Early Bird 7:30am-9am - (DIAL-IN ONLY Starting 1/8/19)

Add to Calendar 03/05/2019 7:30 am 03/05/2019 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

"LEARN FROM THE MASTER" Series - Discovery Clinic

Add to Calendar 03/05/2019 9:00 am 03/05/2019 10:30 am "LEARN FROM THE MASTER" Series - Discovery Clinic "LEARN from the MASTER" Series Kick-Off Join us for this 90-Minute session with the Master, AL STRAUSS, and learn how to get your prospects to discover their pain and your "fix" for it. Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

Sandler Foundations - WEEK 10 (Click Date for Details)

Add to Calendar 03/07/2019 8:30 am 03/07/2019 10:00 am Sandler Foundations - WEEK 10 (Click Date for Details) Sandler Foundations - WEEK 10 - 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. **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 7:30am-9am - (DIAL-IN ONLY Starting 1/8/19)

Add to Calendar 03/12/2019 7:30 am 03/12/2019 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

Listening Skills

Add to Calendar 03/13/2019 1:00 pm 03/13/2019 2:30 pm 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 1 (Click Date for Details)

Add to Calendar 03/14/2019 8:30 am 03/14/2019 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

Early Bird 7:30am-9am - (DIAL-IN ONLY Starting 1/8/19)

Add to Calendar 03/19/2019 7:30 am 03/19/2019 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 2 (Click Date for Details)

Add to Calendar 03/21/2019 8:30 am 03/21/2019 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

System Overview

Add to Calendar 03/21/2019 1:00 pm 03/21/2019 4:00 pm System Overview System Overview – In three hours, learn the 30,000 foot view of the entire system. Nothing can replace a deep understanding of all that we teach but this class is great to remind the experienced or lay the framework for a new Sandler student. 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 03/26/2019 7:30 am 03/26/2019 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 (BY INVITATION ONLY)

Add to Calendar 03/26/2019 9:00 am 03/26/2019 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

Monkey's Paw

Add to Calendar 03/26/2019 1:00 pm 03/26/2019 2:30 pm Monkey's Paw 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 with Keith Strauss learning techniques developing your Monkey’s Paw and practicing with fellow students. Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

Sandler Foundations - WEEK 3 (Click Date for Details)

Add to Calendar 03/28/2019 8:30 am 03/28/2019 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