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

Add to Calendar 11/03/2020 7:30 am 11/03/2020 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

SELLING on the PHONE

Add to Calendar 11/03/2020 9:00 am 11/03/2020 10:30 am SELLING on the PHONE SELLING ON THE PHONE Come learn the skills needed to be successful when selling over the phone. Call reluctance, active listening, and tonality are just a few topics we’ll cover. Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY America/New_York

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

Add to Calendar 11/05/2020 8:30 am 11/05/2020 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 America/New_York

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

Add to Calendar 11/10/2020 7:30 am 11/10/2020 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

CONTROL THE SALE

Add to Calendar 11/11/2020 9:00 am 11/11/2020 10:30 am CONTROL THE SALE CONTROL THE SALE You can be in control of the process and help the prospect discover their true needs, save time and be happy. Or give them control, spill your candy, write proposals and lose the order anyway. Here’s how to get and keep control. Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY America/New_York

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

Add to Calendar 11/12/2020 8:30 am 11/12/2020 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 America/New_York

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

Add to Calendar 11/17/2020 7:30 am 11/17/2020 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

REFERRAL CLINIC

Add to Calendar 11/18/2020 9:00 am 11/18/2020 10:30 am REFERRAL CLINIC REFERRAL CLINIC Learn how the system techniques can land you better referrals and close more deals! Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY America/New_York

Sandler Foundations - WEEK 7 (Open to Pres. Club Members and Corp. Clients under contract)

Add to Calendar 11/19/2020 8:30 am 11/19/2020 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 America/New_York

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

Add to Calendar 11/24/2020 7:30 am 11/24/2020 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

MAKING PROSPECTS COMFORTABLE

Add to Calendar 11/24/2020 9:00 am 11/24/2020 10:30 am MAKING PROSPECTS COMFORTABLE MAKING PROSPECTS COMFORTABLE Before your prospects will share their deepest darkest secrets they need to feel at ease. Discover new ways to make your prospects comfortable. Sales Concepts Training Center 26600 Detroit Road, Suite 260 Westlake, OH 44145 jacqueline.hollan@sandler.com MM/DD/YYYY America/New_York