1. PowerBooster Series Sysco ™ Sales Leader PowerBooster Series Managing in the Productive Selling Zone Part 1

2. 2 People buy from People who...People buy from People who...

3. agendathePoint  You can’t manage what you can’t identify, track and measure.thePlatform  People by from people who empower them.thePlan  How to put the concepts learned into real action. 3

4. 4 Pyramid of PowerPyramid of Power Owner, GM Director Chef Food & Beverage Manager Banquet Manager Buyer Purchasing Agent Wait Staff Hostess, Maître D

5. 5 Problem Positioning Grid List a minimum of six responsibilities per Job Function that answer the following questions: 1. What was this person hired to do? 2. How are they measured? 3. What could they get “fired” for not doing?

6. Solution Targeting Grid 6

7. Credibility WINdow © 7

8. Credibility WINdow © Practice 8

9. BIO © 9 Minimal Current Maximum Performance Performance Performance Set Up: “I’d like to use a process that will help us to focus our conversation on what’s most important to you.” 1.Draw the Minimal Performance line. 2.Draw the Maximum Performance line. 3.Draw the Current Performance line (hypothetical.) 4.Ask the prospect, “What factors are driving your success today?” 5.Say, “All businesses have challenges, things that get in the way.” 6.Ask next, “What’s keeping you from being more successful?” 7.Ask, “Of these issues, which two have the greatest impact?” 8.Next ask, “Who within the organization has been assigned to address these issues?”

10. 10 BIO © Practice

11. Weave a Web of Influence 11

12. Review Review 12  You can’t manage what you can’t identify, track, and measure.

13. thePlan 13  Capture one key thought or new concept that you will take back to the job and implement.  Review your action plan with the person sitting next to you.