Preview Session for Sales Training The Training Resource Group 123 S. Broad Street, Suite 1325, Philadelphia PA 19109 | 215-320-4650

The Training Resource Group EVAN POLIN Evan Polin, President, The Training Resource Group, joined the firm in 2001 and brings a wealth of training and coaching experience to the firm. He provides consulting, seminar and corporate in-house training that delivers on-going reinforcement training and coaching to growing companies seeking an increase in sales, profits and productivity.

Is This Your Sales Process?

How Much Is Your Pain Costing You? Not getting enough referrals Trouble taking business away from competition Inconsistent results No growth and don’t know what to do about it Inconsistent process Need to network more effectively People shopping on price Old strategies not working Not getting enough quality referrals Seen as just another vendor Sales cycle too long Not getting in front of enough new prospects Not spending enough time prospecting for new deals 4

Your Sales Process 5

Prospect System Lie Steal Lie #2 Death Valley Time Expertise 6

Handle Stalls & Objections Traditional Approach Generate Interest Close Presentation Handle Stalls & Objections Trial Close 7

The Buyer – Seller Dance Conflicting Strategies in the Sales Arena The Salesperson’s Traditional Strategy for Developing Selling Opportunities Vs. The Prospect’s Strategy for Controlling Buying Opportunities 8

When Strategies Collide Appear Interested Act Motivated Obtain Information Avoid Commitment Disappear Fact Finding Analysis Job Spec Demo Presentation Proposal Commitment Close Contract Handle Stalls & Objections Follow Up Track Down Chase 9

The Sandler System Relationship Qualifying Closing Bonding & Rapport Up-Front Contracts Qualifying Pain Budget Decision Closing Fulfillment Post-Sell 10

Structure of Training Program Component 1 Kickoff Coaching Session and Orientation to the NVLA Sales Training Program During this session we will review your goals for the training and make sure that you are set up with your online portal 11

Structure for 101 Training Program Component 2 Monthly 1 hour webinars for you and your entire office. Topics will cover sales topics, sales management topics, and customer service topics. Sample Topics: Designing a Sales Plan, Obtaining more Referrals, Creating a 30 Second Commercial to Create Urgency, Uncovering Your Prospect’s Budget, Shorten Your Sales Cycle, Moving Out of Your Comfort Zone, Dealing with Difficult Customers, Time Management Webinar Dates (all 12pm EST / 9am PST): First Tuesday of Every Month May 9, 2017 June 13, 2017 July 11, 2017 August 8, 2017 September 12, 2017 October 10, 2017 November 14, 2017 December 12, 2017 January 9, 2018 February 13, 2018 March 13, 2018 April 10, 2018 12

Structure for 201 Training Program Component 2 Monthly 1 hour webinars for you and your entire office. Topics will cover sales topics, sales management topics, and customer service topics. Sample Topics: Taking Business Away from the Competition, Dealing with Stalled Opportunities, Psychology of Selling, KARE Account Planning, Accountability, Leveraging LinkedIn into Sales, No Guts No Gain, Pre-Call Planning for Large Accounts Webinar Dates (all 12pm EST / 9am PST): First Tuesday of Every Month May 2, 2017 June 6, 2017 July 18, 2017 August 1, 2017 September 19, 2017 October 3, 2017 November 7, 2017 December 5, 2017 January 2, 2018 February 6, 2018 March 6, 2018 April 3, 2018 13

Program Fees The fee for a one year program is $2,500 per company. The fee includes the orientation and 12 monthly webinars. The fee to participate in both programs is $4,000 per office. Payment can be processed by check or credit card. This is a 50-75% cost savings being offered to you, compared to the retail cost of an individual Sandler Training Program. 14

Optional Add On’s for Training Devine Sales or Management Assessment Complete an online assessment and receive a 20-30 page report with your strengths and weaknesses specific to sales and management. Includes 45 minutes to review the results. Cost is $200 for a pre-hire test Cost is $300 per assessment

Optional Add On’s for the Training Individual Coaching You may request a coaching session for yourself or for your office for $350 for a one hour session. *If you request 5 or more coaching sessions there will be a discount. 16

Next Steps I will be at the conference until late afternoon today. Sign up before the end of April the cost is $2,500 for one program and $4,000 for both programs. If you sign up in May there will be a $250 late fee. A note will be sent out to everyone that includes the dates and topics for the program. 17

THANK YOU Evan Polin The Training Resource Group 215-320-4650 Evan.Polin@sandler.com www.trainingresourcegroup.sandler.com Nobody Ever Told Me I’d Have to Sell Available on Amazon, Barnes & Noble and Kindle. 18