Services Greg Bennett’s Sales Training, Coaching and Consultation Services

1. Training Content – Friday, March 19th , 2010 Services Greg Bennett’s Sales Training, Coaching and Consultation Services • Coaching Area: Prospecting • Topic: Time Maximization for Business Development • First – Understand How Much Time You NEED to Spend to Fill Your Funnel: I think the first mistake many salespeople make is that they prospect only when they HAVE to (because someone ordered them to, or they’re desperate) or when they get a few extra minutes. The key is to understand how much time you NEED to prospect in order to adequately keep the sales funnel full all the time. • Bad Things Happen When You Prospect Only When You’re Desperate: 1) Prospects can smell it and sense it (and certainly won’t respect you)...2) You’re at your weakest point mentally, which can trigger fear, depression, anxiety...and it’s just tougher to handle rejection...3) You convince yourself that ANY prospect is qualified when they’re really not • Your Prospecting Time Must Be Identified, Scheduled and Protected: Treat your appointment to plant (prospect) the same way you would treat an appointment with a hot prospect (would you blow that off? Would you be late? Would you spend half of it shopping on line?) • Added Notes: • Do you know how much time you NEED to spend each day in prospecting? • Do you know your “pipeline realities” , or how many cold = warm = hot = SOLD • Do you carve the time out on your calendar and respect the time? • Do you have an accountability partner that will call BS when your call reluctance kicks in and you start listing the reasons you “couldn’t” call that day? • Learn Bennett’s “90-60-30 Daily Quick Scan” 90-60-30 Quick-Scan

2. Training Content – Friday, March 19th , 2010 Services Greg Bennett’s Sales Training, Coaching and Consultation Services • The Bennett 90-60-30 Quick Scan • Each Day As You Drive In to Work, Or Before You Start, You Need to Determine: • 90-Day -- How much time do I need to spend in prospecting and planting seeds today? • 60-Day - How much time do I need to spend feeding, weeding, and pruning prospects going through my funnel today? • 30-Day – How much time do I need to spend harvesting ripe opportunities today? • Important Points to Remember: • You MUST spend some time in each segment each day (if you can pre-plan on a weekly basis, that’s actually better) • How MUCH time depends on the state of your pipeline • We have a tendency to like to feed, weed & harvest (it’s safer and makes us feel more productive “at least these people know me”), while avoiding the 90-Day “Planting stage” • It’s VERY tough to stop doing a “productive” thing and start doing a “non-productive” “delayed gratification” thing • We MUST know and understand (without becoming delusional) our “pipeline realities” and learn not to “hope for the best” or try to “out-think it”...it’s VERY hard to change the pipeline numbers once they’re dumped into your system • Most of us THINK we’ve saturated the market, when in reality we’ve only skimmed the surface

3. Training Content – Friday, March 19th , 2010 Services Greg Bennett’s Sales Training, Coaching and Consultation Services • My Pipeline Realities • Try and Estimate Your Situation; • 100 Cold Leads = ______ Warm Leads • ___ Warm Leads = _____ Hot Leads • ___ Hot Leads = ____ Sold Deal • So: • 1 Sold Deal = ____ Warm Leads = ______ Cold Leads • Your Average Weekly Schedule: • Based on this – how many cold leads do you need to contact on a weekly basis? ________ My Accountability Partner Is: __________________ Consider Bennett’s “Hot 10 3x5 Card”