Early Bird 7:30 am - 9:00 am (This is a VIRTUAL Meeting - Dial-In for either Video or Audio)

Add to Calendar 07/02/2019 7:30 am 07/02/2019 9:00 am Early Bird 7:30 am - 9:00 am (This is a VIRTUAL Meeting - Dial-In for either Video or Audio) 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 participant 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

NEGATIVE REVERSING

Add to Calendar 07/02/2019 9:00 am 07/02/2019 10:30 am NEGATIVE REVERSING Negative Reversing ? You've heard of "reversing" but you never seem to get it to work for you, find out why. BONUS: Learn the art of pushing prospects away by asking questions as if they do not have the problem. Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

Sandler Foundations - WEEK 10 (Open to Pres. Club Members and Corp. Clients under contract)

Add to Calendar 07/02/2019 4:00 pm 07/02/2019 5:30 pm Sandler Foundations - WEEK 10 (Open to Pres. Club Members and Corp. Clients under contract) Prospecting Behavior: Identify the right mix of prospecting activities and an action plan to ensure a predictalbe and sustainable sale effort. Be familiar with the processes to identify, organize, and track the activities required to achieve sales goals and to develop an appropriate prospecting phone call. Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

Sandler Foundations - WEEK 7 (Open to Pres. Club Members and Corp. Clients under contract)

Add to Calendar 07/03/2019 8:30 am 07/03/2019 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

Early Bird 7:30 am - 9:00 am (This is a VIRTUAL Meeting - Dial-In for either Video or Audio)

Add to Calendar 07/09/2019 7:30 am 07/09/2019 9:00 am Early Bird 7:30 am - 9:00 am (This is a VIRTUAL Meeting - Dial-In for either Video or Audio) 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 participant 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

GOAL SETTING - Half-Year Review

Add to Calendar 07/10/2019 1:00 pm 07/10/2019 2:30 pm GOAL SETTING - Half-Year Review Goal Setting, Half-Year Review – If you have set some new goals for the year and need some help keeping up or if you’re late getting started, this is a perfect program for you. Review the concepts of goal setting, then, go more in depth on how to accomplish your goals by creating new behaviors. Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

Sandler Foundations - WEEK 8 (Open to Pres. Club Members and Corp. Clients under contract)

Add to Calendar 07/11/2019 8:30 am 07/11/2019 10:00 am Sandler Foundations - WEEK 8 (Open to Pres. Club Members and Corp. Clients under contract) 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 7:30 am - 9:00 am (This is a VIRTUAL Meeting - Dial-In for either Video or Audio)

Add to Calendar 07/16/2019 7:30 am 07/16/2019 9:00 am Early Bird 7:30 am - 9:00 am (This is a VIRTUAL Meeting - Dial-In for either Video or Audio) 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 participant 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

QUALIFY, CLOSE, and PRESENT (Q.C.P.)

Add to Calendar 07/17/2019 9:00 am 07/17/2019 10:30 am QUALIFY, CLOSE, and PRESENT (Q.C.P.) Qualify, Close, and Present (Q.C.P.) ? This advanced system clinic helps ensure that you never present before your prospect has the Pain, the money and the power to make a decision. Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

Sandler Foundations - WEEK 9 (Open to Pres. Club Members and Corp. Clients under contract)

Add to Calendar 07/18/2019 8:30 am 07/18/2019 10:00 am Sandler Foundations - WEEK 9 (Open to Pres. Club Members and Corp. Clients under contract) 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

Early Bird 7:30 am - 9:00 am (This is a VIRTUAL Meeting - Dial-In for either Video or Audio)

Add to Calendar 07/23/2019 7:30 am 07/23/2019 9:00 am Early Bird 7:30 am - 9:00 am (This is a VIRTUAL Meeting - Dial-In for either Video or Audio) 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 participant 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 07/23/2019 9:00 am 07/23/2019 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

GATEKEEPER CLINIC

Add to Calendar 07/23/2019 1:00 pm 07/23/2019 2:30 pm GATEKEEPER CLINIC Gatekeeper Clinic ? How can you sell your product or service if you don't talk to the decision maker? Acquire the skills to bypass all the obstacles in your path, especially the secretary. Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

Sandler Foundations - WEEK 10 (Open to Pres. Club Members and Corp. Clients under contract)

Add to Calendar 07/25/2019 8:30 am 07/25/2019 10:00 am Sandler Foundations - WEEK 10 (Open to Pres. Club Members and Corp. Clients under contract) Sandler Foundations - WEEK 10 - Prospecting Behavior: Identify the right mix of prospecting activities and an action plan to ensure a predictable and sustainable sale effort. Be familiar with the processes to identify, organize, and track the activities required to achieve sales goals and to develop an appropriate prospecting phone call. **ADVANCED WORKSHOP / PC PLAN NOTE** This session will present workshop elements including: Prospecting No Pressure Prospecting 30-Second Commercial Cookbook Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

Early Bird 7:30 am - 9:00 am (This is a VIRTUAL Meeting - Dial-In for either Video or Audio)

Add to Calendar 07/30/2019 7:30 am 07/30/2019 9:00 am Early Bird 7:30 am - 9:00 am (This is a VIRTUAL Meeting - Dial-In for either Video or Audio) 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 participant 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

HAPPY with HORACE

Add to Calendar 07/30/2019 9:00 am 07/30/2019 10:30 am HAPPY with HORACE Happy with Horace ? No pain, no change = no pain with Horace, they stay with Horace. If you have ever lost a brand new account to the existing vendor, you need to be in this class! Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY