Get Your 2010 Back on Track

Welcome! Click through the presentation for effective ideas to strengthen your

team’s sales!

Got Questions?Call us at:

414.235.3064

www.sharpenz.com

Alice Kemper and Nancy Bleeke

• 37 years serving clients: Motorola, CVS-Caremark, MassMutual, Rexnord, RW Baird, Times Shamrock• Sales leaders and training professionals who live the ‘sales game’!• Thousands trained• 5-25% sales increases typical

How To Tips

2 Critical Needs

3 Simple Steps to Succeed

Why MONEY isn’t the main motivator – and what IS

5 skills critical to success in this economy

A 4-step process to build better selling habits

Success Today

Spectrum

Up 20%

though

customers are down.

Critical Needs

Will Skill

The Will

“So many of our dreams at first seem impossible, then they seem improbable,

and then when we summon the Will, they soon become inevitable.”

Christopher Reeve

3 Steps to Build Skill and Will

EquipEquip EngageEngage

EnergizeEnergize

Equip

Tool

[tül] – noun

Something that aids in accomplishing a task

Something necessary in the practice of a vocation or profession

Equip Action

Your Situation:

List 2-3 activities or skills

you want your sellers to be doing now.

Click to see others’ results

Critical Skills for Today

1. Prospecting

2. Working Through Objections

3. Articulating Value

4. Problem Solving

5. Following a Sales System

Equip

Prospecting

The activity of proactively initiating contact with prospective buyers.

Equip

Work Through Objections

Stop

Roll

Drop

Equip

Articulating Value

WiifT

What’s in it for Them?

Equip

Problem Solving

“You will be compensated to the level that you solve problems for other people.”

Ron Willingham

Equip

Sales System

“Practice does not make

perfect. Only perfect

practice makes perfect.”

Vince Lombardi

Equip

Systems

• Repeatable• Roadmap• Consistency• Predictable• Teachable

Equip

Systematize

Identify the system that works Teach the system Coach to the system Reinforce the system and skills

Equip

Critical Skills for Today

1. Prospecting

2. Working Through Objections

3. Problem Solving

4. Articulating Value

5. Following a Sales System

Equip

Study shows:

45%

satisfied with their jobs

17%

actively disengaged

What does this Cost????Engage

Engage

Engagement:

“The extent of commitment, both emotional and intellectual, to accomplishing the work, mission and vision of the organization.”

Criteria for Performance Excellence

A mere 1/10th point increase in

employee engagement scores

An Additional

operating income

Best Buy Results

$100,000

=

Engage

Make the Invisible Visible Engage

Show Me The Money? Engage

Measure

Engage

Engage

Provide Feedback

Engage

Timely

Specific

Balanced

What’s

in it

for

THEM

???

Engage

Engage Recap

• Clarify goals

• Measure

• Coach to identify the WiifT

Energize

Opportunity to ‘Connect’

Energize

Find Success

Energize:

Boosting Sales Takes

Skill and Will• 3 E’s Equip, Engage, Energize

• The Right Motivator

Sales boosting training kits!

Save Time

Easy to Implement

Proven Formula that will Equip, Engage and Energize in just 30 minutes!

Valuable Resource

Sales Leaders Say:

Before the session I thought “30-minutes, how can you get anything accomplished in 30 minutes?” I was absolutely surprised.

Jean, South Florida Bank

I downloaded the "Better Questions" training session a half hour before my meeting. As stated, it took about 20 minutes to prepare.  The sales meeting was a complete success.  The Advisors complimented the meeting by describing it as "fun" and "best meeting ever". 

Rick K. Alamo Capital

Valuable Resource

5 Category Library

1. Prospecting2. Selling Skills3. Marketing Tools4. Problem Solving/Creativity5. Personal Development

Sharpenz Kits include: Leader’s Outline Copy-ready handouts for your sellers Reinforcement Tips Success Set-up Tips to guarantee your results!

http://www.sharpenz.com/2010backontrack/library/

Webinar Special

Just $947

for

33 Skill and Will boosting Kits!!!

For just $28 a booster, you can

Equip, Engage and Energize your team

http://www.sharpenz.com/2010backontrack/library/

One Final Tip

Habitual Success Takes

Awareness

Assessment

Application

Adoption

Individual Goal Setting

Discover

Energize: