1. TruSelling Methodology

2. Overview What is the Buy Sell Process Buyers Process Sellers Process Controlling the sales Call 30 Second Speech Second Call and Beyond Summarize Bridge Pull Qualify MMM Educate Value Star Validation Transfer of Ownership

3. Buy Sell Process Buyers Process Interest Education Transfer of Ownership Rationalize Decide Sellers Process Qualify Educate Validate Decide Purchase

4. Buy Sell Process Buyer Motivation Towards I want that new toy because it is new, big, and AWESOME!! Away I want that new toy because my toy broke, so I need it to have everything the old toy had World Demographics 80% 20%

5. Controlling the Sales Call 30 Sec Speech Tell them what This is _ from _ Tell them 2 facts We increase sales and save time Ask them reasons why Our clients often ask: How can I eliminate wasted time on repetitive tasks? How do I decrease the number of leads that slip through the cracks? How can I increase my conversion rate on my leads? Flip the conversation to them and their reasons These are tough challenges I hear small businesses trying to overcome but what are the challenges your business is facing over the next 3-6 months?

6. Controlling the Sales Call Summarize Bridge Pull I think we had a great meeting today, you said you needed to: Increase your conversion % 3pts Shorten your sales cycle by 10% And that those two things would mean a 4x revenue increase I’ve said that _ can help with that, so I think we have had a good meeting, would you agree? So I think a good next step would be Step by Time Does that sound OK?

7. Controlling the Sales Call Second Call and Beyond Last time we discussed Increasing your sales Automating repetitive tasks Today we are going to discuss How automated marketing will increase your sales How automated workflow and integrations can save you time Is this correct? Is there anything else? Next Step! If all goes well, a good next step would be to_

8. Qualify MMM Money What is the decision making process? Method What is the implementation date? What are the steps in the buy/sell process? What criteria will the client use to make a decision? Product quality Product features Support Investment Image Motivation Is there a need? Can you meet that need? What are the top 2 benefits you provide as spoken by client?

9. Educate Value Star ROI Return on Investment Time Time is $ Risk What happens if you don’t? Brand Increase awareness Leverage Does it increase your ability to promote your brand

10. Validation Transfer of Ownership Proof When we tell them we can help the next step is to prove it Demo Tailor to the clients need References In the clients industry/vertical Time travel Envision this in 6-12 months, what does your business look like Get them involved CAN NOT EDUCATE AND VALIDATE AT THE SAME TIME!!