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

Add to Calendar 10/01/2019 7:30 am 10/01/2019 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

Clear Future Clinic

Add to Calendar 10/01/2019 9:00 am 10/01/2019 10:30 am Clear Future Clinic If you can’t get the sale today, be sure to get a “clear future commitment”. But how do you actually do that? Come to this workshop clinic to learn the answers. Sales Concepts Training Center jacqueline.hollan@sandler.com MM/DD/YYYY

Sandler Foundations - WEEK 10 (Open to Pres. Club Members and Corp. Clients under contract)

Add to Calendar 10/03/2019 8:30 am 10/03/2019 10:00 am Sandler Foundations - WEEK 10 (Open to Pres. Club Members and Corp. Clients under contract) Sandler Foundations - WEEK 10 - Prospecting Behavior: Identify the right mix of prospecting activities and an action plan to ensure a predictable 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 7:30 am - 9:00 am (This is a VIRTUAL Meeting - Dial-In for either Video or Audio)

Add to Calendar 10/08/2019 7:30 am 10/08/2019 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

“LEARN from the MASTER” Series - SMSME

Add to Calendar 10/08/2019 9:00 am 10/08/2019 12:00 pm “LEARN from the MASTER” Series - SMSME “LEARN from the MASTER” Series Sell More, Sell More Easily - Learn how to shorten the cycle, raise your closing rate, make more money, and have more fun doing it all. Sound interesting? Come and find out more. Sales Concepts Training Center jacqueline.hollan@sandler.com MM/DD/YYYY

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

Add to Calendar 10/10/2019 8:30 am 10/10/2019 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 10/15/2019 7:30 am 10/15/2019 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

Take Control

Add to Calendar 10/16/2019 9:00 am 10/16/2019 10:30 am Take Control Take Control - Is your Prospect still in control of your sales call? Learn how to stay on your agenda without offending your prospects. Sales Concepts Training Center jacqueline.hollan@sandler.com MM/DD/YYYY

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

Add to Calendar 10/17/2019 8:30 am 10/17/2019 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 10/22/2019 7:30 am 10/22/2019 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 10/22/2019 9:00 am 10/22/2019 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 3 (Open to Pres. Club Members and Corp. Clients under contract)

Add to Calendar 10/24/2019 8:30 am 10/24/2019 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

Happy with Horace

Add to Calendar 10/24/2019 10:30 am 10/24/2019 12:00 pm Happy with Horace Happy with Horace- If you have ever lost a brand new account to the existing vendor you need to be in this class. No pain no change also means, no pain with Horace, they stay with Horace. 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 10/29/2019 7:30 am 10/29/2019 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

Contracts - Why & How?

Add to Calendar 10/30/2019 9:00 am 10/30/2019 10:30 am Contracts - Why & How? Are you losing control of the process? Still getting stalls and objections? Learn how to eliminate these difficulties. Sales Concepts Training Center jacqueline.hollan@sandler.com MM/DD/YYYY

Sandler Foundations - WEEK 4 (Open to Pres. Club Members and Corp. Clients under contract)

Add to Calendar 10/31/2019 8:30 am 10/31/2019 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