Maximizing Your Sales Activity! Steve A Klein Professional Development Center

1. Uncovering Your Success DNA! Maximizing Your Sales Activity!Steve A KleinProfessional Development Center www.concretepipe.org

4. “It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change.” - Charles Darwin

5. Death & Taxes?

7. 1) Focus on Results Activity x Behavior = Results

8. Results Chain Results > Action > Thoughts > Information Information > Thoughts > Action > Results

9. Outside the Box Thinking 1) Connect all the dots using only four straight lines. 2) Do not retrace a line. 3) Don’t lift your pen from the paper.

16. 2) High Payout Activities • Face-to-Face with a prospect • On the telephone with a prospect or client • Prospecting

17. Correct, Consistent Daily Activity Activity Points Sale 100 Negotiation 50 Presentation 25 Appointment Booked 10 New Prospect/Referral 5 Phone Call 1 Total: 200/day Bonus Day: 300

18. 3) Remove the “Shield” Prospect Motivation Questions: a) Questions they have to think about b) Questions they don’t have the answers to

19. 4) Close the “Gap” Meeting Interview Presentation Negotiation

20. Close the “Gap” Feature: What it is Advantage: What it does “What this means to you is…” Benefit: What it will do for your client

21. Value = G C Close the “Gap”

22. Value = Got Cost Close the “Gap”

23. 5) Prospecting • Referrals • Centers of Influence • Public Speaking • Social Media • Observation

25. Prospecting Who would like to receive more Referrals each month? Who would like to receive up to 400 Referrals each month?

27. Prospecting > Referrals Major Questions - Who do you know who… 1) …owns their own business? 2) …earns over $100,000 each year? 3) …manages people? 4) …is especially interested in developing their people? 5) …lives in__________?

28. Prospecting > Referrals Secondary Questions - Who do you know who… 1) ...owns a manufacturing business? 2) …wants to start a business? 3) …has been in business over ten years? 4) …has more than one location? 5) …owns a franchise?

29. 6) Manage the Relationship Own Your Client’s Problems Follow-up – Relationship Management

30. 7) Control Change

31. Ninety Days Same As Change

32. Ninety Days Same As Change

33. Ninety Days Same As Change

34. Insanity

35. “The things that you’re not doing now, and that you should be doing, are the things that are costing you time and money.” – Steve A Klein

36. Habit

37. Multiple 6) $64,000 7) $128,000 8) $256,000 9) $512,000 10) $1,024,000 1) $2,000 2) $4,000 3) $8,000 4) $16,000 5) $32,000

38. Multiple 1) $2,000 2) $4,000 3) $8,000 4) $16,000 5) $32,000 = 3.2% Half-way 6) $64,000 7) $128,000 8) $256,000 9) $512,000 10) $1,024,000

39. Multiple 1) $2,000 2) $4,000 3) $8,000 4) $16,000 5) $32,000 = 3.2% Half-way 6) $64,000 7) $128,000 8) $256,000 9) $512,000 =90% 10) $1,024,000

40. 7) Make a Commitment! What will you commit to change… Right Now!

41. The Chicken & The Pig

42. The Chicken & The Pig

43. The Chicken & The Pig

44. I’ll Try = I Won’t