2. 11/4/20151 How to Sell Deliver Designed by Vanguard Training Services, LLC AttractCultivateCloseRetain AttractCultivateCloseRetain

3. 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

4. 11/4/20153

5. 4

6. 5 Contact Lead Prospect Customer Client Long Term Client ProgressiveCustomerRelationshipScale

7. 11/4/20156 Become a Partner not a Peddler

8. 11/4/20157 Creating Winning Relationships

9. 11/4/20158 Relationship Sales Cycle 1ListenConnect Network Nurture Anticipate Share Solve Listen (“Pain”) (Needs Defined) 2 3 4 5 6 7 8

10. 11/4/20159 Step 1 Partnering Listen for the Pain

11. 11/4/201510 Step 2 Connect With your client

12. 11/4/201511 Step 3 Connect With your network

13. 11/4/201512 Step 4 Nurture The relationship

14. 11/4/201513 Step 5 Listen And clearly define

15. 11/4/201514 Step 6 Anticipate Objections

16. 11/4/201515 Steps 7 & 8 Share & Solve

17. 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

18. 11/4/201517 SPACER

19. 11/4/201518