Sharpening Your Up-Front Contracts-Advanced Sales Mastery

Add to Calendar 08/01/2017 8:00 am 08/01/2017 9:30 am Sharpening Your Up-Front Contracts-Advanced Sales Mastery You know the core elements, you understand the human relations dynamics that are in play, so how come sometimes things still go sideways during the call, or worse, the next step leaves you not in control? As with the rest of our Sandler processes, we need to make sure we are including the Sandler Rules that impact our execution. Rules like “No Buzz Words”. Is there one you use that backfires every time? Rules like “No Mutual Mystification” which is probably the most common violation that assures the up-front contract did nothing for us. So, join us for a discussion to help you to add some discipline to your process so your up-front contract becomes your greatest asset. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Bonding and Rapport-Sales Mastery

Add to Calendar 08/01/2017 10:30 am 08/01/2017 12:00 pm Bonding and Rapport-Sales Mastery Join us to learn 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

Breaking Through Your Comfort Zone-Sales Mastery

Add to Calendar 08/01/2017 1:00 pm 08/01/2017 2:30 pm Breaking Through Your Comfort Zone-Sales Mastery 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

Sharpening Your Up-Front Contracts-Advanced Sales Mastery

Add to Calendar 08/01/2017 3:30 pm 08/01/2017 5:00 pm Sharpening Your Up-Front Contracts-Advanced Sales Mastery You know the core elements, you understand the human relations dynamics that are in play, so how come sometimes things still go sideways during the call, or worse, the next step leaves you not in control? As with the rest of our Sandler processes, we need to make sure we are including the Sandler Rules that impact our execution. Rules like “No Buzz Words”. Is there one you use that backfires every time? Rules like “No Mutual Mystification” which is probably the most common violation that assures the up-front contract did nothing for us. So, join us for a discussion to help you to add some discipline to your process so your up-front contract becomes your greatest asset. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Negative Reverse Selling-Sales Mastery

Add to Calendar 08/04/2017 8:00 am 08/04/2017 9:30 am Negative Reverse Selling-Sales Mastery 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

Motivation-Advanced Sales Mastery

Add to Calendar 08/08/2017 8:00 am 08/08/2017 9:30 am Motivation-Advanced Sales Mastery People are always looking for things to motivate and inspire them. In fact, self-help books often portray motivation as a static feature of our personality where we subconsciously compare efforts versus rewards to help motivate us. Come be part of this special workshop to learn more about the science behind motivation and how to gain more control over your motivation to drive you to higher levels of success. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Up-Front Contracts-Sales Mastery

Add to Calendar 08/08/2017 10:30 am 08/08/2017 12:00 pm Up-Front Contracts-Sales Mastery 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

Creating a Prospecting Plan-Sales Mastery

Add to Calendar 08/08/2017 1:00 pm 08/08/2017 2:30 pm Creating a Prospecting Plan-Sales Mastery 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

Motivation-Advanced Sales Mastery

Add to Calendar 08/08/2017 3:30 pm 08/08/2017 5:00 pm Motivation-Advanced Sales Mastery People are always looking for things to motivate and inspire them. In fact, self-help books often portray motivation as a static feature of our personality where we subconsciously compare efforts versus rewards to help motivate us. Come be part of this special workshop to learn more about the science behind motivation and how to gain more control over your motivation to drive you to higher levels of success. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sandler Judo-Sales Mastery

Add to Calendar 08/11/2017 8:00 am 08/11/2017 9:30 am Sandler Judo-Sales Mastery Going for the NO sounds great in the class room, but we really have to be committed to our success to follow through and use it. We will address two interconnected topics that when blended, make the negative reverse easy to use and help you learn a variety of ways to execute it like: the difference between a hard and soft negative reverse, a silent negative reverse, and more subtle ways to get the information you need. Negative reversing will require you to summon all your courage and commitment, and we will prove that you can do it and it’s worth the rewards. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Why Have a System

Add to Calendar 08/11/2017 10:00 am 08/11/2017 12:00 pm Foundations-Why Have a System Discover the power of Sandler’s comprehensive selling system and overlay it on your current sales approach. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

The Mindset Shift-How do subtle changes in your mindset determine your success in selling? -Advanced Sales Mastery

Add to Calendar 08/15/2017 8:00 am 08/15/2017 9:30 am The Mindset Shift-How do subtle changes in your mindset determine your success in selling? -Advanced Sales Mastery This session is designed to demonstrate how mindset drives assumptions, and how these assumptions impact both behavior and sales techniques. We will examine how to change your mindset to more effectively execute the Sandler methodology throughout the sales process and ultimately increase your probability of success. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Questioning Strategies-Sales Mastery

Add to Calendar 08/15/2017 10:30 am 08/15/2017 12:00 pm Questioning Strategies-Sales Mastery In this session, you will learn specific questioning strategies to decode prospects’ explanations, statements, and wishy-washy responses. You will learn how to clarify the prospect’s intentions and how to figure out if the prospect is objecting or just reporting. Additionally, we will discuss how to control the direction of the conversation and keep conversations focused and on topic. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Making the Prospecting Call-Sales Mastery

Add to Calendar 08/15/2017 1:00 pm 08/15/2017 2:30 pm Making the Prospecting Call-Sales Mastery 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. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

