1. January 23, 2010 Craig Bednarovsky Consultative Selling Taking Your Approach to the Next Level

2. Agenda  Share Additional Techniques  Review Existing Tools  Unveil New Tools  Provide Some Real Examples

3. Vegas Rewind – Part II  Economic Outlook Not Good  Need for Agility  NRN Story – Engaged Owners  Materials with Metrics  Video Tutorials Suitable for Customers

4. The Equation + Staying Current on New Items Features, Benefits & Technical Aspects + Understanding Client Problems & Concerns Diagnose & Solve Customer Problems

5. Time vs. Money

6. Qualifying a Prospect  Timeframe  Budget  Need  Decision Criteria  Decision Maker  Are they in RM’s Core Market

7. Act Like a Doctor  Prescribing a Cure Without Asking Questions to Diagnose the Problem is Medical Malpractice

8. Act Like a Doctor  Identify the Key Drivers  Pain  Fear  Pleasure

9. Knowing Your Customer  What They Want  What They Know, Don’t Know and THINK They Know

10. The Big Picture  Considering the Whole Package  Clothes, Phone, Website, Proposal  The Entire Experience Can Go a Long Way in Setting You Apart

11. The Roadmap Best Practices Guide Questionnaire Business Problems Document Toolkit

12. Why Restaurants Fail  Lack of Systems & Procedures  Poor Financial Controls  Ineffective Marketing

13. Key Point A restaurant isn’t just a restaurant...... a restaurant is also a BUSINESS!

14. Food Cost FullMenu 28% to 38% LimitedMenu 26% to 32%

15. Beverage Costs Liquor18% - 20% Bar Consumables4% - 5% Bottled Beer24% - 28% Draft Beer15% - 18% Wine35% - 45%

16. Market Trends  Attract More Customers (36.4%)  New Revenue Generating Opportunities (34.9%)  Streamline Operations (26.8%)

17. Marketing Tips  Create & Market to a Customer Database  Creative Gift Card Promotion  Turn Donation Requests into More Sales & New Customers  Scratch Ticket Promotion  Build Catering / Party Awareness

18. Scratch Ticket Promotion Peter Troutman 5,000 – 6,000 tickets printed Handed out 1 per couple Redemption is 1 per couple Roughly 20% redeemed

19. Solving Problems Business Problems Document  Leverages Questionnaire  Maps Business Problems to Solutions  Focuses on RM Capabilities  Reflected in Updated Demo Data

20. The Roadmap Demo DataProposal Template

24. Value of Your Services  Describe Services Provided  Assessment  SW Programming, Testing, Burn-In  HW Configuration and Testing  System Installation  Training  Support

25. Value of Your Services  Describe Services Provided  PCI Compliance Disclaimer  Implementation Timeline  Implementation Responsibilities

26. Beyond the POS  Intros to Third Parties  Relevant Advice  Networking

27. To Buy or Not to Buy?

28. Bottom Line  Even for Prospects ONLY Interested in Price isn’t it Worth it to:  Spend a few extra minutes listening to understand their business problems  Show them ROI and value  Take the time to give them a mini proposal All May Not Listen, but…if it Works on Just ONE Sale!

29. A Few Examples Note: Jay Shavitz provided a review of the Business Problems Document and Guide to Using Demo Data available as separate downloads