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The Ruby Group
Training & Event Calendar

Be the Best You Can Be ...

Discover our sales and training development calendar, your gateway to professional growth. Access the schedule with our online search tool or grab a copy of our 2024 2nd Quarter Training Catalog. Explore a diverse range of sales courses and workshops designed for emerging or veteran sales professionals and sales leaders.

For more info: 330-929-9449 • therubygroup@sandler.com

2024 2nd Quarter Training Catalog

November 2015

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Event Listings for November 2015


Fail Hard and Fail Fast! - Advanced President's Club
Add to Calendar 11/03/2015 8:00 am 11/03/2015 9:30 am Fail Hard and Fail Fast! - Advanced President's Club Successful people do what others won’t do! Embracing what we perceive to be failure is the foundation for real success. In this session, we will share 10 essential points to guide you in becoming mentally and emotionally tough so that you are constantly learning and improving. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

When:
November 3rd, 2015
8:00 am - 9:30 am

Where:
The Ruby Group Training Center
3480 W Market St. Std. 102
Fairlawn, Ohio 44333


Successful people do what others won’t do! Embracing what we perceive to be failure is the foundation for real success. In this session, we will share 10 essential points to guide you in becoming mentally and emotionally tough so that you are constantly learning and improving.


Elements and Terms of an Up-Front Contract-Foundations
Add to Calendar 11/03/2015 10:00 am 11/03/2015 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. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

When:
November 3rd, 2015
10:00 am - 12:00 pm

Where:
The Ruby Group Training Center
3480 W Market St. Std. 102
Fairlawn, Ohio 44333


Take control of the sales process by applying this powerful technique to propel the sales effort forward.


Negative Reverse Selling (continued)- Intermediate President's Club
Add to Calendar 11/03/2015 1:00 pm 11/03/2015 2:00 pm Negative Reverse Selling (continued)- Intermediate President's Club You will learn how to use the Negative Reverse Selling strategy as part of the Sandler Selling System. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

When:
November 3rd, 2015
1:00 pm - 2:00 pm

Where:
The Ruby Group Training Center
3480 W Market St. Std. 102
Fairlawn, Ohio 44333


You will learn how to use the Negative Reverse Selling strategy as part of the Sandler Selling System.


Questioning Techniques-Strategic Customer Care
Add to Calendar 11/03/2015 3:00 pm 11/03/2015 4:30 pm Questioning Techniques-Strategic Customer Care The ability to craft and ask, good, compelling questions is one of the great skills we can have in customer service and inside sales. Much of a customer service representative or inside sales person’s day is spent answering other peoples questions. What we may not give 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. In this session you’ll learn to ask questions and assertively take control. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

When:
November 3rd, 2015
3:00 pm - 4:30 pm

Where:
The Ruby Group Training Center
3480 W Market St. Std. 102
Fairlawn, Ohio 44333


The ability to craft and ask, good, compelling questions is one of the great skills we can have in customer service and inside sales. Much of a customer service representative or inside sales person’s day is spent answering other peoples questions. What we may not give 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. In this session you’ll learn to ask questions and assertively take control.


Fulfillment & Post-Sell Compartments- Advanced President's Club
Add to Calendar 11/10/2015 8:00 am 11/10/2015 9:30 am Fulfillment & Post-Sell Compartments- Advanced President's Club What does fulfillment look like on your sales call? What options for presenting are available? Should we let a prospect sample our product? What are the ground rules if we do? How many times in the sale cycle do you use a "Post-Sell" step? The answers to these questions... and a lot more, will be addressed during this workshop. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

When:
November 10th, 2015
8:00 am - 9:30 am

Where:
The Ruby Group Training Center
3480 W Market St. Std. 102
Fairlawn, Ohio 44333


What does fulfillment look like on your sales call? What options for presenting are available? Should we let a prospect sample our product? What are the ground rules if we do? How many times in the sale cycle do you use a "Post-Sell" step? The answers to these questions... and a lot more, will be addressed during this workshop.


Identifying Reasons for Doing Business (PAIN)-Foundations
Add to Calendar 11/10/2015 10:00 am 11/10/2015 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. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

When:
November 10th, 2015
10:00 am - 12:00 pm

Where:
The Ruby Group Training Center
3480 W Market St. Std. 102
Fairlawn, Ohio 44333


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.


