Your Sales Process (A Closed System) Sales Goals, Identify Lead/Referral Sources and Target Prospects, Contact Strategy Overcoming Sales Call / Contact Reluctance Contact for appointment under favorable conditions Qualification of Prospect Proposal, Presentation, Close Exceptional Client Service; …Account Rounding, Referral Generation, Renewal Reviews, Coverage Upgrades, Up-Sell, Cross Sell… Rinse and Repeat! ©RGI Redmond Group, Inc., 1450 Garden Street, Suite S701, Hoboken, NJ 07030 917-860-1406 www.Redmondgroupinc.com

Your Sales Process Sales & Profit Goals Target Prospects Target Account Research / Verify Sales & Profit Goals Establish Contact Strategy ©RGI Redmond Group, Inc., 1450 Garden Street, Suite S701, Hoboken, NJ 07030 917-860-1406 www.Redmondgroupinc.com 27

Your Sales Process Sales & Profit Goals Prospects Establish Contact Strategy Target Account Research / Verify Sales & Profit Goals Target Prospects Overcoming Sales Call Reluctance Establish Appointment Aim & Rehearse Make Appointment Outbound Contact Execute Contact Strategy Continuously ©RGI Redmond Group, Inc., 1450 Garden Street, Suite S701, Hoboken, NJ 07030 917-860-1406 www.Redmondgroupinc.com 28

Your Sales Process (A closed system) Profit Goals Target Prospects Target Account Research / Verify Establish Contact Strategy Overcoming Sales Call Reluctance Establish Appointment Aim & Rehearse Make Appointment Outbound Contact Execute Contact Strategy Continuously What will Qualify the Account ? Is There an Opportunity? N Qualified Opportunity? N Y Y ©RGI Redmond Group, Inc., 1450 Garden Street, Suite S701, Hoboken, NJ 07030 917-860-1406 www.Redmondgroupinc.com 29

Your Sales Process (A closed system) Profit Goals Target Account Research / Verify Target Prospects Establish Contact Strategy Overcoming Sales Call Reluctance Establish Appointment Aim & Rehearse Make Appointment Outbound Contact Execute Contact Strategy Continuously What will Qualify the Account ? Is There an Opportunity? N Qualified Opportunity? N Determine Prospect’s Objectives, Timetable, etc. Y Y Confirm Specifications Choose Account Team, Set Strategy & Program Design Requalify Account ! ©RGI Redmond Group, Inc., 1450 Garden Street, Suite S701, Hoboken, NJ 07030 917-860-1406 www.Redmondgroupinc.com 29

Your Sales Process (A closed system) Profit Goals Target Account Research / Verify Target Prospects Establish Contact Strategy Overcoming Sales Call Reluctance Establish Appointment Aim & Rehearse Make Appointment Outbound Contact Execute Contact Strategy Continuously What will Qualify the Account ? Is There an Opportunity? N Qualified Opportunity? N Determine Prospect’s Objectives, Timetable, etc. Y Y Proposal & Presentation Preparation Confirm Specifications Choose Account Team, Set Strategy & Program Design Proposal Delivery Requalify Account ! Prospect Delays Decision !! Presentation Rehearsal Presentation to Prospect Q & A Clarification 2nd Presentation Collect $ & Achieve Your W2 Goal! Your Service Delivery N Prospect Decision Invoice $ Y ©RGI Redmond Group, Inc., 1450 Garden Street, Suite S701, Hoboken, NJ 07030 917-860-1406 www.Redmondgroupinc.com 30

Note: This is the area where breakdowns occur Note: This is the area where breakdowns occur. Focus on the front end of your sales process. Establish Contact Strategy Target Account Research / Verify Sales & Profit Goals Target Prospects Overcoming Sales Call Reluctance Establish Appointment Aim & Rehearse Make Appointment Outbound Contact Execute Contact Strategy Continuously ©RGI Redmond Group, Inc., 1450 Garden Street, Suite S701, Hoboken, NJ 07030 917-860-1406 www.Redmondgroupinc.com 28