawn Training Center, Columbus Training Center, and Livestream mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Applying Transactional Analysis in Sales

Add to Calendar 09/15/2020 10:00 am 09/15/2020 11:30 am Sales Mastery-Applying Transactional Analysis in Sales 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. Fairlawn Training Center, Columbus Training Center, and Livestream mcaruso@sandler.com MM/DD/YYYY

President's Club-12 Gambits Buyers Use and the Counter Measures

Add to Calendar 09/15/2020 12:00 pm 09/15/2020 1:30 pm President's Club-12 Gambits Buyers Use and the Counter Measures Buyers have maneuvers they use to try to get the salesperson to panic, to think that a sale that is inches away from a signature is suddenly in danger. By using these gambits, buyers hope to force salespeople off balance and into making one-way concessions in order to “save” the sale. However, these gambits are nothing new, and Sandler can offer solid techniques for recognizing and handling them when they come up. Fairlawn Training Center, Columbus Training Center, and Livestream mcaruso@sandler.com MM/DD/YYYY

Sandler Training & Focus CFO Business Leader's Workshop: Grow Your Sales. Grow Your Value

Add to Calendar 09/15/2020 2:00 pm 09/15/2020 4:00 pm Sandler Training & Focus CFO Business Leader's Workshop: Grow Your Sales. Grow Your Value This is a complimentary Executive Briefing/Workshop. Sandler Training's’ Tom Thon and Focus CFO's Mike Derringer will provide their overviews on a business development process and enhancing business valuations. Virtual Training via Zoom tom.thon@sandler.com MM/DD/YYYY America/New_York

Management and Leadership Development Program

Add to Calendar 09/21/2020 3:00 pm 09/21/2020 5:00 pm Management and Leadership Development Program Coach's Playbook - The Coaching Process Sandler Training by The Ruby Group 3480 West Market Street, Suite 102 Akron, OH mcaruso@sandler.com MM/DD/YYYY

President's Club-Leveraging the Pain Funnel

Add to Calendar 09/22/2020 8:00 am 09/22/2020 9:30 am President's Club-Leveraging the Pain Funnel Pain: 1) The first qualifying step in the Sandler Selling System and the Sandler Submarine. 2) A condition that exists when there is a gap between what the prospect has and what the prospect wants or needs and the gap can be closed by your product or service. Many times we have trouble leveraging the Pain Funnel, so we’re seldom fully engaged or invested in the Pain discovery process. In this session, will be sharing several insights and tools to get the Pain Process to be more Personally Impactful! Fairlawn Training Center, Columbus Training Center, and Livestream mcaruso@sandler.com MM/DD/YYYY America/New_York

Sales Mastery-Setting Goals

Add to Calendar 09/22/2020 10:00 am 09/22/2020 11:30 am Sales Mastery-Setting Goals 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. Fairlawn Training Center, Columbus Training Center, and Livestream mcaruso@sandler.com MM/DD/YYYY America/New_York

President's Club-Leveraging the Pain Funnel

Add to Calendar 09/22/2020 12:00 pm 09/22/2020 1:30 pm President's Club-Leveraging the Pain Funnel Pain: 1) The first qualifying step in the Sandler Selling System and the Sandler Submarine. 2) A condition that exists when there is a gap between what the prospect has and what the prospect wants or needs and the gap can be closed by your product or service. Many times we have trouble leveraging the Pain Funnel, so we’re seldom fully engaged or invested in the Pain discovery process. In this session, will be sharing several insights and tools to get the Pain Process to be more Personally Impactful! Fairlawn Training Center, Columbus Training Center, and Livestream mcaruso@sandler.com MM/DD/YYYY

Business Leader's Workshop Webinar: Why Salespeople Fail and What to do about it

Add to Calendar 09/23/2020 8:00 am 09/23/2020 9:00 am Business Leader's Workshop Webinar: Why Salespeople Fail and What to do about it Why Salespeople Fail...and what to do about it Click here for more information Online via live webcast on Zoom.us (register for login details) hayley.lappin@sandler.com MM/DD/YYYY America/New_York

President's Club-Sandler Jeopardy

Add to Calendar 09/29/2020 8:00 am 09/29/2020 9:30 am President's Club-Sandler Jeopardy This is Jeopardy! Join us for some fun and friendly competition as you and your peers put your Sandler knowledge to the test. Do you think you can solve the final Jeopardy? We hope to see you there! Fairlawn Training Center, Columbus Training Center, and Livestream mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Formula for Success

Add to Calendar 09/29/2020 10:00 am 09/29/2020 11:30 am Sales Mastery-Formula for Success For you to succeed in sales, you must have a strategy that guides you throughout the workday. In this lesson, you will learn about Sandler’s Formula for Success and how to use it to generate your strategy for accomplishing the everyday tasks involved in sales. Fairlawn Training Center, Columbus Training Center, and Livestream mcaruso@sandler.com MM/DD/YYYY

President's Club-Sandler Jeopardy

Add to Calendar 09/29/2020 12:00 pm 09/29/2020 1:30 pm President's Club-Sandler Jeopardy This is Jeopardy! Join us for some fun and friendly competition as you and your peers put your Sandler knowledge to the test. Do you think you can solve the final Jeopardy? We hope to see you there! Fairlawn Training Center, Columbus Training Center, and Livestream mcaruso@sandler.com MM/DD/YYYY

New Client Orientation and Assessment Debrief

Add to Calendar 09/29/2020 2:00 pm 09/29/2020 3:30 pm New Client Orientation and Assessment Debrief This 90-minute orientation and debrief will show you how to utilize our online resources to facilitate your success, and will give you an opportunity to unpack the results of your assessment. This orientation and debrief will be held via Zoom Call and will be held monthly. It is not an enhancement to the Boot Camp experience, not a prerequisite. It is highly suggested that you have a printed copy of your report in front of you to look at and take notes on as we go through the debrief. Please register for the assessment Debrief to receive the login information. Zoom call-register for more info lindsay.beaver@sandler.com MM/DD/YYYY America/New_York