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
Event Listings for August 2019
No Guts, No Gain-Power Plays & Games
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08/02/2019 8:00 am
08/02/2019 11:30 am
No Guts, No Gain-Power Plays & Games
The No Guts, No Gain! program lays the groundwork to planting your feet, and taking action. Sandler's hard-hitting program will ask you this important question: Are you content to remain an "also ran," or are you ready to raise your sights and become a serious competitor?
The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
mcaruso@sandler.com
MM/DD/YYYY
8:00 am - 11:30 am
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
The No Guts, No Gain! program lays the groundwork to planting your feet, and taking action. Sandler's hard-hitting program will ask you this important question: Are you content to remain an "also ran," or are you ready to raise your sights and become a serious competitor?
President's Club-How To Truly Stop Wasting Time and Energy in the Sales Process
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08/02/2019 8:00 am
08/02/2019 9:30 am
President's Club-How To Truly Stop Wasting Time and Energy in the Sales Process
It is easy to incorrectly spend time and energy in the sales process. This workshop will help you determine whether you have spent too much or too little time, greatly missed Pain or Budget, or completely misdiagnosed the situation. Come learn how to quickly sort suspects and prospects to shorten the sales cycle – AND how to use this process to accelerate to Pain, Budget, and Decision.
6660 Doubletree Ave. Columbus, OH 43229
mcaruso@sandler.com
MM/DD/YYYY
8:00 am - 9:30 am
It is easy to incorrectly spend time and energy in the sales process. This workshop will help you determine whether you have spent too much or too little time, greatly missed Pain or Budget, or completely misdiagnosed the situation. Come learn how to quickly sort suspects and prospects to shorten the sales cycle – AND how to use this process to accelerate to Pain, Budget, and Decision.
Sales Mastery-Negative Reverse Selling
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08/02/2019 10:00 am
08/02/2019 11:30 am
Sales Mastery-Negative Reverse Selling
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
10:00 am - 11:30 am
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.
President's Club-How Top Sales Professionals Manage Their Time
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08/06/2019 8:00 am
08/06/2019 9:30 am
President's Club-How Top Sales Professionals Manage Their Time
In today’s fast-paced world, managing time is an increasingly crucial skill. It is far too easy for social scrolling, constant e-mail replies, endless company research, and other distractions to overtake even the best laid plans. Add this workshop to your calendar and be ready to find inspiration and practical tools for getting a better handle on your time.
The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
mcaruso@sandler.com
MM/DD/YYYY
8:00 am - 9:30 am
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
In today’s fast-paced world, managing time is an increasingly crucial skill. It is far too easy for social scrolling, constant e-mail replies, endless company research, and other distractions to overtake even the best laid plans. Add this workshop to your calendar and be ready to find inspiration and practical tools for getting a better handle on your time.
Sales Mastery-Budget
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08/06/2019 10:00 am
08/06/2019 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.
The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
mcaruso@sandler.com
MM/DD/YYYY
10:00 am - 11:30 am
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
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.
President's -How Top Sales Professionals Manage Their Time
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08/06/2019 12:00 pm
08/06/2019 1:30 pm
President's -How Top Sales Professionals Manage Their Time
In today’s fast-paced world, managing time is an increasingly crucial skill. It is far too easy for social scrolling, constant e-mail replies, endless company research, and other distractions to overtake even the best laid plans. Add this workshop to your calendar and be ready to find inspiration and practical tools for getting a better handle on your time.
The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
mcaruso@sandler.com
MM/DD/YYYY
12:00 pm - 1:30 pm
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
In today’s fast-paced world, managing time is an increasingly crucial skill. It is far too easy for social scrolling, constant e-mail replies, endless company research, and other distractions to overtake even the best laid plans. Add this workshop to your calendar and be ready to find inspiration and practical tools for getting a better handle on your time.
President's Club-How to Find Pain Without Being one
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08/09/2019 8:00 am
08/09/2019 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.
6660 Doubletree Ave. Columbus, OH 43229
mcaruso@sandler.com
MM/DD/YYYY
8:00 am - 9:30 am
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.
Sales Mastery-Applying TA to Sales
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08/09/2019 10:00 am
08/09/2019 11:30 am
Sales Mastery-Applying TA to Sales
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
10:00 am - 11:30 am
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.
President's Club-Qualifying the Sales Opportunity
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08/13/2019 8:00 am
08/13/2019 9:30 am
President's Club-Qualifying the Sales Opportunity
Traditional selling focuses on the notion of selling benefits to the buyer. This approach glosses over the reality that people make buying decisions for one of two reasons: to achieve pleasure or relieve pain. When you are able to uncover your buyer’s pain you can then be the doctor who relieves that pain. This is known in Sandler parlance as qualifying hard and closing easy.
The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
mcaruso@sandler.com
MM/DD/YYYY
8:00 am - 9:30 am
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
Traditional selling focuses on the notion of selling benefits to the buyer. This approach glosses over the reality that people make buying decisions for one of two reasons: to achieve pleasure or relieve pain. When you are able to uncover your buyer’s pain you can then be the doctor who relieves that pain. This is known in Sandler parlance as qualifying hard and closing easy.
Sales Mastery-Decision
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08/13/2019 10:00 am
08/13/2019 11:30 am
Sales Mastery-Decision
The objective of the Decision Step in the Sandler Selling System is to identify the prospect’s decision-making process. Understanding the process will ensure that you access the real decision makers and can successfully conclude your sale.
The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
mcaruso@sandler.com
MM/DD/YYYY
10:00 am - 11:30 am
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
The objective of the Decision Step in the Sandler Selling System is to identify the prospect’s decision-making process. Understanding the process will ensure that you access the real decision makers and can successfully conclude your sale.
President's Club-Qualifying the Sales Opportunity
Add to Calendar
08/13/2019 12:00 pm
08/13/2019 1:30 pm
President's Club-Qualifying the Sales Opportunity
Traditional selling focuses on the notion of selling benefits to the buyer. This approach glosses over the reality that people make buying decisions for one of two reasons: to achieve pleasure or relieve pain. When you are able to uncover your buyer’s pain you can then be the doctor who relieves that pain. This is known in Sandler parlance as qualifying hard and closing easy.
The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
mcaruso@sandler.com
MM/DD/YYYY
12:00 pm - 1:30 pm
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
Traditional selling focuses on the notion of selling benefits to the buyer. This approach glosses over the reality that people make buying decisions for one of two reasons: to achieve pleasure or relieve pain. When you are able to uncover your buyer’s pain you can then be the doctor who relieves that pain. This is known in Sandler parlance as qualifying hard and closing easy.
Why Have A System (Session #1 of our 2 Day Boot Camp)
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08/14/2019 8:00 am
08/14/2019 10:00 am
Why Have A System (Session #1 of our 2 Day Boot Camp)
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.
Please note, this registration is for the complimentary "Why Have a System" workshop and does not include the full 2-day Boot Camp.
6660 Doubletree Ave. Columbus, OH 43229
mcaruso@sandler.com
MM/DD/YYYY
8:00 am - 10:00 am
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.
Please note, this registration is for the complimentary "Why Have a System" workshop and does not include the full 2-day Boot Camp.
President's Club-The Mental Game of Sales
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08/16/2019 8:00 am
08/16/2019 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.
6660 Doubletree Ave. Columbus, OH 43229
mcaruso@sandler.com
MM/DD/YYYY
8:00 am - 9:30 am
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.
Sales Mastery-Setting Goals
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08/16/2019 10:00 am
08/16/2019 11:30 am
Sales Mastery-Setting Goals
Join us to identify your personal life goals, determine what you need to do to achieve those goals. Additionally, make a plan to track your progress and fine-tune the plan.
6660 Doubletree Ave. Columbus, OH 43229
mcaruso@sandler.com
MM/DD/YYYY
10:00 am - 11:30 am
Join us to identify your personal life goals, determine what you need to do to achieve those goals. Additionally, make a plan to track your progress and fine-tune the plan.
