Early Bird 7:30am-9am - (DIAL-IN ONLY Starting 1/8/19)

Add to Calendar 02/05/2019 7:30 am 02/05/2019 9:00 am Early Bird 7:30am-9am - (DIAL-IN ONLY Starting 1/8/19) The Early Bird is an open forum session, where you can bring any specific problems you are encountering. The trainer has no specific agenda, the only topics discussed will be those brought by the clients. Dial one of the following numbers: +1.408.740.7256 (US (San Jose)) +1.888.240.2560 (US Toll Free) Meeting ID: 820 310 311# Participant Code: # Enter the meeting ID and participat code "#" Or connect via Web Browser using meeting URL https://bluejeans.com/820310311 Connecting from a room system? Dial: 199.48.152.152 or bjn.vc and enter your meeting ID & passcode jhollan@salesconceptsinc.com MM/DD/YYYY

Sandler Foundations - WEEK 6 (Click Date for Details)

Add to Calendar 02/07/2019 8:30 am 02/07/2019 10:00 am Sandler Foundations - WEEK 6 (Click Date for Details) Sandler Foundations - WEEK 6 - Uncovering the Prospect's Budget: Uncover the investment constraints of your prospects and whether they are willing and able to make them. Understand why you must talk about the investment issues early in the process and identify the key areas required to assure commitment to making the required investment. **ADVANCED WORKSHOP / PC PLAN NOTE** This session will present workshop elements including: Budget Monkey's Paw Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

Pain Without Pain

Add to Calendar 02/07/2019 1:00 pm 02/07/2019 4:00 pm Pain Without Pain Pain Without Pain ? Having trouble getting people in real Pain? Maybe you are in as much Pain as they are. Come figure out how to stop empathy. Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

Early Bird 7:30am-9am - (DIAL-IN ONLY Starting 1/8/19)

Add to Calendar 02/12/2019 7:30 am 02/12/2019 9:00 am Early Bird 7:30am-9am - (DIAL-IN ONLY Starting 1/8/19) The Early Bird is an open forum session, where you can bring any specific problems you are encountering. The trainer has no specific agenda, the only topics discussed will be those brought by the clients. Dial one of the following numbers: +1.408.740.7256 (US (San Jose)) +1.888.240.2560 (US Toll Free) Meeting ID: 820 310 311# Participant Code: # Enter the meeting ID and participat code "#" Or connect via Web Browser using meeting URL https://bluejeans.com/820310311 Connecting from a room system? Dial: 199.48.152.152 or bjn.vc and enter your meeting ID & passcode jhollan@salesconceptsinc.com MM/DD/YYYY

No Guts, No Gain

Add to Calendar 02/13/2019 1:00 pm 02/13/2019 2:30 pm No Guts, No Gain No Guts No Gain ? Join Rose Vinci for this workshop to help you Identify the barriers preventing you from using the system in your everyday interactions. Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

Sandler Foundations - WEEK 7 (Click Date for Details)

Add to Calendar 02/14/2019 8:30 am 02/14/2019 10:00 am Sandler Foundations - WEEK 7 (Click Date for Details) Sandler Foundations - WEEK 7 - Identifying the Prospect's Decision-Making Process: Learn how to uncover your prospect's decision-making process, as well as how to spot, remove, or avoid sales roadblocks. Understand the importance of learning how the prospect and/or the prospect's organization make decisions and that is more than finding out just who is the decision maker. **ADVANCED WORKSHOP / PC PLAN NOTE** This session will present workshop elements including: Decision-Making Process Elements of a good Decision Step Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

Early Bird 7:30am-9am - (DIAL-IN ONLY Starting 1/8/19)

Add to Calendar 02/19/2019 7:30 am 02/19/2019 9:00 am Early Bird 7:30am-9am - (DIAL-IN ONLY Starting 1/8/19) The Early Bird is an open forum session, where you can bring any specific problems you are encountering. The trainer has no specific agenda, the only topics discussed will be those brought by the clients. Dial one of the following numbers: +1.408.740.7256 (US (San Jose)) +1.888.240.2560 (US Toll Free) Meeting ID: 820 310 311# Participant Code: # Enter the meeting ID and participat code "#" Or connect via Web Browser using meeting URL https://bluejeans.com/820310311 Connecting from a room system? Dial: 199.48.152.152 or bjn.vc and enter your meeting ID & passcode jhollan@salesconceptsinc.com MM/DD/YYYY

Managers Training Session

Add to Calendar 02/19/2019 9:00 am 02/19/2019 12:00 pm Managers Training Session BY INVITATION ONLY Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 keith.strauss@sandler.com MM/DD/YYYY

Setting Contracts

Add to Calendar 02/19/2019 1:00 pm 02/19/2019 4:00 pm Setting Contracts Setting Contracts ? Canceled appointments? No Repeat Business? If prospects and customers don't do what they say they will, you need to learn to set better contracts. Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

Sandler Foundations - WEEK 8 (Click Date for Details)

Add to Calendar 02/21/2019 8:30 am 02/21/2019 10:00 am Sandler Foundations - WEEK 8 (Click Date for Details) Sandler Foundations - WEEK 8 - Closing the Sale (Fulfillment & Post-Sell): Learn to consistently close and reinforce sales by focusing on the prospect's pain, decision-making process, and budget, and learn how to set the stage for future business and referrals. Understand the process of the Fulfillment and Post-Sell steps are to confirm the close and prove that you can deliver what the prospect needs for the investment they are willing to make and according to the decision process they have shared, and to set the expectations for moving forward as a customer/client. **ADVANCED WORKSHOP / PC PLAN NOTE** This session will present workshop elements including: Contract before Fulfillment Fulfillment Step Post-Sell Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

Early Bird 7:30am-9am - (DIAL-IN ONLY Starting 1/8/19)

Add to Calendar 02/26/2019 7:30 am 02/26/2019 9:00 am Early Bird 7:30am-9am - (DIAL-IN ONLY Starting 1/8/19) The Early Bird is an open forum session, where you can bring any specific problems you are encountering. The trainer has no specific agenda, the only topics discussed will be those brought by the clients. Dial one of the following numbers: +1.408.740.7256 (US (San Jose)) +1.888.240.2560 (US Toll Free) Meeting ID: 820 310 311# Participant Code: # Enter the meeting ID and participat code "#" Or connect via Web Browser using meeting URL https://bluejeans.com/820310311 Connecting from a room system? Dial: 199.48.152.152 or bjn.vc and enter your meeting ID & passcode jhollan@salesconceptsinc.com MM/DD/YYYY

Power of Networking

Add to Calendar 02/27/2019 9:00 am 02/27/2019 10:30 am Power of Networking Power of Networking ? Learn effective networking techniques and actually practice networking during the workshop. Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

Sandler Foundations - WEEK 9 (Click Date for Details)

Add to Calendar 02/28/2019 8:30 am 02/28/2019 10:00 am Sandler Foundations - WEEK 9 (Click Date for Details) Sandler Foundations - WEEK 9 - Improving Your BAT-ting Average: Take a hard look at your Beliefs, Attitudes, and Techniques and how to increase your chances of sustainable success. Understand the major points of the Success Triangle and how Identity/Role Theory can help or hinder their success in sales. **ADVANCED WORKSHOP / PC PLAN NOTE** This session will present workshop elements including: BAT (Behavior, Attitude, Technique), I/R Theory (Identity vs Role) Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY