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Ads In Motion presents AIM SalesMastery Day Three

Ads In Motion presents AIM SalesMastery Day Three. Let’s Meet Chuck. Sales Background: 20+ years in sales related fields Consults to 3 Major Sales Organizations Has 8 Executive Coaching Students Nissan: Top 25 - 3 Yrs. Let’s Meet Chuck. Member: NSA, COACHU 100's Seminars Since 1988

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Ads In Motion presents AIM SalesMastery Day Three

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  1. Ads In Motion presents AIM SalesMastery Day Three

  2. Let’s Meet Chuck • Sales Background: • 20+ years in sales related fields • Consults to 3 Major Sales Organizations • Has 8 Executive Coaching Students • Nissan: Top 25 - 3 Yrs

  3. Let’s Meet Chuck • Member:NSA, COACHU • 100'sSeminars Since 1988 • Norm Schwarzkopf, Brian Tracy, Mark Victor Hanson • Trophy Bass Hunter, Private Pilot, Body Builder

  4. Day Two Debrief & Review • Questions? • Discussion?

  5. Make The Best Out Of SalesMastery • Open mind – be flexible – no right or wrong • Take notes - interact & participate • Master some content – watch out for attachments • Implement what you learn • Use discussion board: www.chuckbauer.com/aim • Thankful A billionaire I know once said . . .

  6. Steve Langham "Highly successful people reach out for coaching, counseling and training when they DON"T need it!" Unsuccessful people reach out for coaching, counseling and training only WHEN they need it!" • Who Are Your Coaches?Spiritual Finances Health Relationships Career Real Estate • What other categories?

  7. Sum Up SalesMastery • Work Smart • Make More • In Less Time • Personal & Professional Development • Having a life vs. a __________?

  8. Distinctions SuccessMastery AttractionMastery Situational Selling Client MotivatedMastery DatabaseMastery Follow Up Mastery CommunicationMastery VocabularyMastery AttitudeMastery GoalMastery ObjectionMastery ClosingMastery 52 Week Accountability SalesMastery Course Outline

  9. SalesMastery Distinctions • Personal & Professional Distinction • The actof distinguishing. • The condition of being dissimilar or distinct. • A diplomat of distinction • Special feature conferring superiority • Recognition of achievement

  10. Chuck’s TOMA Distinctions • Calligraphy Pen • Team Of Coaches • Health - Eating • Listen • Crazy Mail • Cookie Cards • Immediacy • TOQ Books • Value After Sale • Manicures • Dress • Outside box

  11. SuccessMastery • Extremely SERIOUS about their biz • Professional CLOSERS • Major in major league stuff • Owner’s mentality • Are TENACIOUS and GET IT • Extraordinary communication & presentation skills • Coachable, consistent and work smart • Unquenchable desire to succeed • Focused and passionate about what they do • Great work ethic

  12. Unsuccessful Traits • Lazy, professional visitors • Too analytical – Lone Ranger • Too nice to clients -unable to handle rejection • Uncoachable- not available for new concepts • Does not have or use infrastructure • No flexibility – structured • Procrastinator &/orattitude challenges

  13. Distinctions Debrief

  14. AttractionMastery • Define Attraction? • Attract wealth, health, success, happiness • Approach to living – I.H.C. • Work on personal & professional distinctions • Set of actionable standards to follow • Attraction is success withoutstriving

  15. Jim Rohn “Attraction” Quote “You become the average sum of the five people that you associate with.”-- Jim Rohn

  16. Seven Standards Of Attraction • Integrity • Balance In the 5 Pillars: F.R.E.S.H. • Celebrating The Differences • Communicating & Presenting • Personal Grooming & Dress • Pathway Less Traveled • Lead With Purpose

  17. SalesMastery • Homework: • Daily Delicious Habits & Tolerations • Clean Sweep • BiggestAh Ha . . . • Questions & Debrief

  18. Situational Selling INSANITY: Keep doing what you’ve been doing and expect things to change.

  19. Who Am I? Who Are They? • Four DistinctPersonalities • Directors • Socializer • Relaters • Thinkers

  20. Martson’s Model • You can motivate ALL people. • People do things for their reasons. • Overextension of one's strength becomes a weakness. • If I understand you better than you understand me, then I cancontrolthe communications. • If I understand you better than you understand yourself, thenI cancontrolyou.

  21. Celebrate The Differences In All People • Left brain - right brain • Logic/ego vs. feelings • Handshake or hug? • Sit shoulder to shoulder? • Sit across? • Say "think" or "feel” • Tells vs. asks? The Secret Question?

  22. Personalities Quick Glance • Director - Controls / Tells / Ego Based • Pres. Bush / George Steinbrenner • Primary Question? What? 15% • Socializer - Tells / Feelings Based • Richard Branson / Princess Di • Primary Question? Who? 15% • Relater- Asks / Feelings Based • Oprah / Kofi Annan • Primary Question? Why? 60% • Thinker - Controls / Asks / Ego or Feelings Based • Greenspan / Mozart • Primary Question? How? 10%

  23. In House Exercise

  24. Director Traits • Strength's: Leaders • Weakness: Impatient • Decisions: Decisive • Fear: Hustled • Needs: What/When/Costs • Movement: Options • Satisfaction: Record

  25. Socializer Traits • Strength's: Persuading • Weakness: Disorganized • Decisions: Spontaneous • Fear: Rejection • Needs: How it enhances status • Movement: Incentives • Satisfaction: Regular contact

  26. Relater Traits • Strength's: Listening • Weakness: Indecisive • Decisions: Together • Fear: Sudden changes • Needs: Personal affect • Movement: Personal assurances • Satisfaction Regular Contact

  27. Thinker Traits • Strength's: Organization • Weakness: Perfectionist • Decisions: Deliberate • Fear: Mistakes/Criticism • Needs: Justify it logically • Movement: Data and documentation • Satisfaction Specific timetables/clarity

  28. Director Sales Strategies • Focus on task; be prepared & organized • Explore results & time restraints • Compliment them on accomplishments • Let them take the lead • Argue w/ conviction: Remember “Geronimo” • Back up everything w/ facts

  29. Socializer Sales Strategies: • Show enthusiasm, let them set the pace • Explore their dreams • Tell personal stories • Emphasize uniqueness • Involve as many senses as possible • Help them make a spontaneous decision

  30. Relater Sales Strategies: • Talk warmly & informal - build intimacy • Explore their work & needs • Use open ended questions • Emphasize harmony, safety, teamwork • "How do you feelabout...?" • Provide direction and assurance • Make collaborative decisions

  31. Thinker Sales Strategies: • Avoid social talk, appeal to Greenspan • Explore expertise, objectives, concerns • Ask "bullet" questions • Emphasize accuracy, reliability • Provide documentation on options • Make deliberate decisions • Present worst case scenario

  32. Quick Glance/Traits Thinker Organizer Perfect Deliberate Mistake Logically Data Timetable Relater Listens Indecisive Together Changes Personally AssurancesContact Socializer Persuading Disorganized Spontaneous Rejection Status Incentives Contact Trait Strength: Weakness: Decisions: Fear: Needs: Move: Satisfied: Director Leader Impatient Decisive Hustled What Options Record Tell me about you?

  33. Situational Selling • Biggest Ah Ha . . . • Questions & Debrief

  34. Client MotivatedMastery • Reality Check What or who do your clients buy first?Products? Company? You?In Matter of Importance: 1. 2. 3.

  35. Client MotivatedMastery • Time without question is your most _________and it is more valuable than _______? • What is the best use of your time? • You want to reach people who count, rather than _________ people you reach.

  36. Profiling • Advocate 80% • Client 80% • ------------------ • Customer 20% • Prospect 20% • Suspect 0% “Time is without question your most important commodity and it is more valuable than ________?”-- Chuck Bauer Create a Most Valuable Advocate profile.

  37. Client MotivatedMastery • Yours: • Identify Your MVA’s:“Most Valuable Advocates” 1. 2. 3. 4.

  38. Rules Of Engagement • EVERYONE is a forever relationship • Dump preconceived notions • You “date” every day, almost every hour • 80% Time:Advocates & ClientsPersonal & electronic attention • 20% of Time:Customers, Prospects, SuspectsElectronic attention

  39. Infrastructure Development • A must when: starting or revamping a business • Corporations – Small Business - Entrepreneurs • Must get out of the way of who? • 24/7/365 • System dependent – not YOU dependent • Starts: Electronic “marketing hub”

  40. Why? Infrastructure Development • 66% of all adults use _______? • Create The RightFirst Impression • Create Intimacy – if done correctly • Foster referrals • Add value after the sale • Turn customers into Advocates • Full service resource – major distinction over?

  41. Client MotivatedMastery: Branding • Personal branding a MUST! • You deserve a break today • Piece of the rock • Breakfast of Champions • Ultimatedriving machine -Like a rock • Branding start’s with logo and colors, not . . .

  42. How NOT to Start • I want to start with a: • Business card • Brochure • Flyer • Ad • It’s too expensive • I don’t use the internet

  43. Client MotivatedMastery • Build a impenetrable ____ around your clients - making them competitorproof • Follow The D.A.R.T. Rail System • Deserve/Distinction • Ask • Reciprocate • Thank Would you do business with you?

  44. Client MotivatedMastery • Create Top Of Mind Awareness • What do they say to friends & family? • How is your level of communication? • Remind them for referrals • Use Chuck’s “Status Board” technique • Apply “AttractionMastery” Techniques

  45. Client MotivatedMastery • Run your own marketing campaign • Develop a specific method of operation manual • Satisfy the clients needs for consistency • Provide exceptional follow up services • Advocates enthusiastically offer referrals • Plan – Do - Review

  46. SalesMastery • Homework • Create your own T.O.M.A. campaign • Identify 3 personal selling distinctionsyou’ll be working on. • Biggest Ah Ha . . . • Questions & Debrief

  47. DatabaseMastery • E-Z Database • Mastery Database • Develop Passive Systems • Infrequent info • Significant & substance • 80/20 rule • Set procedures/methods

  48. DatabaseMastery • Microsoft Outlook Practical

  49. Client Motivated Mastery • Earnthe right to grow by bringing value • 4 “Keys” to a Meaningful Relationship • Family • Occupation • Recreation • Money/Influence • Database skills must be CONSISTENT Take Chuck’s “Once A Day” Challenge!

  50. PBW Biz Cards Main Point Cards Promo Flyers Press Releases Tri-Folds Media Kits Faxed Material Post Cards Post It Notes Newsletters Fast Facts Profile E-Mail Letterhead & Envelopes Goofy Letters Thank You Cards DatabaseMastery: Follow Up Tools 2nd Offers . . .

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