The Ruby Group
Website: http://therubygroup.sandler.com
Sandler Training is a world leader in innovative sales and sales management training. For more than 40 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process. Our training is designed to create lasting “performance improvement” rather than the motivational “quick fix” typical of many seminar-based training programs.
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Discover Yourself With the DISC Profile
Submitted by The Ruby Group on 2011-08-12 (4 views)
When it comes to sales, having the ability to relate to your prospective buyer can help easily boost profit. With today's competitive sales approaches, any effort that can be done to build stronger relationships with prospective clients is worthwhile. A personality test can be an effective way to accomplish your ... Read more (461 words)
Three Sales Prospecting Tips for Lead Generation
Submitted by The Ruby Group on 2011-07-18 (2 views)
Focusing on the end result, cast the cold call 'net' with a consistency that borders on obsession.Of all the sales strategies that exist, cold calling - or prospecting - is the sales technique that causes people the most stress and anxiety. The bottom line is: no salesperson likes making calls. ... Read more (430 words)
Good Sales Tips About Selling Disappointment
Submitted by The Ruby Group on 2011-05-26 (1 views)
Suppose, for a moment, that you are a salesperson or business owner. You've been working on an excellent new prospect for several months. If your sales manager or business partner were to ask you how the deal was progressing, you might say, “pretty well - I'm very hopeful.”Then you check ... Read more (544 words)
How Can You Avoid Price Objections?
Submitted by The Ruby Group on 2011-05-26 (1 views)
Has this happened to you? You developed the perfect solution for the prospect's situation. You crafted a comprehensive presentation and delivered it flawlessly. The prospect was impressed not only with your polished presentation, but also with your depth of knowledge about the industry. Your solution was exactly what the prospect ... Read more (805 words)
What Would You Suggest?
Submitted by The Ruby Group on 2011-05-25 (1 views)
In the forum section of a web site that provides information and resources for sales and marketing professionals, a contributor presented a scenario and asked fellow readers to submit their suggestions of what he could do to speed up the selling process of an opportunity that seemed to have bogged ... Read more (631 words)
Stop Prospecting and Start Marketing
Submitted by The Ruby Group on 2011-05-25 (2 views)
Ask salespeople to list their least favorite selling activities, and you can count on "prospecting" being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.Why?Because prospects have an unending list of excuses for dismissing salespeople before the prospecting call conversation ... Read more (556 words)
Focus on Five Areas Today to Close Business Tomorrow
Submitted by The Ruby Group on 2011-04-08 (1 views)
All too often, salespeople focus on the wrong elements to increase sales. They turn their attention to the features, benefits and added aspects of their product or service in an attempt to differentiate themselves from the competition and ultimately convince prospects to buy. Salespeople need to first focus on the ... Read more (745 words)
Ditch ‘the Pitch’ - Start a Sales Conversation
Submitted by The Ruby Group on 2011-04-01 (8 views)
Rather than hitting perspective customers with a rehearsed elevator pitch, try asking open-ended questions that are sure to get them talking – and buying.If you google the term “elevator pitch,” you’ll find advice from more than a million sources about writing it, rehearsing it and even repurposing it for different ... Read more (711 words)
You Only Have 30 Seconds
Submitted by The Ruby Group on 2009-10-15 (22 views)
When initially speaking with prospective customers, you typically have 30 seconds or less to not only get their attention, but establish a reason for them to engage in a conversation. During your "30-second commercial" you must let prospects know what you do and, more importantly, why it's relevant to them.So, ... Read more (755 words)
The Sales Arena is No Place to Get Your Emotional Needs Met
Submitted by The Ruby Group on 2009-08-24 (22 views)
Are you trying to get your emotional needs met during a sales call? On the surface, most salespeople would say, "No." But the truth is quite different. Let's take a look.To which of the following can you relate?· You want to be liked as much as, or perhaps more than, ... Read more (522 words)
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