Month 24 – Creating Your Future Now

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Week 1: 30 Minute Sales Meeting

30 Minute Sales Meeting – Ready, Aim, Suceed

Sellers who achieve their goals without writing them down likely are visualizing the goals in their mind without even being aware of it. Visualization supercharges sellers’ goal-setting activities. Constructing a Vision Board for business and personal goals is a powerful way to ʻcreate’ the desired future today – and when these pictures are looked at over and over – incredible results happen! This light and creative sales booster activity can help sellers achieve what they want and deserve tomorrow.

Download PDF: Creating Your Future Now

Week 2: 10 Minute Sales Huddle Energizer

10 Minute Sales Huddle Energizer: Guarantee Future Success – Then Assess

Reps who take five extra minutes to assess each sales call, are the winners of more closed deals.

Reps are busy with jam packed days of telephone calls, emails, tweets, Linkedin® client/
prospect meetings and all kinds of internal meetings. They often feel like a hamster on a wheel, because they run from one call to the next.

If that’s happening, you can be guaranteed things are falling through the cracks and sales opportunities are being lost because there is little to no mental debriefing and/or capturing notes on sales calls in the moment.

If reps were to stop and take 3 – 5 minutes to analyze and evaluate what just happened at the end of the conversation, they’ll be better prepared with the necessary information to build the relationship, plus advance the sale and adjust the game plan for the next call.

Sales Huddle

For the upcoming week, ask your reps to take the extra 5 minutes after each telephone call or face-to-face meeting to answer these questions:

  • What went well, that you want to be certain to include in other sales conversations?
  • What didn’t work and needs to be adjusted?
  • What are your next steps with this contact?

At the end of the week, discuss with your reps what they learned from this exercise in relation to securing more meaningful sales.

Download PDF: Guarantee Future Success – Then Assess

Week 3: Amazing Motivating Movie Clip

8 Secrets to Success

Why do people succeed? Is it because they are smart? Or are they just lucky? It all comes down to eight words.

Why do people succeed? Is it because they’re smart? Or are they just lucky? A self-described average guy who found success doing what he loved, Richard St. John, spent more than a decade researching the lessons of success – and distilling them into 8 words, 3 minutes and one successful book.

Movie Link (03:26) http://www.ted.com/talks/richard_st_john_s_8_secrets_of_success

Motivational Discussion Questions (Select One)

  • Rate yourself on a scale of 1-6 on the 8 secrets. Which ones could you strengthen? What are you willing to do to strengthen them? (Serve, Push, Good, Ideas, Passion, Work, Focus, Persist)
  • Select one secret – how it is applicable to you and what has the particular secret done for you?

Download PDF: 8 Secrets to Success

Week 4: 10 Minute Sales Huddle Energizer

10 Minute Sales Huddle Energizer: The Competitive Advantage

It’s no longer enough for your sales people to tellprospects you offer better service or quality than your competitors. Prospects want to hear specifics about why you’re better.

It’s no longer enough for your sales people to tell prospects you offer better service or quality than your competitors. Prospects want to hear specifics about why you’re better. Articulating the difference is the key to selling in competitive situations. Take a deep dive with your sales team to uncover and discover your products and services uniqueness, advantages and how to nail the presentation!

Sales Huddle

Working together answer these competitive questions… and remember… quality service doesn’t cut it… it has to be bigger and deeper than that.

1. Our unique qualities. What do we offer that nobody else can?

2. Our distinctive advantages. What do we do better than the competitors?

3. Reduce parity. What items are little or no difference between us and the competitors? Do we have even a minor difference that may add up to a competitive advantage?

4. Overcome disadvantages. What areas in our product or service do the competitors have a definite edge? Which of our advantages tend to offset these disadvantages?

Download PDF: The Competitive Advantage