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Location: The Ruby Group Training Center
2251 Front Street Std. 206
Cuyahoga Falls, Ohio 44221
February 3rd, 2015
8:00 am - 9:30 am
The term “Upfront Contract” can be misleading. Your initial exposure to the concept might lead you to think that there is only one UFC – at the beginning of a meeting. But if you think of a UFC as “mutual agreement on terms and conditions”, you can see that there could be several contracts set before and during a sales call. While the basic template remains the same, the content of each element, depending on the circumstances, may change. During this workshop we’ll learn how to set a “strong” upfront contract; how to recognize a situation where the prospect is going to renege on what he agreed to (here comes a TIO) and what to do about it before it’s too late and other important factors you can use to keep a meeting under control.
Location: The Ruby Group Training Center
2251 Front Street Std. 206
Cuyahoga Falls, Ohio 44221
February 3rd, 2015
10:00 am - 12:00 pm
To sell a prospect, you must first know his or her “pain.” Learn the high-powered qualifying/questioning process needed to probe for true buyer motivations.
Location: The Ruby Group Training Center
2251 Front Street Std. 206
Cuyahoga Falls, Ohio 44221
February 10th, 2015
8:00 am - 9:30 am
There is a progression of attitudes about ourselves, our marketplace and our company that allows us or limits us in our interactions with others. In this session we will examine some of the attitudes we see demonstrated by our peers at various levels of performance. If you have noticed your business has been plateaued for a bit too long or you are working on your 3-5 year plan, this might help you work on “the right end of the problem” as David Sandler would say.
Location: The Ruby Group Training Center
2251 Front Street Std. 206
Cuyahoga Falls, Ohio 44221
February 10th, 2015
10:00 am - 12:00 pm
Through effective questioning techniques such as “Reversing,” learn to vastly improve your information gathering ability and gain greater understanding of your prospects as you help them discover their selling skills needs.
Location: Fox Meadow Country Club-Club House
4260 Fox Meadow Drive
Medina Ohio 44256
February 13th, 2015
8:00 am - 9:30 am
The term “Upfront Contract” can be misleading. Your initial exposure to the concept might lead you to think that there is only one UFC – at the beginning of a meeting. But if you think of a UFC as “mutual agreement on terms and conditions”, you can see that there could be several contracts set before and during a sales call. While the basic template remains the same, the content of each element, depending on the circumstances, may change. During this workshop we’ll learn how to set a “strong” upfront contract; how to recognize a situation where the prospect is going to renege on what he agreed to (here comes a TIO) and what to do about it before it’s too late and other important factors you can use to keep a meeting under control.
Location: The Ruby Group Training Center
2251 Front Street Std. 206
Cuyahoga Falls, Ohio 44221
February 17th, 2015
8:00 am - 9:30 am
Do we tend to pay too little attention to a simple question in the Pain Funnel that can provide a wealth of information? During this workshop we’ll look at that question and the one that follows: “What have you done to fix it?” so we can discover what the answers tell us about the importance of dealing with the issues and the commitment to fix them.
Location: The Ruby Group Training Center
2251 Front Street Std. 206
Cuyahoga Falls, Ohio 44221
February 17th, 2015
10:00 am - 12:00 pm
Uncover the budgetary constraints that underlie every sales situation and learn how your prospect’s organization makes its decisions, as well as how to spot, remove or avoid roadblocks
Location: Fox Meadow Country Club-Club House
4260 Fox Meadow Drive
Medina Ohio 44256
February 19th, 2015
2:30 pm - 5:00 pm
Participate in this program, which utilizes time tested Sandler concepts and sound management structures and strategies, to underscore the importance of making the right decisions consistently. This program will make any manager at any level of the organization more effective in dealing with difficult people, winning cooperation and trust, and getting results while eliminating excuses.
Location: The Ruby Group Training Center
2251 Front Street Std. 206
Cuyahoga Falls, Ohio 44221
February 26th, 2015
8:00 am - 9:30 am
Join us for this President's Club workshop where we will touch on all the basics of Bonding and Rapport. We will also talk about how you know you’re creating a bond and building rapport. Is there a sign of some sort or a gut feeling? Do you just “click” with some folks and don’t with others? Maybe there’s nothing to do. Relax, maybe we’ll discover something that will help.
Location: The Ruby Group Training Center
2251 Front Street Std. 206
Cuyahoga Falls, Ohio 44221
February 26th, 2015
10:00 am - 12:00 pm
Learn to consistently close, seal and reinforce sales by focusing on the prospect’s pain, budget and decision-making process. Then, take a hard look at your reflection in a behavioral mirror and adjust your attitudes, techniques and beliefs for heightened success.
Location: Fox Meadow Country Club-Club House
4260 Fox Meadow Drive
Medina Ohio 44256
February 27th, 2015
8:00 am - 9:30 am
Do we tend to pay too little attention to a simple question in the Pain Funnel that can provide a wealth of information? During this workshop we’ll look at that question and the one that follows: “What have you done to fix it?” so we can discover what the answers tell us about the importance of dealing with the issues and the commitment to fix them.