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Location: Fairlawn Training Center, Columbus Training Center, and Livestream
September 1st, 2020
8:00 am - 9:30 am
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.
Location: Fairlawn Training Center, Columbus Training Center, and Livestream
September 1st, 2020
10:00 am - 11:30 am
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.
Location: Fairlawn Training Center, Columbus Training Center, and Livestream
September 1st, 2020
12:00 pm - 1:30 pm
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.
Location: Virtual Training via Zoom
September 3rd, 2020
1:00 pm - 2:30 pm
This is a complimentary executive briefing, discussing current market conditions for Veteran business owners, and what can you do about it.
Location: Fairlawn Training Center, Columbus Training Center, and Livestream
September 8th, 2020
8:00 am - 9:30 am
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.
Location: Fairlawn Training Center, Columbus Training Center, and Livestream
September 8th, 2020
10:00 am - 11:30 am
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.
Location: Fairlawn Training Center, Columbus Training Center, and Livestream
September 8th, 2020
12:00 pm - 1:30 pm
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.
Location: Zoom call-register for more info
September 8th, 2020
2:00 pm - 3:30 pm
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.
Location: Fairlawn Training Center, Columbus Training Center, and Livestream
September 15th, 2020
8:00 am - 9:30 am
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.
Location: Fairlawn Training Center, Columbus Training Center, and Livestream
September 15th, 2020
10:00 am - 11:30 am
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.
Location: Fairlawn Training Center, Columbus Training Center, and Livestream
September 15th, 2020
12:00 pm - 1:30 pm
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.
Location: Virtual Training via Zoom
September 15th, 2020
2:00 pm - 4:00 pm
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.
Location: Sandler Training by The Ruby Group
3480 West Market Street, Suite 102
Akron, OH
September 21st, 2020
3:00 pm - 5:00 pm
Coach's Playbook - The Coaching Process
Location: Fairlawn Training Center, Columbus Training Center, and Livestream
September 22nd, 2020
8:00 am - 9:30 am
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!
Location: Fairlawn Training Center, Columbus Training Center, and Livestream
September 22nd, 2020
10:00 am - 11:30 am
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.
Location: Fairlawn Training Center, Columbus Training Center, and Livestream
September 22nd, 2020
12:00 pm - 1:30 pm
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!
Location: Online via live webcast on Zoom.us (register for login details)
September 23rd, 2020
8:00 am - 9:00 am
Why Salespeople Fail...and what to do about it
Click here for more information
Location: Fairlawn Training Center, Columbus Training Center, and Livestream
September 29th, 2020
8:00 am - 9:30 am
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!
Location: Fairlawn Training Center, Columbus Training Center, and Livestream
September 29th, 2020
10:00 am - 11:30 am
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.
Location: Fairlawn Training Center, Columbus Training Center, and Livestream
September 29th, 2020
12:00 pm - 1:30 pm
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!
Location: Zoom call-register for more info
September 29th, 2020
2:00 pm - 3:30 pm
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.