President's Club-You don’t have to be great to start, you have to start to be great
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08/20/2019 8:00 am
08/20/2019 9:30 am
President's Club-You don’t have to be great to start, you have to start to be great
Do you love the Ben Franklin quote “If you fail to plan, you are planning to fail!” But what happens if we plan too much (and don’t even know that we are)? Planning, researching, and getting comfortable can really be “getting ready to get ready.” Too much “Yes, but first I must know…” leads to so much lost opportunity. Join us as we work on breaking the “getting ready to get ready” cycle.
The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
mcaruso@sandler.com
MM/DD/YYYY
8:00 am - 9:30 am
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
Do you love the Ben Franklin quote “If you fail to plan, you are planning to fail!” But what happens if we plan too much (and don’t even know that we are)? Planning, researching, and getting comfortable can really be “getting ready to get ready.” Too much “Yes, but first I must know…” leads to so much lost opportunity. Join us as we work on breaking the “getting ready to get ready” cycle.
Sales Mastery-Closing the Sale
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08/20/2019 10:00 am
08/20/2019 11:30 am
Sales Mastery-Closing the Sale
The purpose of a presentation is to obtain a decision. The prospect’s commitment to making that decision must be obtained before you start your presentation. You will learn how to obtain that commitment, deliver a presentation consistent with the prospect’s priorities, obtain the buying decision and set the stage for additional business and referrals. You will understand how to close the sale and be aware of the potential roadblocks to achieving that objective.
The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
mcaruso@sandler.com
MM/DD/YYYY
10:00 am - 11:30 am
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
The purpose of a presentation is to obtain a decision. The prospect’s commitment to making that decision must be obtained before you start your presentation. You will learn how to obtain that commitment, deliver a presentation consistent with the prospect’s priorities, obtain the buying decision and set the stage for additional business and referrals. You will understand how to close the sale and be aware of the potential roadblocks to achieving that objective.
President's Club-You don’t have to be great to start, you have to start to be great
Add to Calendar
08/20/2019 12:00 pm
08/20/2019 1:30 pm
President's Club-You don’t have to be great to start, you have to start to be great
Do you love the Ben Franklin quote “If you fail to plan, you are planning to fail!” But what happens if we plan too much (and don’t even know that we are)? Planning, researching, and getting comfortable can really be “getting ready to get ready.” Too much “Yes, but first I must know…” leads to so much lost opportunity. Join us as we work on breaking the “getting ready to get ready” cycle.
The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
mcaruso@sandler.com
MM/DD/YYYY
12:00 pm - 1:30 pm
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
Do you love the Ben Franklin quote “If you fail to plan, you are planning to fail!” But what happens if we plan too much (and don’t even know that we are)? Planning, researching, and getting comfortable can really be “getting ready to get ready.” Too much “Yes, but first I must know…” leads to so much lost opportunity. Join us as we work on breaking the “getting ready to get ready” cycle.
New Client Orientation
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08/21/2019 2:00 pm
08/21/2019 3:00 pm
New Client Orientation
Welcome to The Ruby Group! If you are a recent Boot Camp attendee, we strongly encourage you to participate in this interactive Zoom call. We will answer any questions you have, and take some time to share best practices for using Sandler Online, Zoom, and our training calendar.
Zoom Call-Virtual Only
lindsay.beaver@sandler.com
MM/DD/YYYY
2:00 pm - 3:00 pm
Welcome to The Ruby Group! If you are a recent Boot Camp attendee, we strongly encourage you to participate in this interactive Zoom call. We will answer any questions you have, and take some time to share best practices for using Sandler Online, Zoom, and our training calendar.
President's Club-Tactics for the Top 10 Stalls and Objections
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08/23/2019 8:00 am
08/23/2019 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.
6660 Doubletree Ave. Columbus, OH 43229
mcaruso@sandler.com
MM/DD/YYYY
8:00 am - 9:30 am
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.
Sales Mastery-Formula for Success
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08/23/2019 10:00 am
08/23/2019 11:30 am
Sales Mastery-Formula for Success
For you to succeed in sales, you must have a strategy that guides you throughout the workday. In this lesson, you will learn about Sandler’s Formula for Success and how to use it to generate your strategy for accomplishing the everyday tasks involved in sales.
