What Tools Are We Using To Discover Pain? - President's Club

Add to Calendar 06/03/2016 8:00 am 06/03/2016 9:30 am What Tools Are We Using To Discover Pain? - President's Club Each of us uses various forms/documents, strategies, skills, and tools to help the prospect uncover the Pain they shelter from themselves each day. Some of the tools help the prospect better understand their Pain in order to make a decision on taking action. Let’s look at the array of items we have at our disposal. Together we can create an inventory of what should be in the “medical bag” of a Sandler Business Doctor. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

The Importance of Bonding & Building Rapport - Foundations

Add to Calendar 06/03/2016 10:00 am 06/03/2016 12:00 pm The Importance of Bonding & Building Rapport - Foundations Apply specific Sandler technologies to the art of establishing an emotional bond and positive rapport with prospects. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Why Have A System - Foundations

Add to Calendar 06/06/2016 8:00 am 06/06/2016 10:00 am Why Have A System - Foundations Discover the power of Sandler’s comprehensive selling system and overlay it on your current sales approach. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Intermediate President's Club

Add to Calendar 06/06/2016 11:00 am 06/06/2016 12:00 pm Intermediate President's Club Attend this class to hone your skills and gain a greater dept of knowledge of how the Sandler System works! The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

It's Your Call - President's Club

Add to Calendar 06/07/2016 8:00 am 06/07/2016 9:30 am It's Your Call - President's Club Typically, the coaches come with an agenda topic. However, this President’s Club is your call. We will spend the first 5-10 minutes establishing some topics that are burning a hole in your brain. Then we'll pick them off one by one. Sound good? So, put a list together and be ready to help solve some issues you and others have. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

On the Frontlines and Effective Communication - Strategic Customer Care

Add to Calendar 06/07/2016 10:00 am 06/07/2016 12:00 pm On the Frontlines and Effective Communication - Strategic Customer Care Is there a greater challenge than working on the frontlines of an organization and dealing one-on-one with customers daily? Much hinges on this critical role - from building strong customer relationships to uncovering their ongoing needs, to establishing loyalty, to continued sales. Join us today where we'll discuss managing expectations: What do customers want? How well do we deliver that? What do we do? What is this course about. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Intermediate President's Club

Add to Calendar 06/07/2016 1:00 pm 06/07/2016 2:00 pm Intermediate President's Club Attend this class to hone your skills and gain a greater dept of knowledge of how the Sandler System works! The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Improving Your BAT-ting Average (continued) - President's Club

Add to Calendar 06/10/2016 8:00 am 06/10/2016 9:30 am Improving Your BAT-ting Average (continued) - President's Club You will be aware of the importance of behavior, attitude, and technique in developing a successful performance as a professional sales person and will understand the relationship between attitude and behavior in that performance. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Elements and Terms of an Up-Front Contract - Foundations

Add to Calendar 06/10/2016 10:00 am 06/10/2016 12:00 pm Elements and Terms of an Up-Front Contract - Foundations Take control of the sales process by applying this powerful technique to propel the sales effort forward. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

The Importance of Bonding & Building Rapport - Foundations

Add to Calendar 06/13/2016 8:00 am 06/13/2016 10:00 am The Importance of Bonding & Building Rapport - Foundations Apply specific Sandler technologies to the art of establishing an emotional bond and positive rapport with prospects. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Intermediate President's Club

Add to Calendar 06/13/2016 11:00 am 06/13/2016 12:00 am Intermediate President's Club Attend this class to hone your skills and gain a greater dept of knowledge of how the Sandler System works! The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Why Prospects Don't Buy - President's Club

Add to Calendar 06/14/2016 8:00 am 06/14/2016 9:30 am Why Prospects Don't Buy - President's Club Many times we have each been frustrated with a sales call where the logic of changing is clear and even agreed to, yet for various reasons, the sale never occurs. Don’t we frequently concur “I just needed more Pain.” But is that really what it was, and how do you determine what to change on your next interview? With this session we will examine a way to analyze the buyer’s decision influencers and through that process, create actions for better future meetings (and maybe even a way to go back to recent prospects). The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Breaking through Your Comfort Zone and Up-Front Contracts - Strategic Customer Care

Add to Calendar 06/14/2016 10:00 am 06/14/2016 12:00 pm Breaking through Your Comfort Zone and Up-Front Contracts - Strategic Customer Care In part of this workshop we’ll examine the idea of ‘comfort zones’ – where they come from, and how we break free to try new things and grow beyond them for a more fulfilling and rewarding contribution both personally and professionally. This session allows us to understand the human dynamics of recognizing our strengths and areas for improvement to help us build stronger self-esteem and courage. We will also explore a simple methodology of up-front contracts. This methodology will puts you in control of a conversation, lays out expectations on both sides, and is a comfortable way to ensure everyone involved is on the same page. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Intermediate President's Club

Add to Calendar 06/14/2016 1:00 pm 06/14/2016 2:00 pm Intermediate President's Club Attend this class to hone your skills and gain a greater dept of knowledge of how the Sandler System works! The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Identifying Reasons for Doing Business (PAIN) Session A - President's Club

Add to Calendar 06/17/2016 8:00 am 06/17/2016 9:30 am Identifying Reasons for Doing Business (PAIN) Session A - President's Club 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Identifying Reasons for Doing Business (PAIN) - Foundations

Add to Calendar 06/17/2016 10:00 am 06/17/2016 12:00 pm Identifying Reasons for Doing Business (PAIN) - Foundations 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Elements and Terms of an Up-Front Contract - Foundations

