1. www.TheRainmakerCompanies.com

2. Objectives Prepare persuasive presentations with a strong opening, body and closing Identify and plan for different audience types Use powerful visual aids

3. We help accounting firms grow.

4. Fear

5. What are your biggest fears?

6. What are your major complaints about presenters?

7. Major Complaints

8. In this presentation you will persuade a client to use a service that you personally provide. – 3 minutes Presentation #1

10. Characteristics of a Commanding Speaker 1- Joy & Ease 2- Sincerity and Credibility 3- Enthusiasm 4- Authority 1.Joy and Ease 2.Sincerity, Credibility and Concern 3.Enthusiasm 4.Authority

11. Eye Contact and Gestures

12. Dealing With Butterflies

13. Practice! Practice! Practice! How will YOU commit to practice?

14. Handling Q & A 1. Anticipate 2. Listen 3. Be Brief 4. Talk Straight 5. Be Responsive 6. Give Specifics 7. Eye to Eye, the Redirect 8. Stay Polite 9. Be Firm 10. Diffuse with Humor

16. Know Your Audience

17. Audience Mapping Interest Attitude

18. In this presentation you will persuade a client to utilize another one of your firm’s services. This would be a service you do not personally provide. 5 minutes Presentation #2

20. Techniques for Building Your Presentation

21. Build a Powerful Presentation Logic Emotion Credibility - trust

24. In this presentation you will be persuading a client to use two services…one you provide and one you do not. – 7minutes Presentation #3

25. Objectives Describe the need to develop sales teams Identify the dynamics of high performing sales teams Improve current sales team productivity Increase personal communication effectiveness

26. What are the barriers for selling as a team? What are the advantages to selling as a team?

27. Four Stages of Team Development

28. Team Selling Assessment 28

29. Creating Highly Effective Teams What are the results? 29

30. Team Dimension Profiles 30

31. Conceptual Approach Skewed Toward Left Likes to come up with new ideas Is good at exploring alternatives and discussing concepts Is good at visualizing the master plan Prefers to focus on the future, develop theories, principles and ideas Is good at recognizing alternatives

32. Methodical Approach Skewed Toward Right Prefers to put ideas into a familiar context Relies on past experiences to guide them Likes to see consequences before acting Prefers to let others take the lead Tries to fit in with others

33. Spontaneous Approach Skewed Toward Top Wants freedom from constraint Tends to move from one subject to another Focuses on many things at once Likes to have respect and influence Lets their feelings guide their decision making

34. Methodical Approach Skewed Toward Bottom Prefers order and rationality Tends to follow a step-by-step process Examines the details and thinks things through before acting Focuses on what they can prove to be true Likes to see things fit together

35. Team Dimension Profiles 35 Page 12

36. Team Dimension Profiles 36 Page 18

37. Team Dimension Profiles 37 Page 21

38. Rolls in Selling 1.Mark the roles you perform currently. 2.Mark the roles that you enjoy most. 3.What is the pattern best suited for this role?

39. Distribution of Patterns Creators 26% Advancers 5% Advancer Axis 1% Refiners10% Refiner Axis 1% Executor17% Flexer 4% Creator/Advancer 7% Advancer/Executor 8% Refiner/Executor 8% Creator/Refiner13%

40. 40

41. Team Selling and Innovation patterns What are the patterns of your team members? What pattern are you missing on your sales team? What have you learned about the best role for you?

42. What three things do you enjoy? What do you dislike about selling?

43. What Goes Down Must Go Up

44. P.E.P Cycle for each Team Pattern P- _____________________ E- _____________________ P- _____________________ E- _____________________ P- _____________________

45. P.E.P. Cycle Creator

46. P.E.P. Cycle Advancer

47. P.E.P. Cycle Refiner

48. P.E.P. Cycle Executor

49. P.E.P. Cycle Flexor

50. Dealing with Differences

53. Debriefing the Plan 53 Execution vs. Outcome Analysis of the Execution Lessons LearnedTransferring Lessons Learned

54. We Help Accounting Firms Grow. www.therainmakercompanies.com | 1.888.797.7246 | 624 Grassmere Park, Suite 15 Nashville, TN 37211