President's Club-Can You Shorten Your Sales Cycle

Add to Calendar 10/02/2018 8:00 am 10/02/2018 9:30 am President's Club-Can You Shorten Your Sales Cycle Join us to talk about the best practices for shortening your sales cycle and closing deals faster. Whether you are looking for a one-call close or have a long cycle that needs to be quicker, we will share the attitudes, behaviors, and techniques necessary for moving deals through the pipeline quickly. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Negative Reverse Selling

Add to Calendar 10/02/2018 10:30 am 10/02/2018 12:00 pm 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. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-PAIN

Add to Calendar 10/02/2018 1:00 pm 10/02/2018 2:30 pm 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.” The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

President's Club-Preserve their Dignity

Add to Calendar 10/05/2018 8:00 am 10/05/2018 9:30 am President's Club-Preserve their Dignity People can either feel OK or not OK about themselves, and a wise sales person will go out of their way to preserve the other person’s “OK-ness.” Sometimes this is accomplished by intentionally showing a personal “not-OK” moment. On the other hand, protecting the other person’s dignity will also bring them up to a higher level of “OK-ness.” Join us as we talk about the powerful impact that demonstrating dignity and respect will have on your business, your relationships, and your life. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Breaking Through Your Comfort Zone

Add to Calendar 10/05/2018 10:00 am 10/05/2018 12:00 pm Sales Mastery-Breaking Through Your Comfort Zone David Sandler identified the connection between self-esteem and role performance. In this lesson, you will learn how your level of self-esteem creates a comfort zone of performance in your various roles. You will also learn how to break through your comfort zone and achieve greater levels of performance. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

President's Club-Are We Mortals or Heroes?

Add to Calendar 10/09/2018 8:00 am 10/09/2018 9:30 am President's Club-Are We Mortals or Heroes? Many of us are drawn to the narrative of the superhero. In most of these stories, the superhero is a mere mortal until you add the bite of a radioactive spider, a super serum, or a powerful green ring. Suddenly, someone average becomes a powerful, invincible superhero and our imaginations are captivated. Join us for this workshop as we consider how the Sandler Selling System can be the catalyst that takes us from mere mortals to heroes. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Applying Transactional Analysis in Sales

Add to Calendar 10/09/2018 10:30 am 10/09/2018 12:00 pm 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. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Budget

Add to Calendar 10/09/2018 1:00 pm 10/09/2018 2:30 pm 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. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

President's Club-Can You Shorten Your Sales Cycle

Add to Calendar 10/12/2018 8:00 am 10/12/2018 9:30 am President's Club-Can You Shorten Your Sales Cycle Join us to talk about the best practices for shortening your sales cycle and closing deals faster. Whether you are looking for a one-call close or have a long cycle that needs to be quicker, we will share the attitudes, behaviors, and techniques necessary for moving deals through the pipeline quickly. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Creating a Prospecting Plan

Add to Calendar 10/12/2018 10:00 am 10/12/2018 12:00 pm Sales Mastery-Creating a Prospecting Plan Join us to learn the importance of developing personal financial goals and the part they play in providing motivation and focus for prospecting goals. We will examine different prospecting methods and their effectiveness and use that information to determine the best mix for your individual situation. Finally, we will explore methods for tracking your activities and results so you can manage your behavior and remain on track to accomplish your goals. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Management-No Guts, No Gain!

Add to Calendar 10/15/2018 3:00 pm 10/15/2018 4:30 pm Management-No Guts, No Gain! Often, the difference between winning and losing is almost imperceptible.  An Olympic sprinter measures victory in milliseconds.  A soccer game is decided when the goalie blocks a shot by a fingertip.  Identifying what can provide that edge-that extra drive-is the difference between achievement and disappointment; between excellence and mediocrity. Join us as we overview the No Guts, No Gain program and briefly explore the proven skills that will help you steer your life in a more positive direction.  The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

President's Club-Understanding Risk from the Prospect's Perspective

Add to Calendar 10/16/2018 8:00 am 10/16/2018 9:30 am President's Club-Understanding Risk from the Prospect's Perspective Fundamentally, decision making is a risk vs reward analysis. When you look at the many factors that impact how each leader defines those terms and adds on various emotional tags, something simple in principle can become quite complex. We have many Sandler tools at our disposal, but which ones do we use and when depends on understanding what it all means to the prospect. Understand them better and you will execute the system better. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Setting Goals

