Training Topic
Questions Are the Answer!
People Don’t Need to Be Closed, and They Love to Buy. Downloadable Training Topic From the Seven Habits of Highly Effective People by Stephen Covey, we learned, if we were lucky, his 5th Habit: Seek First to Understand, Then to Be Understood. Why is it then that many “Old School” salespeople and the image of…
Read MorePersonal Emotional Needs (PENs)
Why People Actually Buy. Downloadable Training Topic People make the initial decision to buy or not emotionally from their Child Ego State, nearly 100% of the time. Then their Adult and Parent Ego states fight out the details. You can take a much deeper dive into Transactional Analysis at ChangingMinds.org. If you’ll pretend I’m even…
Read MoreMutually Agreed Agendas and Outcomes (M.A.A.O.)
Mutually Agreed Agendas with possible Outcomes (MAAOs) turbo charge the sales process, get rid of ambiguity, shorten sales cycles, enhance bonding and rapport, and take the pressure off both the prospect and sales person.
Read MoreLanding Your Prospecting Message
Prospecting Message 10, 30, and 60-second Commercials The Bold Networking Prospecting Message is quite possibly one of the Top three most critical elements of the entire sales process and capstone for both marketing and prospecting. Mastery of your 30-second commercial (aka 60-Second Presentation) is absolutely critical to your sales (and marketing) success! Prospecting and the…
Read MoreCenters of Influence (COI)
Growing Your Networking Team Noel Malan with Five Rings Financial shared a great analogy comparing Koi Fish Ponds to Center of Influence (C.O.I.) Ponds. Though nothing like traditional Japanese Koi ponds, they are similar in that you can link your C.O.I. ponds with other ponds to exponentially grow your pond. In essence, when you…
Read MoreCenters of Influence (COI)
Growing Your Networking Team Noel Malan with Five Rings Financial shared a great analogy comparing Koi Fish Ponds to Center of Influence (C.O.I.) Ponds. Though nothing like traditional Japanese Koi ponds, they are similar in that you can link your C.O.I. ponds with other ponds to exponentially grow your pond. In essence, when you…
Read MoreLinked-In or Linked-Out?
Effectively Setting Up and Growing Your LinkedIn Network Training Worksheet Download A lot of people I talk to tell me that they are confused about what LinkedIn does or doesn’t do, may be overwhelmed with setting up a new social media channel, may be lost and unsure of where to start, and most are disappointed with…
Read MoreLeading and Lagging Indicators
A few weeks ago, we revisited 90-second Goal setting to launch 2020 with success. Ultimately, the activities that lead to achieving your goals are called Leading Activities. For sales, when you think of leading activities, you may think about prospecting activities like phone calls, cold calls, walk-in, networking meetings, connect meetings, referral conversations, etc. Since…
Read MoreIncome Producing Time & Activities
Managing Time is Out, Managing Focus is In Download and Print the Training Topic Over the past few weeks, we’ve been learning about “Hacking Success” and this week is no different. So far, we’ve… Written Goals – 90-second Goal Setting Exercise & P.U.R.E. model Crafted Strategies – Goals into weekly strategies for 12 weeks Set…
Read MoreAccountability-Keeping it between the gutters
Willpower is Overrated Download & Print the PDF Let’s face it, we’re in information overload every day with thousands of decisions each day. When I ask goal setters what they think the #1 challenge is, I hear “Willpower” almost every time. What helps with goal success? Willpower is certainly helpful; however, willpower, a…
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