The Mindset Shift – How do subtle changes in your mindset determine your success in selling?-Advanced Sales Mastery

Add to Calendar 08/15/2017 3:30 pm 08/15/2017 5:00 pm The Mindset Shift – How do subtle changes in your mindset determine your success in selling?-Advanced Sales Mastery This session is designed to demonstrate how mindset drives assumptions, and how these assumptions impact both behavior and sales techniques. We will examine how to change your mindset to more effectively execute the Sandler methodology throughout the sales process and ultimately increase your probability of success. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Applying Transactional Analysis in Sales-Sales Mastery

Add to Calendar 08/18/2017 8:00 am 08/18/2017 9:30 am Applying Transactional Analysis in Sales-Sales Mastery 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-The Importance of Bonding & Building Rapport

Add to Calendar 08/18/2017 10:00 am 08/18/2017 12:00 pm Foundations-The Importance of Bonding & Building Rapport 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

Management-Effective Communication and Confrontation

Add to Calendar 08/21/2017 3:00 pm 08/21/2017 4:30 pm Management-Effective Communication and Confrontation During this session, we will learn that effective communication is a multi-step, closed-loop process. Each step has the potential to influence the message being communicated in a manner that may increase or decrease its clarity and ability to be readily understood. We will look at the three components of communication-the words, the tonality, and the body language. Each component contributes in varying degrees to the total message. When all three are congruent, they unify and strengthen the message. When they are not, they weaken or blur the message which can give rise to misinterpretation and misunderstandings. Additionally, we will explore the channels through which messages can be transmitted, recognizing that some channels are more appropriate than others for certain types of communications. Finally, we will address how confronting problems the Sandler Way maximizes results and minimizes guilt. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Parenting and the Parent Ego State-Advanced Sales Mastery

Add to Calendar 08/22/2017 8:00 am 08/22/2017 9:30 am Parenting and the Parent Ego State-Advanced Sales Mastery You might "like your parents" but "are you like your parents?" You might be more like them than you think. And....it MIGHT affect your prospecting & selling behavior. In this session we will talk about winners and losers and what it takes to be a winner. Specifically we'll be discussing Parenting and The Parent Ego State. Put your "TA Hat" on and join us for this conversation. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

PAIN-Sales Mastery

Add to Calendar 08/22/2017 10:30 am 08/22/2017 12:00 pm PAIN-Sales Mastery 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

Negative Reverse Selling-Sales Mastery

Add to Calendar 08/22/2017 1:00 pm 08/22/2017 2:30 pm Negative Reverse Selling-Sales Mastery 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

Parenting and the Parent Ego State-Advanced Sales Mastery

Add to Calendar 08/22/2017 3:30 pm 08/22/2017 5:00 pm Parenting and the Parent Ego State-Advanced Sales Mastery You might "like your parents" but "are you like your parents?" You might be more like them than you think. And....it MIGHT affect your prospecting & selling behavior. In this session we will talk about winners and losers and what it takes to be a winner. Specifically we'll be discussing Parenting and The Parent Ego State. Put your "TA Hat" on and join us for this conversation. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Linked in Levers-Sales Mastery

Add to Calendar 08/25/2017 8:00 am 08/25/2017 9:30 am Linked in Levers-Sales Mastery When it comes to the most valuable information for enterprise campaigns, LinkedIn simply cannot be matched as a source. It has become the “gold standard” in recent years and must now be considered a mandatory vehicle for account research. A working knowledge of LinkedIn is no longer a “nice-to-have,” but a “must-have.” In today’s market, knowledge really is power- for those who learned to leverage the information available via Linkedin. Come join us to start improving your knowledge. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Foundations-Elements and Terms of an Up-Front Contract

Add to Calendar 08/25/2017 10:00 am 08/25/2017 12:00 pm Foundations-Elements and Terms of an Up-Front Contract 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

Fast Sales Success-Advanced Sales Mastery

Add to Calendar 08/29/2017 8:00 am 08/29/2017 9:30 am Fast Sales Success-Advanced Sales Mastery David Sandler provided us with a phenomenal Selling System that should propel Sales Professionals to greater success. However, why do many salespeople struggle with achieving the success that they deserve? Come join us as we break down some simple, yet critical, steps to drive your personal sales success forward faster, quicker and to be stronger with your Vision to Success. Come align your Sandler Selling System with your personal Vision to Success and some simple steps to take to get you there. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Budget-Sales Mastery

Add to Calendar 08/29/2017 10:30 am 08/29/2017 12:00 pm Budget-Sales Mastery 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

Applying Transactional Analysis in Sales-Sales Mastery

Add to Calendar 08/29/2017 1:00 pm 08/29/2017 2:30 pm Applying Transactional Analysis in Sales-Sales Mastery TBA The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Fast Sales Success-Advanced Sales Mastery

Add to Calendar 08/29/2017 3:30 pm 08/29/2017 5:00 pm Fast Sales Success-Advanced Sales Mastery David Sandler provided us with a phenomenal Selling System that should propel Sales Professionals to greater success. However, why do many salespeople struggle with achieving the success that they deserve? Come join us as we break down some simple, yet critical, steps to drive your personal sales success forward faster, quicker and to be stronger with your Vision to Success. Come align your Sandler Selling System with your personal Vision to Success and some simple steps to take to get you there. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY