Advanced Sales Mastery-How to Succeed at Selling in Manufacturing and Logistics

Add to Calendar 05/01/2018 8:00 am 05/01/2018 9:30 am Advanced Sales Mastery-How to Succeed at Selling in Manufacturing and Logistics Our very own Mike Jones and Ken Guest have recently co-authored Selling in Manufacturing and Logistics. You will benefit from their expertise as we explore best practices for those industries. In this session, you will learn how to avoid wasting time in the bid process or responding to RFPs that you have no chance of winning. Join us to learn how to find, pursue, and close the most profitable deals of your career. 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 05/01/2018 10:30 am 05/01/2018 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 05/01/2018 1:00 pm 05/01/2018 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

Sales Mastery-Setting Goals

Add to Calendar 05/04/2018 8:00 am 05/04/2018 9:30 am 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Closing the Sale & Improving Your BAT-ting Average

Add to Calendar 05/04/2018 10:00 am 05/04/2018 12:00 pm Foundations-Closing the Sale & Improving Your BAT-ting Average 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-How to Understand Motivation and Use it to Shorten Sales Cycles

Add to Calendar 05/08/2018 8:00 am 05/08/2018 9:30 am Advanced Sales Mastery-How to Understand Motivation and Use it to Shorten Sales Cycles If every sale is faster and bigger than you would like, DO NOT attend this session. However, if you have ever been frustrated by long, slow sales cycles, this workshop is for you. Most people never truly understand why their sales cycles are as long or slow as they are. In this session, we will explore the Subconscious Psychology of Internal Motivation to learn why things go slower or take longer than we would like. Armed with this knowledge, you will be prepared to shorten sales cycles and close more 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 05/08/2018 10:30 am 05/08/2018 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 05/08/2018 1:00 pm 05/08/2018 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

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

Add to Calendar 05/09/2018 8:00 am 05/09/2018 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

Sales Mastery-People Finish the Way They Start

Add to Calendar 05/11/2018 8:00 am 05/11/2018 9:30 am Sales Mastery-People Finish the Way They Start In general, in life, in sales, in school, people tend to finish the way they start. Ever notice that is the case in a sales call as well? If it starts strong, it finishes strong...and the opposite is true too. Thus, the first five minutes of your sales call are the most important five minutes. Start with clear guidelines and ground rules and you'll likely finish with a clear outcome. If something went wrong in your sales call and you're not sure what, review the Up-Front Contract you put in place; the problems usually start there. In this session we'll discuss Up-Front Contracts, how to make them, how to make them stick and how to get the outcomes you want in your sales calls. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Prospecting Behavior

Add to Calendar 05/11/2018 10:00 am 05/11/2018 12:00 pm Foundations-Prospecting Behavior Identify the right mix of prospecting activities and an action plan to ensure a predictable and sustainable sales effort. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-Trust, Transparency and Truth

Add to Calendar 05/15/2018 8:00 am 05/15/2018 9:30 am Advanced Sales Mastery-Trust, Transparency and Truth Imagine a sales call in which you rapidly create trust, leading to transparency and the truth. Most sales calls are stifled by just the opposite – an innate lack of trust on the part of the prospect. It’s typically the very logical approach of the salesperson, an effort to rapidly move the process from “Hello” to “Sold,” that leads to the prospect’s skepticism and distrust. Few salespeople know how trust really works. Even fewer understand the subconscious dynamics of rapport-building. Transparency gained is truth earned. In this session, let’s use our imaginations to connect the power of trust, transparency, and truth, a connection that will take us everywhere in our sales calls. Ready for some new insights? 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 05/15/2018 10:30 am 05/15/2018 12:00 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

Sales Mastery-Why have a System

Add to Calendar 05/15/2018 1:00 pm 05/15/2018 2:30 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-Formula for Success

Add to Calendar 05/18/2018 8:00 am 05/18/2018 9:30 am 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Management-Managing Improvement in Your People

Add to Calendar 05/21/2018 3:00 pm 05/21/2018 4:30 pm Management-Managing Improvement in Your People Very few members of your staff came to you as a rock star in their role. With (and many times without) your help they found ways to improve their skill level from a resource needing your constant involvement to one you could delegate to with predictable outcomes. Join us for a look into tactics to use to put that improvement on the fast-track. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-People finish the Way They Start

Add to Calendar 05/22/2018 8:00 am 05/22/2018 9:30 am Advanced Sales Mastery-People finish the Way They Start In general, in life, in sales, in school, people tend to finish the way they start. Ever notice that is the case in a sales call as well? If it starts strong, it finishes strong...and the opposite is true too. Thus, the first five minutes of your sales call are the most important five minutes. Start with clear guidelines and ground rules and you'll likely finish with a clear outcome. If something went wrong in your sales call and you're not sure what, review the Up-Front Contract you put in place; the problems usually start there. In this session we'll discuss Up-Front Contracts, how to make them, how to make them stick and how to get the outcomes you want in your sales calls. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Breaking through your Comfort Zone

Add to Calendar 05/22/2018 10:30 am 05/22/2018 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. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Bonding and Rapport

Add to Calendar 05/22/2018 1:00 pm 05/22/2018 2:30 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. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-How to Succeed at Finding Pain (Why People Buy)

Add to Calendar 05/25/2018 8:00 am 05/25/2018 9:30 am Sales Mastery-How to Succeed at Finding Pain (Why People Buy) Although the concept of finding and uncovering pain is nothing new, many salespeople find themselves frustrated when their efforts to discover their prospect’s pains do not equate to tangible results. Perhaps, what they are interpreting as pain is not truly pain. Real and true pain is a deep-seated emotional need that’s very compelling. Join us to talk about the best practices for uncovering pain. You will discover why people buy and what to do about it. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Advanced Sales Mastery-Six Selling Certainties

Add to Calendar 05/29/2018 8:00 am 05/29/2018 9:30 am Advanced Sales Mastery-Six Selling Certainties Every sales situation is replete with variables and unknowns, and an emphasis on these murky elements can easily overwhelm even the most seasoned sales person. That’s why we would rather focus on what we have found to be consistently true in sales, knowing that this will bring clarity and confidence. Join us for this workshop as we look at some truisms such as “When a prospect says, ‘Money’s no problem,’ it will always end up being one” and “If you allow a prospect to ‘think it over’ after a presentation, you’ll be the only one doing any thinking.” You won’t want to miss this conversation! The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Creating a Prospecting Plan

Add to Calendar 05/29/2018 10:30 am 05/29/2018 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. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Up-Front Contracts

Add to Calendar 05/29/2018 1:00 pm 05/29/2018 2:30 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. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY