1. Gretchen Gordon Managing Partner Braveheart Sales Performance

2. Why Is PERS Selling Different Than Security Alarm?  Can be more emotional  Subscriber is frequently not paying for it

3. What’s Important  Relationships  Trust Suggested Reading “The Trust Project”, a White Paper by Dave Kurlan  Identify the motivator Pain Fear Gain If you want the white paper, email nlawler@braveheartsales.com

4. Skill Sets Required Hunter Consultative Seller Account Manager Uses Sales 2.0 Tools Asks Good Questions Has Strong Relationships Attends Networking Events Asks Enough Questions Will Meet/Talk with Decision Makers Prospects via Phone and/or Walk-ins Quickly Develops Relationships Will Know the Real Budgets Gets Referrals from Customers/ Network Not Presenting at Inappropriate Times Will Handle Organizational Politics Reaches Decision Markers Uncovers Compelling Reasons to Buy Will Manager Time Effectively Schedules Appointments Understands How to Prospect Will Buy Won't Feel Urgency to Close Business Prospects Consistently Takes Nothing for Granted Won't Alienate People Has No Need for Approval Wont Have Trouble Asking Tough Questions Won't Look for New Accounts Recovers From Rejection Will be Able to Listen/ Ask with Ease Will Make Friends Everywhere Maintains a Full Pipeline Will Follow Up Often Will Prospect Closer Farmer Ambassador Gets Prospect To Agree To Make Decision Handles "It's a Lot of Money Objection" Very Likable Wont Make Inappropriate Quotes Has Closing Urgency Networks Well Will Meet with the Decision Maker Attempts to Close Will be Effective with People Will Find a Way to Close Won't Panic Over Objections Likes Being in Sales Wont be Overly Patient Won't Accept PutOffs May Follow Up without Reason Unlikely to be Derailed by Put-Offs Won't "Understand" Most Objections Will Waste a Lot of Time Not Likely to Take "Think it Overs" Won't Alienate Customers Prefers to Make Friends Isn't Looking to be Liked Will be Very Likable Little in the Way of Selling Skills Will Stay in the Moment at Closing Time Unlikely to be Distracted by New Accounts Qualifier Uncovers Actual Budget Meets with Decision Maker Knows the Compelling Reasons to Buy Knows Decision Making Process Asks about Everything Will Discuss Finances Handles High-Ticket Pricing OK Doesn't Let Being Liked Get in the Way Able to Stay in the Moment Self-Limiting Beliefs Won't be an Obstacle

5. Health Care Workers Are Perfect Right?  Service vs sales  Patient vs company  Can they command respect?  Are they appropriately motivated?  Does the compensation plan support the right behavior?

6. Equals Incentive to Change Crucial Elements of Success DesireCommitment Outlook Responsibility

7. Hidden Weaknesses Buy Cycle Approval EmotionsMoney Records

8. Models  Referral based  Pull marketing Internet Advertising Flyers to inform (alarm) clients

9. Referral Based - What’s Important  Hunting  Confidence building  Persistent  Activity plan: Leading indicators Still need to manage the activity Might be contacts, and speeches as opposed to appointments Need to pay attention to critical ratios Need to be Ambassadors but also must have a need to close business  How to get people to trust them Personality styles Relationship building specifics  Be viewed as expert

10. Pull Marketing  Sales via phone  Relationship building without visual Communication pie: More difficult to build trust Tone, pausing

11. Sales Cycle  Typically the actual sales cycle is very short if speaking directly with the subscriber or sponsor (the one paying for subscriber) Must be able to close in one call Supportive buy cycle  Getting the trust of the referring party may be significantly longer Incumbent they trust or like Wariness because of bad experiences Frequency and consistency is key

12. Questions If you want The Trust Project white paper call me to talk or email Nikki at nlawler@braveheartsales.com Gretchen Gordon 571 High Street Worthington, Ohio 43085 (614) 396-6544 ggordon@braveheartsales.com www.braveheartsales.com blog: www.braveheartsales.com/blog/www.braveheartsales.com/blog/ Survey Cards