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

Add to Calendar 11/05/2019 7:30 am 11/05/2019 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

Getting Better Referrals

Add to Calendar 11/05/2019 9:00 am 11/05/2019 10:30 am Getting Better Referrals Getting Better Referrals - Do your calls to referred leads feel more like cold calls? Are your clients trying to help but only causing you grief? Spend three hours learning how to train others to give you real referrals. Sales Concepts Training Center jacqueline.hollan@sandler.com MM/DD/YYYY

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

Add to Calendar 11/07/2019 8:30 am 11/07/2019 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 7:30 am - 9:00 am (This is a VIRTUAL Meeting - Dial-In for either Video or Audio)

Add to Calendar 11/12/2019 7:30 am 11/12/2019 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

Get Them to Open Up

Add to Calendar 11/13/2019 9:00 am 11/13/2019 10:30 am Get Them to Open Up Get Them to Open Up - Constantly faced with tight-lipped prospects? Finding trouble discovering Pain with someone who won't talk to you? Discover techniques that keep prospects talking about their issues. Sales Concepts Training Center jacqueline.hollan@sandler.com MM/DD/YYYY

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

Add to Calendar 11/14/2019 8:30 am 11/14/2019 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 7:30 am - 9:00 am (This is a VIRTUAL Meeting - Dial-In for either Video or Audio)

Add to Calendar 11/19/2019 7:30 am 11/19/2019 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 (BY INVITATION ONLY)

Add to Calendar 11/19/2019 9:00 am 11/19/2019 12:00 pm Managers Training Session (BY INVITATION ONLY) 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 7 (Open to Pres. Club Members and Corp. Clients under contract)

Add to Calendar 11/21/2019 8:30 am 11/21/2019 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

Building Blocks to Success

Add to Calendar 11/21/2019 10:30 am 11/21/2019 12:00 pm Building Blocks to Success Building Blocks to Success – Attend a three-hour workshop with 16 steps to improve the likelihood of you living a successful life. Sales Concepts Training Center 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 11/26/2019 7:30 am 11/26/2019 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

Monkey's Paw

Add to Calendar 11/26/2019 9:00 am 11/26/2019 10:30 am Monkey's Paw Monkey’s Paw - Come in and perfect or learn a technique used to close a small sale in less time with less anxiety on the prospect in an effort to lead to a larger sale. Spend ninety minutes developing your Monkey’s Paw and practicing with fellow students. Sales Concepts Training Center jacqueline.hollan@sandler.com MM/DD/YYYY