Slideused in a monthly GrowthANSWERS Sunrise Breakfast, discussing ideas about closing the "Customer Gap." Everyone needs more customers!

2. Single-Source Responsibility One-to-One Relationship Marketing Sales & Customer Service Training Promotional Marketing Tele-Prospecting Tele-Research Direct Response Marketing Internet Marketing SEO/PPC Web Interactive Marketing Branding Positioning Messaging EMERGING COMPANY

5. Welcome to Meet-the-e X pert J. Mark Walker Vice President, Client Development Integrity Solutions, LLC and Founder & CEO J. M. Walker Group, Inc June 18. 2008 The Georgian Club

6. Growth Gap™ is a registered trademark of Turning Point Strategies, LLC. Used by permission. All Rights Reserved. P C L E M Close The Prospect Gap Close The Customer Gap Close The Loyalty Gap Close The Expansion Gap Close The Margin Gap Maximize the # of qualified prospects in the pipeline Maximize conversion % of prospects to customers Maximize purchase frequency Maximize purchase of additional products Maximize price per product or service Mission: Close the Gaps

10. Selling is… I you asked people on the street, “What do you think of when you hear the word, ‘ selling ’?” what do you think they would answer? Complete this sentence: “Selling is…”

11. Selling Success Discuss in small groups: Appoint a Table Leader/Reporter. Come up with three top factors. What did you decide? (Reporters, Report!)

13. Belief Boundaries Unconscious assumptions about ourselves form our mental paradigm – our mental boundary, or border. SOMETHING MORE = BELIEF X

14. Our performance will not go beyond the limits we unconsciously place on ourselves. BELIEF Actions Feelings Behavior Abilities

16. ® Sales Congruence Model is a registered trade mark of Integrity Solutions, LLC. All rights reserved. Sales Congruence Model ® (Alignment) TM View Of Selling Values Belief In Product Commitment to Activities View Of Abilities

17. Building Belief with Sales Process What kinds of people do you like to buy from? (Everyone wants to buy, no one wants to be “sold.”) Look at the “Statement of Values and Ethics.” Is there anything here that you would not use as a foundation in your business? Establish a Process that Resonates with Personal Values

18. Building Belief in Themselves Coaching People to Success

19. Teaching People to Believe BUILD BELIEF

20. THANK YOU