President's Club-Goal Setting the Sandler Way

Add to Calendar 01/04/2019 8:00 am 01/04/2019 9:30 am President's Club-Goal Setting the Sandler Way This time of year, it seems that everyone is setting goals, many of them lofty and ambitious. Unfortunately, we know that many of these goals are abandoned before the ink has even dried on the paper. Join us to lay a solid foundation for 2019 as we look at Goal Setting the Sandler Way. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Questioning Strategies

Add to Calendar 01/04/2019 10:00 am 01/04/2019 11:30 am Sales Mastery-Questioning Strategies 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

President's Club-How to Handle the 11th Hour Ask

Add to Calendar 01/08/2019 8:00 am 01/08/2019 9:30 am President's Club-How to Handle the 11th Hour Ask It doesn’t matter. Run your best Sandler Sales call ever. You still may get a last minute ask from the prospect. Now is not the time to act in haste. In this session we’ll work to manage these unknowns without extending our sales cycle or needlessly altering our deal. 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 01/08/2019 10:00 am 01/08/2019 11:30 am 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

President's Club-How to Handle the 11th Hour Ask

Add to Calendar 01/08/2019 12:00 pm 01/08/2019 1:30 pm President's Club-How to Handle the 11th Hour Ask It doesn’t matter. Run your best Sandler Sales call ever. You still may get a last minute ask from the prospect. Now is not the time to act in haste. In this session we’ll work to manage these unknowns without extending our sales cycle or needlessly altering our deal. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

President's Club-Overcoming Your Top 10 Wimp Junctions

Add to Calendar 01/11/2019 8:00 am 01/11/2019 9:30 am President's Club-Overcoming Your Top 10 Wimp Junctions Everyone has places in the sales cycle where they would rather stay in their comfort zone, different places for different people. Join us as we discuss the Top 10 Wimp Junctions we have seen clients struggle to overcome and what to do about it. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-PAIN

Add to Calendar 01/11/2019 10:00 am 01/11/2019 11:30 am Sales Mastery-PAIN 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.” 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

President's Club-Warm up any Cold Call

Add to Calendar 01/15/2019 8:00 am 01/15/2019 9:30 am President's Club-Warm up any Cold Call Your cold calls don’t have to match the frigid January air. In this workshop, we will dive into the ins and outs of warming your prospecting calls with the help of social media. 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 01/15/2019 10:00 am 01/15/2019 11:30 am 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

President's Club-Warm up Any Cold Call

Add to Calendar 01/15/2019 12:00 pm 01/15/2019 1:30 pm President's Club-Warm up Any Cold Call Your cold calls don’t have to match the frigid January air. In this workshop, we will dive into the ins and outs of warming your prospecting calls with the help of social media. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

President's Club-World Class Strategies for Eliminating/Overcoming "TIO"

Add to Calendar 01/18/2019 8:00 am 01/18/2019 9:30 am President's Club-World Class Strategies for Eliminating/Overcoming "TIO" “TIO” stands for every version of “I want to Think It Over,” AKA… “Let me sleep on it,” - “I’ll get back to you,” - “Let me check my finances,” etc. If you’ve been in sales for more than thirty minutes, you’ve heard this from a buyer. Allowing a prospect or client to procrastinate after a sales proposal has been prepared, presented, and discussed is not doing anyone a favor. In fact, it is the No. 1 reason for failing to close a sale. Your professional responsibility is to help people avoid procrastination and proceed to help them in making a decision in their own best interest. If you allow a prospect to think it over, you'll be the only one thinking about it! 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Budget

Add to Calendar 01/18/2019 10:00 am 01/18/2019 11:30 am Sales Mastery-Budget 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Leadership for Organizational Excellence-Organizational Excellence: An Overview

Add to Calendar 01/21/2019 3:00 pm 01/21/2019 5:00 pm Leadership for Organizational Excellence-Organizational Excellence: An Overview We are excited to announce that Sandler's all-new, much anticipated program, Leadership for Organizational Excellence, is ready to roll out in 2019, replacing the current Sandler Management program. Leadership for Organizational Excellence is designed for leaders whose authority sets and influences the company's strategic direction towards enhanced growth and profitability. This program will walk you through the steps for creating a clearly defined vision for the company, while designing processes, systems, and performance metrics to reach that vision and create an Excellent Organization. Please join us for January’s workshop to evaluate your organization’s current blind spots and to assess the value of investing in this program for 2019 and beyond. Sandler's Leadership for Organizational Excellence program sets you and your company on the road to Organizational Excellence...and keeps you moving forward. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

President's Club-What's All the Noise About?

Add to Calendar 01/22/2019 8:00 am 01/22/2019 9:30 am President's Club-What's All the Noise About? Let's be honest, how many of us really struggle with being a great listener? In this day and age of distraction, noise, and short attention span, are we really listening? Do you actively work on your listening skill? In this session, we will discuss the practical techniques to shut out all the noise, be present, and actively engage with our prospects and clients through the art and science of active listening. Warning: Be prepared to actively listen! The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

President's Club-What's All the Noise About?

Add to Calendar 01/22/2019 12:00 pm 01/22/2019 1:30 pm President's Club-What's All the Noise About? Let's be honest, how many of us really struggle with being a great listener? In this day and age of distraction, noise, and short attention span, are we really listening? Do you actively work on your listening skill? In this session, we will discuss the practical techniques to shut out all the noise, be present, and actively engage with our prospects and clients through the art and science of active listening. Warning: Be prepared to actively listen! The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

President's Club-Personal Growth: What is holding you back?

Add to Calendar 01/29/2019 8:00 am 01/29/2019 9:30 am President's Club-Personal Growth: What is holding you back? Changing your beliefs about your own personal success doesn't happen in a vacuum or in a fortnight. Learn this proven system to follow to re-wire your core beliefs about yourself. Then goal setting, tracking and accountability become far more meaningful and significant for you. Planting your feet and being even more "gutsy" will become more natural to your daily life. 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 01/29/2019 10:00 am 01/29/2019 11:30 am 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

President's Club-Personal Growth: What is holding you back?

Add to Calendar 01/29/2019 12:00 pm 01/29/2019 1:30 pm President's Club-Personal Growth: What is holding you back? Changing your beliefs about your own personal success doesn't happen in a vacuum or in a fortnight. Learn this proven system to follow to re-wire your core beliefs about yourself. Then goal setting, tracking and accountability become far more meaningful and significant for you. Planting your feet and being even more "gutsy" becomes more natural to your daily life. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY