1. HOW TO GROW YOUR TEAM’S SALES 50% OVER THE NEXT 12 MONTHS! Presented by: Albert Bellington Strategic Partners: “ Since attending your training I have already closed the two largest accounts in my lifetime. My earnings from these two accounts alone represent over 50% of my last year’s earnings.” (Ralph Fratus, Jr., LUTCF, Designed Benefits Group)

5. Sandler Training Institute at a Glance Founded: 1967 Commercialized: 1985 Training Centers 220 Globally Industries Trained 200+ People Trained 500,000+ 5 Year Average Growth 35% Entrepreneur Magazine Rating #1 (2005 – 2010) 2009 Hour Training in Our Facility 407 ISO 9000 Certified Course Provider Our Mission: We are dedicated to helping individuals and organizations measurably increase their sales and client development performance by “ growing closer to their true potential ”. We achieve this goal by applying our proven methodology to the sales process vs. the traditional approach still used by most organizations today. We feel the most important step in the process is helping our clients recognize that a change in attitudes and behaviors must be ongoing, reinforced and supported and requires a commitment and investment of time, money, risk of failure and a belief in themselves. 4

6. The Deserted Island Exercise: Step 1 : Imagine yourself on a deserted island. The sky is clear. The wind is calm. The sea is smooth. You will be on the island for only 15 minutes. Also, imagine that you have arrived on this island without roles - roles such as husband, wife, salesperson, golfer or engineer. Step 2: With this in mind, rate the You that is left; a You without roles. In other words, what is the value you place upon yourself without any roles your roles in life. Step 3: On a scale of 0 to 10, 10 being the highest and 0 being the lowest, indicate this rating by circling a number below. 0 1 2 3 4 5 6 7 8 9 10 ATTITUDE 5

7. 10 9 8 7 6 5 4 3 2 1 0 IDENTITY – SELF ESTEEM Who We Are – How We See Ourselves - ATTITUDE ROLES – GET REJECTION What We Do – Society Judges Us On This WINNERS 20% 60% 20% NON-WINNERS AT-LEASTERS They Didn’t Win They Didn’t Lose Mother Father Sister Brother Husband Wife Student Teacher Salesman Manager CEO Accountant Architect Doctor Lawyer Engineer Policeman Fireman Golfer We are ALWAYS a 10 on our “I” Side The 5 will always range from 4 to 6 which is their comfort zone Causing this… Causing this… 6

10. GETTING BEYOND THE GATEKEEPER - Belief that you’re entitled to talk with your prospect. - Speak with authority. - Sound as though you have no doubt that you will be connected. - The Gatekeeper is not your mother. What you say “WILL” get you killed! - Be polite, courteous, friendly and casual. - Gentle persistence is OK. PATTERN INTERRUPT The Gatekeeper has a standard Pattern for all salespeople….. interrupt it with: “Hi, it’s Albert for Phil, is he in? The Gatekeeper is trying to determine whether you are: - A FRIEND or FOE of VITO. 9

11. PROSPECTING CLOSING PERCENTAGES Cold Call - Lead - Referral - Introduction - “ Make your client a part of your sales force.” “ You never have to stand in line to make a Cold Call. (David Sandler) 1% 15% 50% 80% Where do you wanna be? We don’t have to like it, but we have to do it…But not forever! Suspect CLIENT Customer Prospect 10

12. 1. OPENING STATEMENT: My name is _________ with _____________________. 2. POSITIONING STATEMENT: We are a ___ located in ________________________. (type of company) 3. PAIN STATEMENT : People buy for one of two reasons: 1. To move away from pain!! 2. To move towards pleasure! We HELP companies that are (frustrated), (upset), (disappointed), (worried), (angry), (concerned), (anxious) etc. PAINS 1. _______________________________________________ NO PAIN… 2. _______________________________________________ USUALLY MEANS… 3. _______________________________________________ NO CHANGE!!! 4. HOOK QUESTION: “ I don’t suppose any of these are concerns of yours? If so, which one (s)? 1._________________________ 2._________________________ 3._________________________ 5.. QUALIFY/DISQUALIFY: Would you be open to spending an hour together to determine if there may be a fit? (CLEAR NEXT STEP) QUALIFY: YES/No DISQUALIFY : Yes/NO 30 SECOND COMMERCIAL - 5 STEPS 11

13. I’m Albert Bellington with the Sandler Training Institute, the largest Sales and Sales Management Training and Consulting Company in the world, with over 40 years of experience delivering training, located in Pompano Beach, Florida. We help companies, business owners and salespeople who are: • F rustrated with getting through to the Decision Maker. • U pset with cold calling and prospecting results. • D isappointed about doing “Unpaid Consulting” • W orried about the high cost of turnover due to bad hires. • A nxious to eliminate the “fear of rejection” and “phone call reluctance”. • C oncerned with the lack of setting solid next steps. • A ngry about dropping prices to get business. I don’t suppose any of these are concerns of yours? Which ones? It seem like we should meet. Would you be open to getting together to determine if there may be a fit? (CLEAR NEXT STEP) Go Right to the 5 steps on setting a solid appointment…… 30 SECOND COMMERCIAL EXAMPLE 12

14. 5 Steps in Setting a SOLID Appointment : 1. Got your calendar handy? 2. What day are you looking at ? 3. We are going to need about 1 hour of uninterrupted time, You OK with that? 4. Should anyone else be there? 5. Is there any reason you’ll have to call me to reschedule? 13

16. 40 Common Problems Most Sales People Experience Name:___________________________ AVERAGE: 22 IN CONTROL NEEDS WORK Estimated Lost Revenue $ _______________ 15

24. "You'll have the same problems when I walk out as you had when I walked in... unless you let me take your problems with me." (Ben Feldman) THANK YOU! Albert Bellington Executive Vice President Sandler Training Institute 1000 W. McNab Rd., Suite 315 Pompano Beach, FL 33069 Cell: (954) 701-6472 Email: [email_address] 23