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

Add to Calendar 09/03/2019 7:30 am 09/03/2019 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

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

Add to Calendar 09/05/2019 8:30 am 09/05/2019 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

FEAR of SUCCESS

Add to Calendar 09/05/2019 10:30 am 09/05/2019 12:00 pm FEAR of SUCCESS Fear of Success ? Did you ever think it might just be you? Often times, we keep ourselves from reaching our full potential because we are afraid. If you ever feel you are holding yourself back you need to attend this workshop! 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 09/10/2019 7:30 am 09/10/2019 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

PAIN CLINIC

Add to Calendar 09/10/2019 9:00 am 09/10/2019 12:00 pm PAIN CLINIC Pain Clinic ? Having problems with the system? You might not be getting your prospects to feel enough pain. Learn the techniques and language that will get them sharing their real needs for your products or services. 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 09/12/2019 8:30 am 09/12/2019 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 09/17/2019 7:30 am 09/17/2019 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 09/17/2019 9:00 am 09/17/2019 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

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

Add to Calendar 09/19/2019 8:30 am 09/19/2019 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

GETTING BEYOND VOICEMAIL

Add to Calendar 09/19/2019 10:30 am 09/19/2019 12:00 pm GETTING BEYOND VOICEMAIL Getting Beyond Voicemail ? Frustrated by Voicemail Gatekeepers? Come learn some new techniques for dealing with and getting past digital roadblocks. 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 09/24/2019 7:30 am 09/24/2019 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

CONTROL THE SALE

Add to Calendar 09/25/2019 9:00 am 09/25/2019 10:30 am CONTROL THE SALE Control the Sale ? You can be in control of the process and help the prospect discover their true needs, save time and be happy. Or give them control, spill your candy, write proposals and lose the order anyway. Here's how to get and keep control. 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 09/26/2019 8:30 am 09/26/2019 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