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On behalf of Sandler Training, our thoughts are with our clients and their families and businesses impacted by COVID-19. We are committed to working with you to help you and your business through these extraordinary times. Sandler is open but operating remotely in accordance with recommendations by the CDC to do our part to hopefully help ‘flatten the curve’ of the spread of the virus. We’re here for you and our community. Please don’t hesitate to call or email us to talk through your concerns. Best wishes for the health and safety of your families, teams, and clients.
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The Ruby Group | Akron and Columbus, OH
 

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Sandler Training Calendar

March 2020

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Event Listings for March 2020

President's Club-Gate Selling
Add to Calendar 03/03/2020 8:00 am 03/03/2020 9:30 am President's Club-Gate Selling 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.” The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
mcaruso@sandler.com MM/DD/YYYY

When:
March 3rd, 2020
8:00 am - 9:30 am

Where:
The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333


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.”


Sales Mastery-Bonding and Rapport
Add to Calendar 03/03/2020 10:00 am 03/03/2020 11:30 am Sales Mastery-Bonding and Rapport 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. The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
mcaruso@sandler.com MM/DD/YYYY

When:
March 3rd, 2020
10:00 am - 11:30 am

Where:
The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333


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.


President's Club-Gate Selling
Add to Calendar 03/03/2020 12:00 pm 03/03/2020 1:30 pm President's Club-Gate Selling 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.” The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
mcaruso@sandler.com MM/DD/YYYY

When:
March 3rd, 2020
12:00 pm - 1:30 pm

Where:
The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333


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.”


President's Club-Cold Calling is Not Dead
Add to Calendar 03/06/2020 8:00 am 03/06/2020 9:30 am President's Club-Cold Calling is Not Dead 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

When:
March 6th, 2020
8:00 am - 9:30 am

Where:
6660 Doubletree Ave. Columbus, OH 43229


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.


Sales Mastery-Budget
Add to Calendar 03/06/2020 10:00 am 03/06/2020 11:30 am Sales Mastery-Budget 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

When:
March 6th, 2020
10:00 am - 11:30 am

Where:
6660 Doubletree Ave. Columbus, OH 43229


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.


President's Club-Lessons Learned from Sandler Summit
Add to Calendar 03/10/2020 8:00 am 03/10/2020 9:30 am President's Club-Lessons Learned from Sandler Summit 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. The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
mcaruso@sandler.com MM/DD/YYYY

When:
March 10th, 2020
8:00 am - 9:30 am

Where:
The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333


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.


Sales Mastery-Up-Front Contracts
Add to Calendar 03/10/2020 10:00 am 03/10/2020 11:30 am Sales Mastery-Up-Front Contracts 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

When:
March 10th, 2020
10:00 am - 11:30 am

Where:
The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333


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.


President's Club-Lessons Learned from Sandler Summit
Add to Calendar 03/10/2020 12:00 pm 03/10/2020 1:30 pm President's Club-Lessons Learned from Sandler Summit 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. The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
mcaruso@sandler.com MM/DD/YYYY

When:
March 10th, 2020
12:00 pm - 1:30 pm

Where:
The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333


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.


Business Leader's Workshop Webinar: Coach's Playbook
Add to Calendar 03/11/2020 8:00 am 03/11/2020 9:00 am Business Leader's Workshop Webinar: Coach's Playbook 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
Online via live webcast on Zoom.us (register for login details) therubygroup@sandler.com MM/DD/YYYY

When:
March 11th, 2020
8:00 am - 9:00 am

Where:
Online via live webcast on Zoom.us (register for login details)


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


President's Club-16 Barriers of Success
Add to Calendar 03/13/2020 8:00 am 03/13/2020 9:30 am President's Club-16 Barriers of Success 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

When:
March 13th, 2020
8:00 am - 9:30 am

Where:
6660 Doubletree Ave. Columbus, OH 43229


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.


Sales Mastery-Decision
Add to Calendar 03/13/2020 10:00 am 03/13/2020 11:30 am Sales Mastery-Decision 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

When:
March 13th, 2020
10:00 am - 11:30 am

Where:
6660 Doubletree Ave. Columbus, OH 43229


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.


Management and Leadership Development Program-Understanding Your People- DISC, I/R, TA
Add to Calendar 03/16/2020 3:00 pm 03/16/2020 5:00 pm Management and Leadership Development Program-Understanding Your People- DISC, I/R, TA 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. Sandler Training by The Ruby Group
3480 West Market Street, Suite 102
Akron, OH
mcaruso@sandler.com MM/DD/YYYY

When:
March 16th, 2020
3:00 pm - 5:00 pm

Where:
Sandler Training by The Ruby Group
3480 West Market Street, Suite 102
Akron, OH


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.


President's Club- 16 Barriers to Success
Add to Calendar 03/17/2020 8:00 am 03/17/2020 9:30 am President's Club- 16 Barriers to Success 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. Live Stream Only mcaruso@sandler.com MM/DD/YYYY

When:
March 17th, 2020
8:00 am - 9:30 am

Where:
Live Stream Only


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.


Sales Mastery-Questioning Strategies
Add to Calendar 03/17/2020 10:00 am 03/17/2020 11:30 am Sales Mastery-Questioning Strategies 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. Live Stream Only mcaruso@sandler.com MM/DD/YYYY

When:
March 17th, 2020
10:00 am - 11:30 am

Where:
Live Stream Only


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.


President's Club- 16 Barriers to Success
Add to Calendar 03/17/2020 12:00 pm 03/17/2020 1:30 pm President's Club- 16 Barriers to Success 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. Live Stream Only mcaruso@sandler.com MM/DD/YYYY

When:
March 17th, 2020
12:00 pm - 1:30 pm

Where:
Live Stream Only


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.


President's Club-Understanding Our Customers-DISC
Add to Calendar 03/24/2020 8:00 am 03/24/2020 9:30 am President's Club-Understanding Our Customers-DISC 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. Live Stream Only mcaruso@sandler.com MM/DD/YYYY

When:
March 24th, 2020
8:00 am - 9:30 am

Where:
Live Stream Only


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.


Sales Mastery-Pain
Add to Calendar 03/24/2020 10:00 am 03/24/2020 11:30 am Sales Mastery-Pain 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.” Live Stream Only mcaruso@sandler.com MM/DD/YYYY

When:
March 24th, 2020
10:00 am - 11:30 am

Where:
Live Stream Only


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.”


President's Club-Understanding Our Customers-DISC
Add to Calendar 03/24/2020 12:00 pm 03/24/2020 1:30 pm President's Club-Understanding Our Customers-DISC 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. Live Stream Only mcaruso@sandler.com MM/DD/YYYY

When:
March 24th, 2020
12:00 pm - 1:30 pm

Where:
Live Stream Only


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.


Management and Leadership Development Program-Improving Sales Team Performance
Add to Calendar 03/30/2020 3:00 pm 03/30/2020 5:00 pm Management and Leadership Development Program-Improving Sales Team Performance 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. Live Stream Only mcaruso@sandler.com MM/DD/YYYY

When:
March 30th, 2020
3:00 pm - 5:00 pm

Where:
Live Stream Only


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.


President's Club-Understanding Our Customers-TA
Add to Calendar 03/31/2020 8:00 am 03/31/2020 9:30 am President's Club-Understanding Our Customers-TA 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. Live Stream Only mcaruso@sandler.com MM/DD/YYYY

When:
March 31st, 2020
8:00 am - 9:30 am

Where:
Live Stream Only


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.


President's Club-Understanding Our Customers-TA
Add to Calendar 03/31/2020 8:00 am 03/31/2020 9:30 am President's Club-Understanding Our Customers-TA 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. Live Stream Only mcaruso@sandler.com MM/DD/YYYY

When:
March 31st, 2020
8:00 am - 9:30 am

Where:
Live Stream Only


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.


Sales Mastery-Budget
Add to Calendar 03/31/2020 10:00 am 03/31/2020 11:30 am Sales Mastery-Budget 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. Live Stream Only mcaruso@sandler.com MM/DD/YYYY

When:
March 31st, 2020
10:00 am - 11:30 am

Where:
Live Stream Only


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.