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

Add to Calendar 04/02/2019 7:30 am 04/02/2019 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

When No Means No

Add to Calendar 04/02/2019 9:00 am 04/02/2019 10:30 am When No Means No When "No" Means "No" - We are constantly telling you to "Go for the No". But, how do you know when "No" is really "I don't want this" and not an invitation for more questions? If you are struggling with this difficult concept come in to learn how to know the difference! Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

Sandler Foundations - WEEK 4 (Open to Pres. Club Members and Corp. Clients under contract)

Add to Calendar 04/04/2019 8:30 am 04/04/2019 10:00 am Sandler Foundations - WEEK 4 (Open to Pres. Club Members and Corp. Clients under contract) Sandler Foundations - WEEK 4 - Identifying the Reasons for Doing Business (PAIN): Learn the high-powered qualifying processes needed to probe for true buyer motivations and understand the importance of helping the prospect to discover their own emotional reason to do business. **ADVANCED WORKSHOP / PC PLAN NOTE** This session will present workshop elements including: Discovering/Identifying Pain Pain Funnel 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 04/09/2019 7:30 am 04/09/2019 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

Is it "I" or Is it "R"?

Add to Calendar 04/10/2019 9:00 am 04/10/2019 10:30 am Is it "I" or Is it "R"? Is It "I" or Is It "R"? - Without the proper self-concept all the technique in the world cannot help you. We will show you why you are a "10" and how to remain there. Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

Sandler Foundations - WEEK 5 (Open to Pres. Club Members and Corp. Clients under contract)

Add to Calendar 04/11/2019 8:30 am 04/11/2019 10:00 am Sandler Foundations - WEEK 5 (Open to Pres. Club Members and Corp. Clients under contract) Sandler Foundations - WEEK 5 - Questioning Strategies: Improve information gathering by learning how to ask better questions to gain greater understanding of your prospects as you help them discover and articulate their needs and make a decision about going forward or not. **ADVANCED WORKSHOP / PC PLAN NOTE** This session will present workshop elements including: Questioning Strategies Dummy Curve Reversing Softening Statements Stripping Line 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 04/16/2019 7:30 am 04/16/2019 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

Contract Clinic

Add to Calendar 04/17/2019 9:00 am 04/17/2019 12:00 pm Contract Clinic Contract Clinic - It's simple: No "contracts" equal no control, no sale. End mutual mystification and "think it over" surprises. Learn how to build the right kind of clearly understood agreements with prospects. Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

Sandler Foundations - WEEK 6 (Open to Pres. Club Members and Corp. Clients under contract)

Add to Calendar 04/18/2019 8:30 am 04/18/2019 10:00 am Sandler Foundations - WEEK 6 (Open to Pres. Club Members and Corp. Clients under contract) 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

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

Add to Calendar 04/23/2019 7:30 am 04/23/2019 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 7 (Open to Pres. Club Members and Corp. Clients under contract)

Add to Calendar 04/25/2019 8:30 am 04/25/2019 10:00 am Sandler Foundations - WEEK 7 (Open to Pres. Club Members and Corp. Clients under contract) 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

30-Second Commercial

Add to Calendar 04/25/2019 10:30 am 04/25/2019 12:00 pm 30-Second Commercial 30-Second Commercial - Having trouble getting PAIN over the phone or in person? Maybe it's your approach. Learn what a 30-Second Commercial is and how it can help you break the ice. 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 04/30/2019 7:30 am 04/30/2019 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 (BY INVITATION ONLY)

Add to Calendar 04/30/2019 9:00 am 04/30/2019 12:00 pm Managers Training Session (BY INVITATION ONLY) BY INVITATION ONLY Sales Concepts Training Center 26600 Detroit Road #260 Westlake, OH 44145 keith.strauss@sandler.com MM/DD/YYYY

Sandler Foundations - WEEK 1 (Open to Pres. Club Members and Corp. Clients under contract)

Add to Calendar 04/30/2019 4:00 pm 04/30/2019 5:30 pm Sandler Foundations - WEEK 1 (Open to Pres. Club Members and Corp. Clients under contract) Why Have a System: Understand the difference between the Prospect's system and the Sandler Selling System methodology, and the value of using a professional selling system that allows both the prospect and the sales person get their needs met. Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY