President's Club-Tactics for the Top 10 Stalls and Objections

Add to Calendar 07/02/2019 8:00 am 07/02/2019 9:30 am President's Club-Tactics for the Top 10 Stalls and Objections Chances are, you can easily identify the most common stalls and objections in your world. Maybe it sounds something like “that’s more than we were expecting to spend” or “call me back after the first of the year” or “business is exceptionally slow right now.” Join us for this President’s club as we strategize the best tactics for overcoming stalls and objections. 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 07/02/2019 10:00 am 07/02/2019 11:30 am 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

President's Club-Tactics for the Top 10 Stalls and Objections

Add to Calendar 07/02/2019 12:00 pm 07/02/2019 1:30 pm President's Club-Tactics for the Top 10 Stalls and Objections Chances are, you can easily identify the most common stalls and objections in your world. Maybe it sounds something like “that’s more than we were expecting to spend” or “call me back after the first of the year” or “business is exceptionally slow right now.” Join us for this President’s club as we strategize the best tactics for overcoming stalls and objections. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

President's Club-Sandler Best Practices

Add to Calendar 07/09/2019 8:00 am 07/09/2019 9:30 am President's Club-Sandler Best Practices “Best practices” has become a buzzword in the business world, but what does it mean? Webster defines “best practices” as a “procedure that has been shown by research and experience to produce optimal results and that is established or proposed as a standard suitable for widespread adoption.” You won’t want to miss this workshop as we share best practices gleaned from decades of Sandler experience. 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 07/09/2019 10:00 am 07/09/2019 11:30 am 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

President's Club-Sandler Best Practices

Add to Calendar 07/09/2019 12:00 pm 07/09/2019 1:30 pm President's Club-Sandler Best Practices “Best practices” has become a buzzword in the business world, but what does it mean? Webster defines “best practices” as a “procedure that has been shown by research and experience to produce optimal results and that is established or proposed as a standard suitable for widespread adoption.” You won’t want to miss this workshop as we share best practices gleaned from decades of Sandler experience. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

President's Club-A Price List is Not a Budget Step

Add to Calendar 07/12/2019 8:00 am 07/12/2019 9:30 am President's Club-A Price List is Not a Budget Step Join us for this President's Club workshop where we will demonstrate how we can let our head trash cause us to lead with “fall back” offerings or to “telegraph” our fee structure instead of finessing out our prospect's true budget limits. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Breaking Through your Comfort Zone

Add to Calendar 07/12/2019 10:00 am 07/12/2019 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

President's Club-Protect Your Identity, Grow Your Business

Add to Calendar 07/16/2019 8:00 am 07/16/2019 9:30 am President's Club-Protect Your Identity, Grow Your Business What percentage of you are you getting? Are you frustrated by not being able to take your business to the next level? Join us as we talk about how your identity relates to the growth of your business. You will walk away ready to reach new 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-Up-Front Contracts

Add to Calendar 07/16/2019 10:00 am 07/16/2019 11:30 am 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

President's Club-Protect Your Identity, Grow Your Business

Add to Calendar 07/16/2019 12:00 pm 07/16/2019 1:30 pm President's Club-Protect Your Identity, Grow Your Business What percentage of you are you getting? Are you frustrated by not being able to take your business to the next level? Join us as we talk about how your identity relates to the growth of your business. You will walk away ready to reach new 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-Up-Front Contracts-The Missing Elements

Add to Calendar 07/19/2019 8:00 am 07/19/2019 9:30 am President's Club-Up-Front Contracts-The Missing Elements Arguably, the most powerful tool in the Sandler System is the Up Front Contract. The things you do in the first 5 minutes of a sales call will have everything to do with what happens in the last 5 minutes. Sales calls that start well, tend to end well. In this session, we’ll dissect the accepted 5 elements of the Up Front Contract, and come to a new understanding, that a truly effective Up Front Contract actually has 7 elements. We’ll then move on to discover the missing Submarine compartment. That’s right … compartment #8 was just discovered thus extinguishing the accepted 7 compartments, forever! 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Creating a Prospecting Plan

Add to Calendar 07/19/2019 10:00 am 07/19/2019 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

President's Club-How to Find Pain Without Being one

Add to Calendar 07/23/2019 8:00 am 07/23/2019 9:30 am President's Club-How to Find Pain Without Being one TBADavid Sandler created the pain funnel to help uncover emotion in the selling process. Pain in the present is the most motivating buying emotion. This can be uncovered by asking the right questions and digging deeper into their answers. The initial response will usually be logical. Once you ask the follow up questions you often uncover the emotions behind the logic. These will be the true reasons why they will buy from you. Use this simple tool to better qualify/disqualify your prospects to save time and make more money. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Questioning Strategies

Add to Calendar 07/23/2019 10:00 am 07/23/2019 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. 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 Find Pain Without Being one

Add to Calendar 07/23/2019 12:00 pm 07/23/2019 1:30 pm President's Club-How to Find Pain Without Being one David Sandler created the pain funnel to help uncover emotion in the selling process. Pain in the present is the most motivating buying emotion. This can be uncovered by asking the right questions and digging deeper into their answers. The initial response will usually be logical. Once you ask the follow up questions you often uncover the emotions behind the logic. These will be the true reasons why they will buy from you. Use this simple tool to better qualify/disqualify your prospects to save time and make more money. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

President's Club-Protect Your Identity, Grow Your Business

Add to Calendar 07/26/2019 8:00 am 07/26/2019 9:30 am President's Club-Protect Your Identity, Grow Your Business What percentage of you are you getting? Are you frustrated by not being able to take your business to the next level? Join us as we talk about how your identity relates to the growth of your business. You will walk away ready to reach new levels of performance 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Making the Prospecting Call

Add to Calendar 07/26/2019 10:00 am 07/26/2019 11:30 am Sales Mastery-Making the Prospecting Call 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. 6660 Doubletree Ave. Columbus, OH 43229 mcaruso@sandler.com MM/DD/YYYY

President's Club-The Mental Game of Sales

Add to Calendar 07/30/2019 8:00 am 07/30/2019 9:30 am President's Club-The Mental Game of Sales Yogi Berra, a Yankee catcher in the 1960’s famous for his malapropisms offered a well-loved quote, “Half of this game of baseball is 90% mental.” As you will learn in this workshop, the same might be said for a professional sales career. Join us as we cover the mental discipline it takes to control our inner voices so we can successfully execute the Sandler strategies and tactics. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

Sales Mastery-Pain

Add to Calendar 07/30/2019 10:00 am 07/30/2019 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.” The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY

President's Club-The Mental Game of Sales

Add to Calendar 07/30/2019 12:00 pm 07/30/2019 1:30 pm President's Club-The Mental Game of Sales Yogi Berra, a Yankee catcher in the 1960’s famous for his malapropisms offered a well-loved quote, “Half of this game of baseball is 90% mental.” As you will learn in this workshop, the same might be said for a professional sales career. Join us as we cover the mental discipline it takes to control our inner voices so we can successfully execute the Sandler strategies and tactics. The Ruby Group Training Center 3480 W Market St. Ste. 102 Fairlawn, Ohio 44333 mcaruso@sandler.com MM/DD/YYYY