1. This will be an evolutionary day where you will go to work on your business rather than in your business.

2. Why are we here?

3. Preparation Who are you going to speak to? What do you know about the customer/prospect? What is your goal? How should you present yourself? Stage 1

4. “Only if you plant will you reap”

5. 6 golden rules of rapport 1.Smile 2.Show a genuine interest in other people 3.Encourage others to talk about themselves and listen 4.Use the persons name where possible 5.Talk about their interests not yours 6.Make the other person feel important. Sincerely “Be interested – Not interesting” Stage 2

6. This will be an evolutionary day where you will go to work on your business rather than in your business.

7. Qualification “Selling is earning the right to make a recommendation” Who? What? Where? How? Why? When? Stage 3

8. This will be an evolutionary day where you will go to work on your business rather than in your business.

9. Presentatio n “Selling is a transfer of enthusiasm” Beginning Middle End Why are you presenting? Set agenda Your history/credibility Product or Service Overview Specific Product/Service for them Summarise Close Stage 4

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11. Presentatio n “Selling is a transfer of enthusiasm” Beginning Middle End Why are you presenting? Set agenda Your history/credibility Product or Service Overview Specific Product/Service for them Summarise Close Stage 4

12. Closing “Selling not Telling” Assumptive Conditional Direct Alternative Summary Devils Advocate Stage 5

13. Objections “What makes you say that?” Clarify Objection Agree/find level ground Attain if only concern Add “ because I would like to buy” Answer positively Use summary followed by conditional close Stage 6

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15. “Success is not a destination but a journey” Zig Ziglar Thank You