April 8, 1999

Mr. John Bannister
The Performax Sales & Marketing Group
200 Ronson Drive
Etobicoke, ON
M9W 5Z9

Dear John,

I would like to tell you about an important presentation we made immediately after the two day Present II Workshop that you conducted.

The day after your workshop, a pre-sales support person and myself made a presentation/demo for a major opportunity in the auto industry vertical. We used the techniques you taught. What a difference!

We stated out objectives at the beginning and used a positioning statement. We got agreement at the beginning and referred to the objectives throughout the presentation. At the end we checked back again. The more we sought their agreement the more enthusiastic they became. In fact, at one point they seemed to feel that they were showing too much enthusiasm for our solution.

The next step is a sit visit. I am quite confident that we will successfully close this opportunity. I feel very comfortable using the techniques you taught and they helped a lot.

Sincerely,

Steve Burn
Automotive Sales Consultant
JBA Software (Canada) Ltd.

SB:ew