Pain, Session B- Intermediate President's Club
Add to Calendar 11/10/2015 1:00 pm 11/10/2015 2:00 pm Pain, Session B- Intermediate 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. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

When:
November 10th, 2015
1:00 pm - 2:00 pm

Where:
The Ruby Group Training Center
3480 W Market St. Std. 102
Fairlawn, Ohio 44333


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.


Up-Selling and Cross-Selling-Strategic Customer Care
Add to Calendar 11/10/2015 3:00 pm 11/10/2015 4:30 pm Up-Selling and Cross-Selling-Strategic Customer Care Most customer service providers accept the fact that part of their job requires them to interface with both prospective customers and existing clients in a sales role. It may make them feel uncomfortable, yet a major part of their job depends on their ability to help other people with their ideas and services. One of the greatest services we can do for our prospects and customers is a selling role. Prospects and customers are in a selling role. Prospects and customers’ alike depend on us to bring new information, new ideas, problem solve and add value to our products by helping them make good buying decisions. Click here to register for this workshop. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

When:
November 10th, 2015
3:00 pm - 4:30 pm

Where:
The Ruby Group Training Center
3480 W Market St. Std. 102
Fairlawn, Ohio 44333


Most customer service providers accept the fact that part of their job requires them to interface with both prospective customers and existing clients in a sales role. It may make them feel uncomfortable, yet a major part of their job depends on their ability to help other people with their ideas and services. One of the greatest services we can do for our prospects and customers is a selling role. Prospects and customers are in a selling role. Prospects and customers’ alike depend on us to bring new information, new ideas, problem solve and add value to our products by helping them make good buying decisions.
Click here to register for this workshop.


Three Must Do Steps for Successful Team Selling - Advanced Presiden't Club
Add to Calendar 11/17/2015 8:00 am 11/17/2015 9:30 am Three Must Do Steps for Successful Team Selling - Advanced Presiden't Club Have you ever had the brilliant idea to bring one or two of your company’s “experts” along on a sales call only to have the call go disastrously wrong? Not uncommon! In this session, we will discuss the 3 most critical elements for ensuring a successful team sales call. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

When:
November 17th, 2015
8:00 am - 9:30 am

Where:
The Ruby Group Training Center
3480 W Market St. Std. 102
Fairlawn, Ohio 44333


Have you ever had the brilliant idea to bring one or two of your company’s “experts” along on a sales call only to have the call go disastrously wrong? Not uncommon! In this session, we will discuss the 3 most critical elements for ensuring a successful team sales call.


Questioning Strategies-Foundations
Add to Calendar 11/17/2015 10:00 am 11/17/2015 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. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sander.com MM/DD/YYYY

When:
November 17th, 2015
10:00 am - 12:00 pm

Where:
The Ruby Group Training Center
3480 W Market St. Std. 102
Fairlawn, Ohio 44333


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.


Applying TA, Session A- Intermediate Presidence Club
Add to Calendar 11/17/2015 1:00 pm 11/17/2015 2:00 pm Applying TA, Session A- Intermediate Presidence Club You will understand the basic concepts of Transactional Analysis (TA) and their application to the selling process and the Sandler Selling System. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

When:
November 17th, 2015
1:00 pm - 2:00 pm

Where:
The Ruby Group Training Center
3480 W Market St. Std. 102
Fairlawn, Ohio 44333


You will understand the basic concepts of Transactional Analysis (TA) and their application to the selling process and the Sandler Selling System.


Telephone and Email Communication-Strategic Customer Care
Add to Calendar 11/17/2015 3:00 pm 11/17/2015 4:30 pm Telephone and Email Communication-Strategic Customer Care More and more, technology is replacing old, slower ways of doing business. One thing remains constant: customers are unique individuals who want to be treated with courtesy and respect- whether it’s in person on the telephone or by email. We don’t help voice mails; we don’t sell to the internet-it’s always about the people. These tools cannot replace the one–on-one direct communication that connects us to our customers and builds trust and rapport. We can, however, use them more effectively to avoid disconnects between ourselves and the customer. This session we’ll review both the telephone and email-our connections to the outside world and our customers-to ensure our communication skills are building the relationships we value, not damaging them. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

