Sandler Foundations - WEEK 1 (Click Date for Details)

Add to Calendar 01/03/2019 8:30 am 01/03/2019 10:00 am Sandler Foundations - WEEK 1 (Click Date for Details) Sandler Foundations - WEEK 1 - 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 salesperson get their needs met. **ADVANCED WORKSHOP / PC PLAN NOTE** This session will present workshop elements including: Sandler Selling System Wimp Junction Pendulum Theory Buyer Seller Dance Four Positive Results of Sandler Selling System Negative Reverse Selling Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

The Budget Clinic

Add to Calendar 01/03/2019 1:00 pm 01/03/2019 2:30 pm The Budget Clinic The Budget Clinic ? Trouble finding budgets or talking about money? Learn what it takes to get all the money on the table before you present. 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 01/08/2019 7:30 am 01/08/2019 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

30-Second Commercial

Add to Calendar 01/09/2019 1:00 pm 01/09/2019 2:30 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

Sandler Foundations - WEEK 2 (Click Date for Details)

Add to Calendar 01/10/2019 8:30 am 01/10/2019 10:00 am Sandler Foundations - WEEK 2 (Click Date for Details) 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 7:30am-9am - (DIAL-IN ONLY Starting 1/8/19)

Add to Calendar 01/15/2019 7:30 am 01/15/2019 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 3 (Click Date for Details)

Add to Calendar 01/17/2019 8:30 am 01/17/2019 10:00 am Sandler Foundations - WEEK 3 (Click Date for Details) 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

Cut-N-Paste

Add to Calendar 01/17/2019 10:30 am 01/17/2019 12:00 pm Cut-N-Paste Cut & Paste ? Are you ready for next year? All your new goals in place? Do you have a plan? Come to an informal session on goal setting and leave with a visual depiction of your new plan. Don't start the new year without the direction needed to succeed. **Please bring magazines of interest and pictures for rewards, goals or plans. ** Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

Goal Setting

Add to Calendar 01/17/2019 1:00 pm 01/17/2019 4:00 pm Goal Setting Goal Setting ? Having trouble coming up with a written plan? Spend 3 hours with Coach, Rose Vinci, planning the next year of your life! 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 01/22/2019 7:30 am 01/22/2019 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

Add to Calendar 01/22/2019 9:00 am 01/22/2019 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

Delivering Bad News

Add to Calendar 01/23/2019 9:00 am 01/23/2019 10:30 am Delivering Bad News Delivering Bad News ? So you 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

Sandler Foundations - WEEK 4 (Click Date for Details)

Add to Calendar 01/24/2019 8:30 am 01/24/2019 10:00 am Sandler Foundations - WEEK 4 (Click Date for Details) 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 01/29/2019 7:30 am 01/29/2019 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

Stalls & Objections

Add to Calendar 01/29/2019 9:00 am 01/29/2019 10:30 am Stalls & Objections Stalls & Objections – Prospects got you stumped? Come in to find out how to get them restarted, qualified and closed! Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

Sandler Foundations - WEEK 5 (Click Date for Details)

Add to Calendar 01/31/2019 8:30 am 01/31/2019 10:00 am Sandler Foundations - WEEK 5 (Click Date for Details) 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