Sandler Foundations - WEEK 1 (Open to Pres. Club Members and Corp. Clients under contract)

Add to Calendar 08/01/2019 8:30 am 08/01/2019 10:00 am Sandler Foundations - WEEK 1 (Open to Pres. Club Members and Corp. Clients under contract) 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 7:30 am - 9:00 am (This is a VIRTUAL Meeting - Dial-In for either Video or Audio)

Add to Calendar 08/06/2019 7:30 am 08/06/2019 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

ACTING CLINIC

Add to Calendar 08/06/2019 9:00 am 08/06/2019 10:30 am ACTING CLINIC Acting Clinic ? "Sales is a Broadway Show played by a Psychiatrist". SCI trainers tell you to be an actor, but you’ve never taken acting lessons. Come in for a 90-Minute crash course and let us help you to produce your Oscar-worthy performance! Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

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

Add to Calendar 08/08/2019 8:30 am 08/08/2019 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 08/13/2019 7:30 am 08/13/2019 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

STORYTELLING

Add to Calendar 08/14/2019 9:00 am 08/14/2019 10:30 am STORYTELLING Storytelling ? You know 3rd Party Stories work but you can't seem to make them come out at the right time. Learn how to make them a normal part of your meeting arsenal! Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

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

Add to Calendar 08/15/2019 8:30 am 08/15/2019 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

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

Add to Calendar 08/20/2019 7:30 am 08/20/2019 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 08/20/2019 9:00 am 08/20/2019 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

"LEARN from the MASTER" SERIES: APPOINTMENT GETTER

Add to Calendar 08/20/2019 1:00 pm 08/20/2019 2:30 pm "LEARN from the MASTER" SERIES: APPOINTMENT GETTER “LEARN from the MASTER” Series Appointment Getter – Your Appointment Getter shows you what to say, when you need to say it. In this session, you will practice new techniques and language in a no?risk environment. 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 08/22/2019 8:30 am 08/22/2019 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 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 08/27/2019 7:30 am 08/27/2019 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 OUT of YOUR COMFORT ZONE

Add to Calendar 08/27/2019 9:00 am 08/27/2019 10:30 am GET OUT of YOUR COMFORT ZONE Get Out of Your Comfort Zone ? Develop the drive, energy, focus and guts to move beyond your plateaus. Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY

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

Add to Calendar 08/29/2019 8:30 am 08/29/2019 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