1. 4-Step Converting With Influence Model A powerful sales model that shows which tactics to use and when © ROM Consultancy Ltd 2011

2. 4-Step Converting With Influence Model PROSPECT LEVEL OF INTEREST TIME GO FOR ACTION 0% 100% Action (Conversion) A Interest I FIND OUT NEEDS / HOT BUTTONS Desire D CREATE DESIRE Attention A GRAB ATTENTION BRIEF INTRO USE NAME PLAN & PREPARE CREATE STATES MAKE IT RELEVANT USE OPEN & PROBING QUESTIONS WHAT’S REALLY IMPORTANT TO YOU ABOUT……? SET OBJECTIVE IDENTIFY DMU START PROSPECT PROFILING STAKEHOLDER MAPPING IDENTIFY ORGANISATIONAL STRUCTURE LOOK FOR CROSS SELLING OPPORTUNITES IDENTIFY KEY WORDS & PHRASES MATCH BENEFITS WITH THEIR NEEDS / HOT BUTTONS PACING & LEADING CONSIDER DMU MATCHING & MIRRORING CORE NOT THE APPLE PERSONALITY MOTIVATORS USE DMU STAY CLOSE DECISION – HOW & WHEN TIMESCALES AGREE NEXT STEP ASK FOR BUSINESS OPPORTUNITY KEEP HOLD OF THE BALL LISTENING BUILDING RAPPORT IDENTIFY HOT BUTTONS USE KEY WORDS & PHRASES CHECK UNDERSTANDING

3. About ROM ROM stands for Results Oriented Management: A strategic Business Development Consultancy with a unique and caring approach towards you and your business. ROM specialises in helping clients to develop and/or grow their companies, either by growing their new business sales or by developing their management and top executives. Established since 1992, ROM is a respected organisation with a proven track record of developing businesses within the Construction, Insurance, Commercial and Public Sectors. See www.rom-consultancy.co.ukwww.rom-consultancy.co.uk PHONE: +44 1788 577344 EMAIL: steve@rom-consultancy.co.uksteve@rom-consultancy.co.uk