Add to Calendar 10/16/2018 10:30 am 10/16/2018 12:00 pm 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. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Decision

Add to Calendar 10/16/2018 1:00 pm 10/16/2018 2:30 pm 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. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

President's Club-Negotiating with the Savvy Buyer

Add to Calendar 10/19/2018 8:00 am 10/19/2018 9:30 am President's Club-Negotiating with the Savvy Buyer The goal of negotiating is to reach an agreement that satisfies both parties and moves the relationship forward. Each side feels that the other was fair. Fairness, or at least the perception of fairness, is critical. In order to achieve this, each side needs to uncover a better understanding of what the other really wants. The best test of a true win/win outcome is whether or not each party would want to enter into additional negotiations with the other in the future. A Sandler-trained salesperson knows how to get a good deal and leaves the other side thinking they negotiated a good deal too. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Making the Prospecting Call

Add to Calendar 10/19/2018 10:00 am 10/19/2018 12:00 pm 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

President's Club-How to Succeed at Building Rapport

Add to Calendar 10/23/2018 8:00 am 10/23/2018 9:30 am President's Club-How to Succeed at Building Rapport Building rapport is an essential aspect of successful sales. Join us to unpack the attitudes, behaviors, and techniques of top salespeople and learn how to incorporate them into your next sales call. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Formula for Success

Add to Calendar 10/23/2018 10:30 am 10/23/2018 12:00 pm 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. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Closing the Sale

Add to Calendar 10/23/2018 1:00 pm 10/23/2018 2:30 pm Sales Mastery-Closing the Sale The purpose of a presentation is to obtain a decision. The prospect’s commitment to making that decision must be obtained before you start your presentation. You will learn how to obtain that commitment, deliver a presentation consistent with the prospect’s priorities, obtain the buying decision and set the stage for additional business and referrals. You will understand how to close the sale and be aware of the potential roadblocks to achieving that objective. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Why Have A System (Session #1 of our 2 Day Boot Camp)

Add to Calendar 10/24/2018 8:00 am 10/24/2018 10:00 am Why Have A System (Session #1 of our 2 Day Boot Camp) The selling process can be a challenging undertaking, especially when one does not fully understand the nature of the relationship between buyers and sellers. In this session, we will define this relationship. The purpose is to give you the advantage by recognizing what you control and how to leverage such control. Please note, this registration is for the complimentary "Why Have a System" workshop and does not include the full 2-day Boot Camp. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

President's Club-Understanding Risk from the Prospect's Perspective

Add to Calendar 10/26/2018 8:00 am 10/26/2018 9:30 am President's Club-Understanding Risk from the Prospect's Perspective Fundamentally, decision making is a risk vs reward analysis. When you look at the many factors that impact how each leader defines those terms and adds on various emotional tags, something simple in principle can become quite complex. We have many Sandler tools at our disposal, but which ones do we use and when depends on understanding what it all means to the prospect. Understand them better and you will execute the system better. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Negative Reverse Selling

Add to Calendar 10/26/2018 10:00 am 10/26/2018 12:00 pm 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

President's Club-Negotiating with the Savvy Buyer

Add to Calendar 10/30/2018 8:00 am 10/30/2018 9:30 am President's Club-Negotiating with the Savvy Buyer The goal of negotiating is to reach an agreement that satisfies both parties and moves the relationship forward. Each side feels that the other was fair. Fairness, or at least the perception of fairness, is critical. In order to achieve this, each side needs to uncover a better understanding of what the other really wants. The best test of a true win/win outcome is whether or not each party would want to enter into additional negotiations with the other in the future. A Sandler-trained salesperson knows how to get a good deal and leaves the other side thinking they negotiated a good deal too. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Why have a System

Add to Calendar 10/30/2018 10:30 am 10/30/2018 12:00 pm Sales Mastery-Why have a System The selling process can be a challenging undertaking, especially when one does not fully understand the nature of the relationship between buyers and sellers. In this session, we will define this relationship. The purpose is to give you the advantage by recognizing what you control and how to leverage such control. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Improving your BAT

Add to Calendar 10/30/2018 1:00 pm 10/30/2018 2:30 pm Sales Mastery-Improving your BAT In this session, you will learn how success is the convergence of three core elements: Attitude, Behavior, and Technique. You’ll also discover how long-term success is dependent on the inextricable connection between these elements. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY