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The Steel Method, LLC. How to Fix Sales Team. B ROKEN
| Date post: | 20-Nov-2014 |
| Category: |
Business |
| Upload: | david-steel |
| View: | 1,244 times |
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The Steel Method, LLC.
a company that drives results
How to Fix
Sales Team.B ROKEN
The Steel Method, LLC.
a company that drives results
The Steel Method, LLC.
a company that drives results
My Goal
The Steel Method, LLC.
a company that drives results
Double Sales!
Our Goal Today
The Steel Method, LLC.
a company that drives results
#3 Reason-(re) actions They Wait for the phone to ring.
#2 Reason-resultsThey are writing the same or
less business than before .
#1 Reason -belief Because you think they are.
The Steel Method, LLC.
a company that drives results
www.
Fix orFire.com!
The Steel Method, LLC.
a company that drives results
15 Companies
The Steel Method, LLC.
a company that drives results
12 Questions
The Steel Method, LLC.
a company that drives results
180 Possible Points
The Steel Method, LLC.
a company that drives results
7 Points4%
The Steel Method, LLC.
a company that drives results
“You only find our who isSwimming naked whenThe tide goes out”
Warren Buffet
The Steel Method, LLC.
a company that drives results
Fear
The Steel Method, LLC.
a company that drives results
Double Sales!
Our Goal Today
The Steel Method, LLC.
a company that drives results
How LongWill it Take?
The Steel Method, LLC.
a company that drives results
How MuchWill it Cost?
The Steel Method, LLC.
a company that drives results
Where?
The Steel Method, LLC.
a company that drives results
www.
Fix orFire.com!
The Steel Method, LLC.
a company that drives results
Best &WorstWorst Salesperson Sales DecreaseNeutral Salesperson Flat SalesBest Salesperson Growth (>15%)
The Steel Method, LLC.
a company that drives results
ScenarioStarting Base $35,000Commission 10%Starting Sales $400,000Compensation $75,000Gross Profit 35%
The Steel Method, LLC.
a company that drives results
The Steel Method, LLC.
a company that drives results
And where exactly do we focus most of our energy?
The Steel Method, LLC.
a company that drives results
Belief
Personality
Behavior
ActionsResults
The Steel Method, LLC.
a company that drives results
And where should we focus all of our energy?
The Steel Method, LLC.
a company that drives results
BeliefPersonality
Behavior
Actions
Results
The Steel Method, LLC.
a company that drives results
Differentiator What made me different.
ValueFinancial-Image-Time
DeliveryHow you demonstrated the value to the customer or prospect.
The Steel Method, LLC.
a company that drives results
Your Salesperson’s
Belief Belief
The Steel Method, LLC.
a company that drives results
Wait StaffLa BernardinRestaurant
The Steel Method, LLC.
a company that drives results
129 Cardinal Sins
The Steel Method, LLC.
a company that drives results
Belief DictatesActions!
The Steel Method, LLC.
a company that drives results
Right Actions
RightResults!
The Steel Method, LLC.
a company that drives results
SO WHAT CAN YOU DO?
Nothing.
Invest In Your Team.
Start Over Again.
1
2
3
The Steel Method, LLC.
a company that drives results
www.
Fix orFire.com!
The Steel Method, LLC.
a company that drives results
FixingSalesperson
Training<= Firing
SalespersonReplacing
Magic Formula
The Steel Method, LLC.
a company that drives results
BeliefPersonality
Behavior
Actions
Results
The Steel Method, LLC.
a company that drives results
WHAT ARE THEY LIKE ON THE INSIDE? AssertiveDrivingCompetitiveForcefulInquisitiveDirectSelf Starter
InfluentialPersuasive
FriendlyVerbal
CommunicativePositive
CompliantCarefulSystematicPreciseAccuratePerfectionistLogical
DependableDeliberate
AmiablePersistent
Good ListenerKind
Dominance(Power)
Influence(People)
Compliance(Policy)
Steadiness(Pace)
The Steel Method, LLC.
a company that drives results
WHAT ARE THEY LIKE ON THE INSIDE? AssertiveDrivingCompetitiveForcefulInquisitiveDirectSelf Starter
InfluentialPersuasive
FriendlyVerbal
CommunicativePositive
CompliantCarefulSystematicPreciseAccuratePerfectionistLogical
DependableDeliberate
AmiablePersistent
Good ListenerKind
Cold Call(Prospect)
Network(People)
Negotiate(Complex Sale)
Support(Existing Business)
The Steel Method, LLC.
a company that drives results
THEPERSON
PERSONALITY PROFILE ASSESSMENT
THEJOB
Human Job Assessment
If You Want Great Results!
The Steel Method, LLC.
a company that drives results
You CannotChange someone’spersonality.
The Steel Method, LLC.
a company that drives results
BeliefPersonality
Behavior
Actions
Results
The Steel Method, LLC.
a company that drives results
You CanChange someone’sBehavior & Actions.
The Steel Method, LLC.
a company that drives results
RewardPunishment
Behavior Actions
The Steel Method, LLC.
a company that drives results
Straightcommissioncreates lazySalespeople.
The Steel Method, LLC.
a company that drives results
www.
Fix orFire.com!
The Steel Method, LLC.
a company that drives results
Fear
The Steel Method, LLC.
a company that drives results
When youeliminate theunknownyou eliminate theFear.
The Steel Method, LLC.
a company that drives results
Steps1. Join fix or fire.com2. Create a timeline3. Test everyone4. Create a bench5. Train (fix)6. Rearrange the pieces7. Revise Compensation8. Don’t give in (up)9. Repeat 2-9