Add to Calendar 06/20/2016 8:00 am 06/20/2016 10:00 am Elements and Terms of an Up-Front Contract - Foundations Take control of the sales process by applying this powerful technique to propel the sales effort forward. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Applying TA to the Sales Situation, Session B-Intermediate President's Club

Add to Calendar 06/20/2016 11:00 am 06/20/2016 12:00 pm Applying TA to the Sales Situation, Session B-Intermediate President's Club Come discover the states of ego your prospect might be playing right in front of you-don’t be tricked. Learned how to maintain or gain your Adult and Nurturing Parent egos so you won’t be trumped and left wondering what happened. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Leadership Roles: Training and Leadership Roles: Mentoring - Sandler Management Solutions

Add to Calendar 06/20/2016 2:30 pm 06/20/2016 4:30 pm Leadership Roles: Training and Leadership Roles: Mentoring - Sandler Management Solutions Join us for this workshop where we will look at how training is a process rather than an event or sequence of independent events and we'll identify the manager's role in the process. We will also look at how mentoring facilitates an employee's assimilation to current and/or future positions while strengthening their sense of group membership and deepening their understanding of their role. Learn what it means to invest emotional capital in the "mentee" in order to be a successful mentor. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

The Heart of the Sub–Budget and Decision - President's Club

Add to Calendar 06/21/2016 8:00 am 06/21/2016 9:30 am The Heart of the Sub–Budget and Decision - President's Club Of all the compartments of the Sub (the Sandler Selling System), the Budget and Decisions steps are arguably the least understood. Typically it is in these areas where the sales call breaks down. Join us for this workshop where we will spend our time reviewing the fine points and nuances of each of these important steps. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Up-Front Contracts (continued) and Understanding Our Customers: DISC - Strategic Customer Care

Add to Calendar 06/21/2016 10:00 am 06/21/2016 12:00 pm Up-Front Contracts (continued) and Understanding Our Customers: DISC - Strategic Customer Care Attend this class to hone your skills and gain a greater dept of knowledge of how the Sandler System works! The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Applying TA to the Sales Situation, Session B-Intermediate President's Club

Add to Calendar 06/21/2016 1:00 pm 06/21/2016 2:00 pm Applying TA to the Sales Situation, Session B-Intermediate President's Club Come discover the states of ego your prospect might be playing right in front of you-don’t be tricked. Learned how to maintain or gain your Adult and Nurturing Parent egos so you won’t be trumped and left wondering what happened. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

It's Your Call - President's Club

Add to Calendar 06/24/2016 8:00 am 06/24/2016 9:30 am It's Your Call - President's Club Typically, the coaches come with an agenda topic. However, this President’s Club is your call. We will spend the first 5-10 minutes establishing some topics that are burning a hole in your brain. Then we'll pick them off one by one. Sound good? So, put a list together and be ready to help solve some issues you and others have. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Questioning Strategies - Foundations

Add to Calendar 06/24/2016 10:00 am 06/24/2016 12:00 pm Questioning Strategies - Foundations 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Identifying Reasons for Doing Business (PAIN) - Foundations

Add to Calendar 06/27/2016 8:00 am 06/27/2016 10:00 am Identifying Reasons for Doing Business (PAIN) - Foundations 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. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Uncovering the Prospect's Budget, Session A-Intermediate President's Club

Add to Calendar 06/27/2016 11:00 am 06/27/2016 12:00 pm Uncovering the Prospect's Budget, Session A-Intermediate President's Club Come join us as we go deeper in to our Prospect’s Budget. You will get the chance to learn how to use special questioning techniques to uncover what your prospect has available to invest. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Networking With A Purpose For Faster Results - President's Club

Add to Calendar 06/28/2016 8:00 am 06/28/2016 9:30 am Networking With A Purpose For Faster Results - President's Club So what is the best way to make networking efforts pay off? Do I hunt for prospects or make lots of new relationships and see where they go? There are many ways to be engaged with a networking group, and clarity about your end game/purpose will help with your choices. We will each discuss things that have worked and the BAT factors that helped with the results. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Questioning Techniques and Understanding Our Customers: Transactional Analysis - Strategic Customer Care

Add to Calendar 06/28/2016 10:00 am 06/28/2016 12:00 pm Questioning Techniques and Understanding Our Customers: Transactional Analysis - Strategic Customer Care Typically, people are more comfortable interacting with people who are like themselves. In this session, we’ll examine peoples’ communication preferences to improve understanding and communication with both internal and external customers. Using the DISC behavioral profile, we start by examining the four quadrants, and our own preferences. Once identified, we can modify our styles to our customers’ to facilitate optimum communication. Part of a deeper understanding of this is to understand the language and tonality they’re using and where it’s coming from. The study of transactional analysis and how it adapts to the business world gives us that slight edge as we understand our own communication style. This session will also look into the power of asking the right question. Much of a customer service representative or inside sales person’s day is spent answering other people’s questions. What we may not give as much thought to is how, and why, we should ask questions. Well-crafted questions can cut through smoke and mirrors, help to clarify our customers’ thinking, and get us to the right solutions more directly than passively answering questions. Asking questions is more assertive and puts you in control. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Uncovering the Prospect's Budget, Session A-Intermediate President's Club

Add to Calendar 06/28/2016 1:00 pm 06/28/2016 2:00 pm Uncovering the Prospect's Budget, Session A-Intermediate President's Club Come join us as we go deeper in to our Prospect’s Budget. You will get the chance to learn how to use special questioning techniques to uncover what your prospect has available to invest. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY