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

Add to Calendar 08/04/2020 7:30 am 08/04/2020 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

STEALTH SELLING

Add to Calendar 08/04/2020 9:00 am 08/04/2020 10:30 am STEALTH SELLING Stealth Selling ? You think the military and their ability to fly through radar is impressive. Wait 'till you see the system flying through prospect's defenses! Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY America/New_York

Sandler Foundations - WEEK 2 (Open to Pres. Club Members and Corp. Clients under contract)

Add to Calendar 08/06/2020 8:30 am 08/06/2020 10:00 am Sandler Foundations - WEEK 2 (Open to Pres. Club Members and Corp. Clients under contract) Sandler Foundations - WEEK 2 - The Importance of Bonding and Rapport: Learn and apply specific Sandler techniques to start a sales conversation and establish an emotional bond and positive rapport with your prospects. Understand the importance of discovering how people communicate and the different behavioral styles so that the salesperson can adapt to the prospect's preferred styles and adapt. **ADVANCED WORKSHOP / PC PLAN NOTE** This session will present workshop elements including: Body Language Spoken Words Tonality Bonding & Rapport BAT (Behavior, Attitude, Technique) Transactional Analysis (P-A-C) VAK Modalities (Visual, Auditory, Kinesthetic) OK-Not OK Active Listening DISC Product Knowledge/Buzzwords 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 08/11/2020 7:30 am 08/11/2020 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

NO GUTS NO GAIN

Add to Calendar 08/11/2020 9:00 am 08/11/2020 10:30 am NO GUTS NO GAIN No Guts No Gain ? 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 America/New_York

Sandler Foundations - WEEK 3 (Open to Pres. Club Members and Corp. Clients under contract)

Add to Calendar 08/13/2020 8:30 am 08/13/2020 10:00 am Sandler Foundations - WEEK 3 (Open to Pres. Club Members and Corp. Clients under contract) Sandler Foundations - WEEK 3 - Elements and Terms of an Up-Front Contract: Take control of the sales process by establishing an agenda and mutual beneficial guidelines for a productive conversation so that there is no mutual mystification regarding what will happen or the outcomes. **ADVANCED WORKSHOP / PC PLAN NOTE** This session will present workshop elements including: Up-Front Contracts Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY America/New_York

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

Add to Calendar 08/18/2020 7:30 am 08/18/2020 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

LISTENING SKILLS

Add to Calendar 08/19/2020 9:00 am 08/19/2020 10:30 am LISTENING SKILLS Listening Skills ? Develop the ability to hear Pain indicators during conversations with prospects. 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 08/20/2020 8:30 am 08/20/2020 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 Elements Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY America/New_York

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

Add to Calendar 08/25/2020 7:30 am 08/25/2020 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

DELIVERING BAD NEWS

Add to Calendar 08/26/2020 9:00 am 08/26/2020 10:30 am DELIVERING BAD NEWS Delivering Bad News ? So we screwed up! Come in and learn how to turn a relationship ending mistake into the guarantee of business for years to come. Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY America/New_York

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

Add to Calendar 08/27/2020 8:30 am 08/27/2020 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 America/New_York