1. Steve Hayes CEDIA EXPO September 16, 2006 Denver, CO Stop Wasting Sales Time Electronic Systems Customer Relations

3. Stop Wasting Sales Time Volunteers Wanted! Increase your industry knowledge Increase your networking ability Increase your leadership ability in the industry CEDIA is looking for volunteers to serve as certified instructors, subject matter experts for curriculum and exam development, and project leaders. Interested? Check out CEDIA's website at www.cedia.net for more information on how to volunteer.

4. Stop Wasting Sales Time Agenda General Rules Introductions Course Learning Objectives Content Summary Review Evaluations

5. Stop Wasting Sales Time General Rules Please turn off Cell phones Please complete course evaluations at the end of the class Course Code is: ESCR055 CEU’s earned = 1.5 Ask questions, challenge notions

6. Stop Wasting Sales Time Introductions Instructor Steve Hayes Steven-Hayes.com 2006 – simply an instructor and trying to enjoy the show Member since 1988 Volunteer since 1990 Instructor, speaker, keynote presenter, board of Directors member, CEDIA President 1999-2001

7. Stop Wasting Sales Time Course Objectives Participants will become knowledgeable regarding the traditional sales process Participants will learn an alternative sales process for their organization to implement Both instructor and participants will learn more about the practical application of the outlined sales process.

8. Stop Wasting Sales Time Content IS and IS NOT IS A System to think about your sales/design process Practically applicable A bit scary to implement Manageable within your company What your clients want IS NOT Your typical Sales Training Easy to implement Motivational in nature What your salespeople necessarily want right now

9. Stop Wasting Sales Time The Common Process Prospects will follow their own process if you don’t manage them through one of your own. All clients lie, all of the time They steal your information They lie again They disappear

10. Stop Wasting Sales Time A New Process Results in: No Spilled Candy (Free Consulting) Qualification of Suspects, Prospects and Clients Predictable outcomes, No Mutual Mystification Decisions being made in a timely fashion Less wasted time, more time for prospecting

11. Stop Wasting Sales Time A New Process No Spilled Candy Free proposals On-site info dump Engineering time unpaid Price shopping list Lost “business” that you should have “won” Other spillages?

12. Stop Wasting Sales Time A New Process Qualifying Suspects Simply a name and access point Prospects Someone with whom you have a clear future Customer One time purchasing exchange Clients Someone who will pay you multiple times Advocate

13. Stop Wasting Sales Time A New Process Predictable Outcomes What will happen now (UFC) Bringing the Future into the present No Mutual Mystification No movement without commitment Decisions being made at the end of each interaction Clear next steps

14. Stop Wasting Sales Time A New Process Decisions Being Made Up Front Contracting Holding to the commitment to decide something It’s all you baby

15. Stop Wasting Sales Time A New Process Less Wasted Time Sales People Only pay your sales people to find new suspects, prospects and clients Engineers Only pay your engineers to design systems you are being paid to design Clients Don’t waste their time

16. Stop Wasting Sales Time The Sales Submarine Bonding and Rapport Up Front Contract Pain Budget Decision Fulfillment Post Sell Bonding and Rapport Communicate in their style “Match” your prospect

17. Stop Wasting Sales Time The Sales Submarine Bonding and Rapport Up Front Contract Pain Budget Decision Fulfillment Post Sell Up Front Contract Establish agenda Establish an ending point Gain commitment to reach the ending point

18. Stop Wasting Sales Time The Sales Submarine Bonding and Rapport Up Front Contract Pain Budget Decision Fulfillment Post Sell Pain Identify what “pain” they have Use the Pain Funnel Quantify the pain

19. Stop Wasting Sales Time The Sales Submarine Bonding and Rapport Up Front Contract Pain Budget Decision Fulfillment Post Sell Budget Bring quantified pain forward Talk about it directly Get commitment for the $

20. Stop Wasting Sales Time The Sales Submarine Bonding and Rapport Up Front Contract Pain Budget Decision Fulfillment Post Sell Decision Making How will they make a decision Who needs to be involved Timing of decision

21. Stop Wasting Sales Time The Sales Submarine Bonding and Rapport Up Front Contract Pain Budget Decision Fulfillment Post Sell Fulfillment Remind them of their pain Give them EXACTLY what they asked for Ask for the order

22. Stop Wasting Sales Time The Sales Submarine Bonding and Rapport Up Front Contract Pain Budget Decision Fulfillment Post Sell Push the check back across the desk Defuse bombs Prepare them for remorse

23. Stop Wasting Sales Time Contracts to Move Forward Yes and No 80% Proposals Design Contracts 2% = proposal 6% = proposal plus some documentation 9% = engaged as Design/Build firm

24. Stop Wasting Sales Time Why It Doesn’t Happen Management Doesn’t Have the Courage (Process) Salespeople Don’t Have the Separation (I/R)

25. Stop Wasting Sales Time Questions What questions do you have?

26. Stop Wasting Sales Time Conclusion People will follow their own process if you don’t lead them. Their process is painful and gets us no where. Creating a standard sales process with proper checks and balances for your own company is critical if you want your folks to stop wasting so much of their time.

27. Stop Wasting Sales Time Evaluations Please take time to complete the evaluation forms for this course, ESCR055. CEDIA wants to thank you for your feedback. This input is a valuable tool that enables us to meet our members’ needs and to make improvements to our courses and products. CEDIA values your input!