President's Club-The Way to Diffuse a Bomb is to Blow It Up First

Add to Calendar 12/04/2018 8:00 am 12/04/2018 9:30 am President's Club-The Way to Diffuse a Bomb is to Blow It Up First When on a sales call, what are the bombs? Are they traps that prospects throw at us or ones we fail to execute on that keep us from closing the deal? Do you ever walk back to your car, or hang up the phone, and as you debrief your performance you say “I should have said …”? Join us to dig deeper into what works and the lessons through personal failure that lead to success. 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 12/04/2018 10:30 am 12/04/2018 12:00 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

Sales Mastery-Applying Transactional Analysis in Sales

Add to Calendar 12/04/2018 1:00 pm 12/04/2018 2:30 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

President's Club-Building a Predictive Sales Model

Add to Calendar 12/07/2018 8:00 am 12/07/2018 9:30 am President's Club-Building a Predictive Sales Model What do you believe and trust in general, and what can you truly predict? Successful salespeople do not follow a magical, mystical process in order to prosper. Achievement in the sales role is predicted through the combination of the salesperson’s learned abilities and his capacity to execute specific skills to attain quantifiable results. Today, companies must dismiss the undefined personality traits in favor of a more scientific approach which yields consistency. Talent and personality are overrated in the sales equation as far too many seasoned sales veterans rely on them and fail to reach their goals. It's not enough to be a master of Sandler sales skills. In this session, you will learn why the truly triumphant Sandler professional relies on a complex system of behavior that guarantees achievement of sales goals. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Bonding and Rapport

Add to Calendar 12/07/2018 10:00 am 12/07/2018 12:00 pm 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

President's Club-Digging Your Own Fishing Pond

Add to Calendar 12/11/2018 8:00 am 12/11/2018 9:30 am President's Club-Digging Your Own Fishing Pond We all know that building your business depends on finding prospects that become clients. Sometimes prospects are a lot like fish - finding them is often the hardest part! Join us for this workshop where we'll discuss how to figuratively dig "your own fishing pond" to "fish" (prospect) in. 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 12/11/2018 10:30 am 12/11/2018 12:00 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

Sales Mastery-Setting Goals

Add to Calendar 12/11/2018 1:00 pm 12/11/2018 2:30 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

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

Add to Calendar 12/12/2018 8:00 am 12/12/2018 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-Commitment and Focus vs. Hope

Add to Calendar 12/14/2018 8:00 am 12/14/2018 9:30 am President's Club-Commitment and Focus vs. Hope “Hope is not a strategy.” As much as we may agree with this sentiment, many times it is tempting to neglect the “B” corner of our Success Triangle: Planning, Cookbooks and Accountability. Oh the rationalizations and justifications we feed ourselves: “I’m not a C, I just can’t do it”, “I can already see how I’m doing by my bank account”, “I am already working 30 hours a day, who has time to track”, “I can’t figure out the right way to do it”, and so on. But what’s the real underlying issue? Together, let’s figure out how to get a leg up on our self-talk and inner fears and let’s help each other find a way to improve our “B” corner actions. Progress is the goal, not perfection. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Up-Front Contracts

Add to Calendar 12/14/2018 10:00 am 12/14/2018 12:00 pm 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Management-Seven Success Factors that Translate Goal Setting to Goal Achievement

Add to Calendar 12/17/2018 3:00 pm 12/17/2018 4:30 pm Management-Seven Success Factors that Translate Goal Setting to Goal Achievement Too often we do a good job of establishing goals and plans, and then fail to meet our objectives. Join us as we share the 7 missing elements of most people’s goal-setting process and detail the steps to take your sales and your business to the next level – consistently and predictably. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

President's Club-Commitment and Focus vs. Hope

Add to Calendar 12/18/2018 8:00 am 12/18/2018 9:30 am President's Club-Commitment and Focus vs. Hope “Hope is not a strategy.” As much as we may agree with this sentiment, many times it is tempting to neglect the “B” corner of our Success Triangle: Planning, Cookbooks and Accountability. Oh the rationalizations and justifications we feed ourselves: “I’m not a C, I just can’t do it”, “I can already see how I’m doing by my bank account”, “I am already working 30 hours a day, who has time to track”, “I can’t figure out the right way to do it”, and so on. But what’s the real underlying issue? Together, let’s figure out how to get a leg up on our self-talk and inner fears and let’s help each other find a way to improve our “B” corner actions. Progress is the goal, not perfection. 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 12/18/2018 10:30 am 12/18/2018 12:00 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

Sales Mastery-Formula for Success

Add to Calendar 12/18/2018 1:00 pm 12/18/2018 2:30 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