11/4/20151 How to Sell Deliver Designed by Vanguard Training Services, LLC AttractCultivateCloseRetain AttractCultivateCloseRetain

11/4/20152 Sales Funnel Leads Generation Prepare for Objections Courtesy of Vanguard Training Services, LLC Benefits, Features, Facts First Stage Qualification Presentation of the Product Discovery Customer Expresses Interest Presentation ProposalNegotiationsClose Contacts Qualified Lead Prospects Prospects Customers Prospects Customers

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5 Contact Lead Prospect Customer Client Long Term Client ProgressiveCustomerRelationshipScale

11/4/20156 Become a Partner not a Peddler

11/4/20157 Creating Winning Relationships

11/4/20158 Relationship Sales Cycle 1ListenConnect Network Nurture Anticipate Share Solve Listen (“Pain”) (Needs Defined)

11/4/20159 Step 1 Partnering Listen for the Pain

11/4/ Step 2 Connect With your client

11/4/ Step 3 Connect With your network

11/4/ Step 4 Nurture The relationship

11/4/ Step 5 Listen And clearly define

11/4/ Step 6 Anticipate Objections

11/4/ Steps 7 & 8 Share & Solve

Activities 2 person groups will develop a 3-5 minute sales presentation to give to the class using principles and techniques learned. 11/4/201516

11/4/ SPACER

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