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

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

Painless Prospecting

Add to Calendar 12/04/2019 9:00 am 12/04/2019 10:30 am Painless Prospecting Painless Prospecting - Whether you walk in cold or call for appointments you will benefit from this proven system for prospecting and getting referrals. Sales Concepts Training Center jacqueline.hollan@sandler.com MM/DD/YYYY

Sandler Foundations - WEEK 8 (Open to Pres. Club Members and Corp. Clients under contract)

Add to Calendar 12/05/2019 8:30 am 12/05/2019 10:00 am Sandler Foundations - WEEK 8 (Open to Pres. Club Members and Corp. Clients under contract) Sandler Foundations - WEEK 8 - Closing the Sale (Fulfillment & Post-Sell): Learn to consistently close and reinforce sales by focusing on the prospect's pain, decision-making process, and budget, and learn how to set the stage for future business and referrals. Understand the process of the Fulfillment and Post-Sell steps are to confirm the close and prove that you can deliver what the prospect needs for the investment they are willing to make and according to the decision process they have shared, and to set the expectations for moving forward as a customer/client. **ADVANCED WORKSHOP / PC PLAN NOTE** This session will present workshop elements including: Contract before Fulfillment Fulfillment Step Post-Sell 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 12/10/2019 7:30 am 12/10/2019 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

Mastering the PAIN Step

Add to Calendar 12/10/2019 9:00 am 12/10/2019 12:00 pm Mastering the PAIN Step Mastering the Pain Step – Most of you understand Pain. Some of you are getting better at uncovering emotional buying reasons. But few have mastered the Pain Step. Join us to try and become one of the rare students who have Pain mastered! Sales Concepts Training Center jacqueline.hollan@sandler.com MM/DD/YYYY

Sandler Foundations - WEEK 9 (Open to Pres. Club Members and Corp. Clients under contract)

Add to Calendar 12/12/2019 8:30 am 12/12/2019 10:00 am Sandler Foundations - WEEK 9 (Open to Pres. Club Members and Corp. Clients under contract) Sandler Foundations - WEEK 9 - Improving Your BAT-ting Average: Take a hard look at your Beliefs, Attitudes, and Techniques and how to increase your chances of sustainable success. Understand the major points of the Success Triangle and how Identity/Role Theory can help or hinder their success in sales. **ADVANCED WORKSHOP / PC PLAN NOTE** This session will present workshop elements including: BAT (Behavior, Attitude, Technique), I/R Theory (Identity vs Role) 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 12/17/2019 7:30 am 12/17/2019 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 12/17/2019 9:00 am 12/17/2019 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 10 (Open to Pres. Club Members and Corp. Clients under contract)

Add to Calendar 12/19/2019 8:30 am 12/19/2019 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

Getting Comfortable with Verbal Contracts

Add to Calendar 12/19/2019 10:30 am 12/19/2019 12:00 pm Getting Comfortable with Verbal Contracts Getting Comfortable with Verbal Contracts – Contracts are not a part of your typical routine? Learn technique and then practice setting effective verbal contracts. 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 12/24/2019 7:30 am 12/24/2019 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

SCI Closed for Christmas Holiday

Add to Calendar 12/25/2019 8:30 am 12/25/2019 5:00 pm SCI Closed for Christmas Holiday Coaching is available if needed by contacting our office and leaving a message with Keith at extension #203. Or by calling his cell phone directly. Sales Concepts Office and Training Center keith.strauss@sandler.com MM/DD/YYYY

SCI Closed for Holiday Break

Add to Calendar 12/26/2019 8:30 am 12/26/2019 5:00 pm SCI Closed for Holiday Break Coaching is available if needed by contacting our office and leaving a message with Keith at extension #203. Or by calling his cell phone directly. Sales Concepts Office and Training Center keith.strauss@sandler.com MM/DD/YYYY

SCI Closed for Holiday Break

Add to Calendar 12/27/2019 8:30 am 12/27/2019 5:00 pm SCI Closed for Holiday Break Coaching is available if needed by contacting our office and leaving a message with Keith at extension #203. Or by calling his cell phone directly. Sales Concepts Office and Training Center keith.strauss@sandler.com MM/DD/YYYY

SCI Closed for Holiday Break

Add to Calendar 12/30/2019 8:30 am 12/30/2019 5:00 pm SCI Closed for Holiday Break Coaching is available if needed by contacting our office and leaving a message with Keith at extension #203. Or by calling his cell phone directly. Sales Concepts Office and Training Center keith.strauss@sandler.com MM/DD/YYYY

Early Bird CANCELED

Add to Calendar 12/31/2019 7:30 am 12/31/2019 9:00 am Early Bird CANCELED 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

SCI Closed for Holiday Break

Add to Calendar 12/31/2019 8:30 am 12/31/2019 5:00 pm SCI Closed for Holiday Break Coaching is available if needed by contacting our office and leaving a message with Keith at extension #203. Or by calling his cell phone directly. Sales Concepts Office and Training Center keith.strauss@sandler.com MM/DD/YYYY