6660 Doubletree Ave. Columbus, OH 43229
mcaruso@sandler.com
MM/DD/YYYY
10:00 am - 11:30 am
For you to succeed in sales, you must have a strategy that guides you throughout the workday. In this lesson, you will learn about Sandler’s Formula for Success and how to use it to generate your strategy for accomplishing the everyday tasks involved in sales.
President's Club-Rogue Roleplaying-Refining your talk tracks
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08/27/2019 8:00 am
08/27/2019 9:30 am
President's Club-Rogue Roleplaying-Refining your talk tracks
Roleplaying is arguably one of the fastest ways to pull people out of their comfort zones, and one of the fastest ways to nail down your key talk tracks. Join us for this highly interactive President’s Club and be prepared to polish up your talk tracks.
The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
mcaruso@sandler.com
MM/DD/YYYY
8:00 am - 9:30 am
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
Roleplaying is arguably one of the fastest ways to pull people out of their comfort zones, and one of the fastest ways to nail down your key talk tracks. Join us for this highly interactive President’s Club and be prepared to polish up your talk tracks.
Sales Mastery-Improving your BAT
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08/27/2019 10:00 am
08/27/2019 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
10:00 am - 11:30 am
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
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.
President's Club-Rogue Roleplaying-Refining your talk tracks
Add to Calendar
08/27/2019 12:00 pm
08/27/2019 1:30 pm
President's Club-Rogue Roleplaying-Refining your talk tracks
Roleplaying is arguably one of the fastest ways to pull people out of their comfort zones, and one of the fastest ways to nail down your key talk tracks. Join us for this highly interactive President’s Club and be prepared to polish up your talk tracks.
The Ruby Group Training Center
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
mcaruso@sandler.com
MM/DD/YYYY
12:00 pm - 1:30 pm
3480 W Market St. Ste. 102
Fairlawn, Ohio 44333
Roleplaying is arguably one of the fastest ways to pull people out of their comfort zones, and one of the fastest ways to nail down your key talk tracks. Join us for this highly interactive President’s Club and be prepared to polish up your talk tracks.
Business Leader's Workshop Webinar: Why Have a System
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08/29/2019 10:00 am
08/29/2019 11:00 am
Business Leader's Workshop Webinar: Why Have a System
Sales is a high-rejection field and can weigh heavily on business professionals who face
“no” every day. Is your team working hard
but with frustrating results?
Attend this event if you are searching for
solutions to the business obstacles you face when trying to sell, manage a sales team,
and grow your company.
Click here for more information
Register and receive login information for this Zoom.us webcast
mcaruso@sandler.com
MM/DD/YYYY
10:00 am - 11:00 am
Sales is a high-rejection field and can weigh heavily on business professionals who face
“no” every day. Is your team working hard
but with frustrating results?
Attend this event if you are searching for
solutions to the business obstacles you face when trying to sell, manage a sales team,
and grow your company.
Click here for more information
President's Club-It is never about the price
Add to Calendar
08/30/2019 8:00 am
08/30/2019 9:30 am
President's Club-It is never about the price
Prospects hide behind price while concealing their true reasons for buying. It is up to the salesperson to professionally lead the prospect through a value conversation. Otherwise, the real reason for buying remains a mystery. In this workshop, we will discuss how to move prospects away from price and into a value conversation. This allows the selling professional to not only close more business, but also capture margins as if their product were the only one on the market.
6660 Doubletree Ave. Columbus, OH 43229
mcaruso@sandler.com
MM/DD/YYYY
8:00 am - 9:30 am
Prospects hide behind price while concealing their true reasons for buying. It is up to the salesperson to professionally lead the prospect through a value conversation. Otherwise, the real reason for buying remains a mystery. In this workshop, we will discuss how to move prospects away from price and into a value conversation. This allows the selling professional to not only close more business, but also capture margins as if their product were the only one on the market.
Sales Mastery-Why Have a System
Add to Calendar
08/30/2019 10:00 am
08/30/2019 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.
6660 Doubletree Ave. Columbus, OH 43229
mcaruso@sandler.com
MM/DD/YYYY
10:00 am - 11:30 am
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.