Page 6 - Essilor Experts Sales Playbook

CLOSE

SECURING THE COMMITMENT

At the conclusion of your sales call, it is important the you close
the call by securing the commitment from the account to
participate as an Essilor Experts™ account.

This is accomplished by presenting the Participation Agreement
contract, and walking through each commitment while assisting
the ECP as they provide the legally required information on each
page of the contract.

By not "closing the call" in this format, you leave it open for errors,
confusion, and "buyer's remorse" which will likely result in a non-
compliant account or multiple calls on your part.

CLOSE

NEXT STEPS

Once the commitment portion of the close is complete, you
will need to ensure your account is aware of what will
happen next and by whom.

It is also important that this information is communicated to
the Essilor Experts™ team that will be providing consulting
and support to execute fully on the partnership and that you
complete the necessary steps to launch in a timely manner.

WHAT | WHO | WHEN

On-Boarding - Review with account.

Brand Inside Sales Welcome Call Data Gathering - Evaluation
Dashboard Installation Business Check-up Meeting (Portfolio Optimization)

Essilor Experts™ Team - Provide to account

Review who their team will be and the role each will have in supporting them. This includes:
Brand Sales Consultant, Brand Inside Consultant, Strategic Account Mgr, etc.

Sales Consultant- Launch Requirements

Complete Event on the EE Opportunity in Salesforce.com
Upload complete Essilor Experts™ Contract
Schedule next call - according to Essilor Experts™ timeline and your call cycle
(coordinate with Brand Consultant