1. Ty Bello, RCC Team@Work www.teamatworkcoaching.com

2. THANK YOU

3.  The Humble Beginnings of HME Sales  Who we Called on  Our Mission  Training and Tactics  The Competition  Our Role Model www.teamatworkcoaching.com

4. The Gate Keeper to the Kingdom

5.  More Sophisticated and Trained  Protector of the Kingdom  Graduate of WWU www.teamatworkcoaching.com

7.  WW Buster  Sales Investigators  Business Accelerators www.teamatworkcoaching.com

8. This is OXYGEN This is the Referral Source www.teamatworkcoaching.com GO

9. www.teamatworkcoaching.com We’re Ready for a Fight, But we win with Charm

10.  The Pharma Rep  Pointy Shoes  Gucci Bag  Hair Gel  Vying for the Business  Pizza  Pens  Pads www.teamatworkcoaching.com

11. Competent Passionate Focused Know our Criminal Customer www.teamatworkcoaching.com

12.  Physicians Offices  Hospitals  Discharge Planners, Case Managers  Hospitalist  LTCF / ALF’s, Clinics  Sleep Labs www.teamatworkcoaching.com

13. The Mistruth  The best way to see the Doctors is to do a Lunch. Solution Do you REALLY NEED TO SEE The Doctor? Qualify and Quantify Content Over Calories The Diversion  We rarely do that type of referral from the office Solution Clarify by Drilling Down www.teamatworkcoaching.com

14.  Solve the Puzzle  You get to talk The 30 Second Commercial  Who you are  The Company You Represent  What your company does  What differentiates you from other similar providers www.teamatworkcoaching.com

15. Let’s ALL Practice  Who you are  The Company You Represent  What your company does  What differentiates you from other similar providers  This is the beginning to CALL Scripting www.teamatworkcoaching.com

16. Discharge Planners The Mistruth  We Rotate or Alphabetically Select Solution Questions Can Physician Choose? Make sure your on the list The Diversion  We leave that up to the Doctor Solution Who are their biggest referral Dr’s for your services? Can I tell them we met? Hospitalists The Mistruth  We really do not make that decision. (this may actually be the truth) Solution Qualify and Quantify The Diversion  We will not be following the patient after discharge Solution They are the Prescribing Physician. Have a System they want to use www.teamatworkcoaching.com

17. The Mistruth  We have a contract with your competition. Solution First, Quantify and Qualify, do you want this business? What service do they provide that is exceptional? The Diversion  We had a problem with your company 75 years ago… Solution Ask them if they have elephantitis (Joking Ha Ha) Uncover the Pain, show resolve First, Quantify and Qualify, do you want this business? What service do they provide that is exceptional? www.teamatworkcoaching.com

18. The Mistruth  We give the patient Choice Solution How can we get on that rotation Can we share with you our Report Card The Diversion  We do our own CPAP’s Solution You Are LATE TO THE PARTY Choice Share Revenue or Loose it COMPLETELY? www.teamatworkcoaching.com

19.  Appointment Only Offices  Increased Sales effort by Competition  Never Ending  You must Rise Above this  The Carrot is Always Moving Further  Get Over It, We are Professional Sales People  Hospital Based HME’s  Physicians Offices and Labs starting to do their own CPAP www.teamatworkcoaching.com

20. Early to Rise, Beat the Competition Time Sensitive

21. www.teamatworkcoaching.com Every Angle We’ll Do Anything for Our Referrals Paperwork is our Specialty

22. www.teamatworkcoaching.com Award Winning Sales and Service

23. www.teamatworkcoaching.com

24. Please visit us on line atwww.teamatworkcoaching.comwww.teamatworkcoaching.com Call us at (260) 493-7965 Email us at: Ty@teamatworkcoaching.com or Kristen@teamatworkcoaching.com Kristen@teamatworkcoaching.com As a reminder, Team @ Work offers a wide variety of solutions for your business. We would love to work with you to customize a program for your team, group, or for you individually. We specialize in the Assessment, Development, Coaching and Training of teams and individuals.