When:
November 17th, 2015
3:00 pm - 4:30 pm

Where:
The Ruby Group Training Center
3480 W Market St. Std. 102
Fairlawn, Ohio 44333


More and more, technology is replacing old, slower ways of doing business. One thing remains constant: customers are unique individuals who want to be treated with courtesy and respect- whether it’s in person on the telephone or by email. We don’t help voice mails; we don’t sell to the internet-it’s always about the people. These tools cannot replace the one–on-one direct communication that connects us to our customers and builds trust and rapport. We can, however, use them more effectively to avoid disconnects between ourselves and the customer. This session we’ll review both the telephone and email-our connections to the outside world and our customers-to ensure our communication skills are building the relationships we value, not damaging them.


Are You Cooking the Books? - Advanced Presiden't Club
Add to Calendar 11/24/2015 8:00 am 11/24/2015 9:30 am Are You Cooking the Books? - Advanced Presiden't Club No, we are not talking about accounting practices! We are talking about your Cookbook for success and accountability! You should be familiar with the Sandler behavioral Cookbook --- track it, measure it, predict the outcome. It makes perfect sense! However, some of us don't put it in to practice. In this workshop, we will discuss various aspects of using and following your Cookbook. We will also explore some of the reason we don't do what we said we are committed to doing. Additionally, we’ll explore ways to reframe your perspective so that you truly WANT to follow your Cookbook! The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

When:
November 24th, 2015
8:00 am - 9:30 am

Where:
The Ruby Group Training Center
3480 W Market St. Std. 102
Fairlawn, Ohio 44333


No, we are not talking about accounting practices! We are talking about your Cookbook for success and accountability! You should be familiar with the Sandler behavioral Cookbook --- track it, measure it, predict the outcome. It makes perfect sense! However, some of us don't put it in to practice. In this workshop, we will discuss various aspects of using and following your Cookbook. We will also explore some of the reason we don't do what we said we are committed to doing. Additionally, we’ll explore ways to reframe your perspective so that you truly WANT to follow your Cookbook!


Uncovering the Budget & Identifying the Decision Making Process-Foundations
Add to Calendar 11/24/2015 10:00 am 11/24/2015 12:00 pm Uncovering the Budget & Identifying the Decision Making Process-Foundations 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. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

When:
November 24th, 2015
10:00 am - 12:00 pm

Where:
The Ruby Group Training Center
3480 W Market St. Std. 102
Fairlawn, Ohio 44333


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.


Budget, Session B-Intermediate President's Club
Add to Calendar 11/24/2015 1:00 pm 11/24/2015 2:00 pm Budget, Session B-Intermediate President's Club You will learn how to use special questioning techniques to uncover the prospect’s budget that‘s available to invest in your product to service. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcarsuo@sandler.com MM/DD/YYYY

When:
November 24th, 2015
1:00 pm - 2:00 pm

Where:
The Ruby Group Training Center
3480 W Market St. Std. 102
Fairlawn, Ohio 44333


You will learn how to use special questioning techniques to uncover the prospect’s budget that‘s available to invest in your product to service.


Understanding Our Customers: Transactional Analysis-Strategic Customer Care
Add to Calendar 11/24/2015 3:00 pm 11/24/2015 4:30 pm Understanding Our Customers: Transactional Analysis-Strategic Customer Care More often, customer service providers are asked to proactively search out new business. The challenges they face are not unusual. They may be reluctant, unconfident, or may resist engaging prospects because they lack confidence, or know-how. In this session we’ll look at attitudes around sales and the selling process. We’ll also examine some ways to develop a ‘sales antennae’ that will help us recognize business opportunities. The Ruby Group Training Center 3480 W Market St. Std. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

When:
November 24th, 2015
3:00 pm - 4:30 pm

Where:
The Ruby Group Training Center
3480 W Market St. Std. 102
Fairlawn, Ohio 44333


More often, customer service providers are asked to proactively search out new business. The challenges they face are not unusual. They may be reluctant, unconfident, or may resist engaging prospects because they lack confidence, or know-how. In this session we’ll look at attitudes around sales and the selling process. We’ll also examine some ways to develop a ‘sales antennae’ that will help us recognize business opportunities.