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Step VI- AMBITION

back. Step VI- AMBITION. Ambition is made up of high E, rather than high P. The individual wants to be successful, wants to make a ton of money, wants to drive the best car, wear the best clothes, and etc… etc… We call them wannabes . And they talk a good fight. Step VI- AMBITION.

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Step VI- AMBITION

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  1. back Step VI- AMBITION • Ambition is made up of high E, rather than high P. The individual wants to be successful, wants to make a ton of money, wants to drive the best car, wear the best clothes, and etc… etc… We call them wannabes. And they talk a good fight.

  2. Step VI- AMBITION • Long before we started The PEAC System, there were people like us declaring, “Watch out for the dreaded high E!” Below is an example of one. Why?

  3. Step VI- AMBITION • A ‘wannabe’ talks a good fight, lands the desk because he or she can sell themselves really well, and then fizzles out. Why?

  4. Step VI- AMBITION • Ambition is best defined as a mental decision. They can turn it off as fast as they turned it on. Drivers have little choice but to blunder through, until success…

  5. Step VI- AMBITION • Again, the speed and strength of the Ambition comes from the low A. This makes them quick, fun, and with low C, ready to try anything…

  6. Step VI- AMBITION • But it is the Power that we need to come into play. A high E without high P is a ‘dreaded high E!’ The higher P gives this profile backbone to ask the tough questions. And to stick to the goal:

  7. Step VI- AMBITION • Ahh, but there is a caveat. Remember how we spent twenty years developing our profile? If the individual did nothing to help the P, it may be useless… or require a ton of training…

  8. Step VI- AMBITION • In any case, the high E profile, below, is called the ‘cheerleader’ in sales and in our industry. Promise everything, but rely on the principal, “How can you NOT buy from me? I am such a great person!!”

  9. Step VI- AMBITION • In route sales, or sales rep positions, including outside Marketing in our industry, the high E can utilize what makes them perfect: Good car, good clothes, good grooming, and so on… But they are not closers… they are just… there.

  10. Step VI- AMBITION • They often use the data dump method of closing, which is to simply give up every bit of information they have on the subject, and hope that something catches the client’s eyes. Yet, they won’t ask for the business…

  11. Step VI- AMBITION • Sales seminars are chock full of high E profiles finding an external way to close, because it is not part of their makeup. But it does not work all that well…

  12. Step VI- AMBITION • This is simply the fault of seminars. In my experience, attendees like to take away one or two really great ideas. Later, when they use them out of context, they fail…

  13. Step VI- AMBITION • And, because they are ambitious, rather than driven, they give up easily and fall back into the cycle of data dump and hope, and most will fail in this industry.

  14. Step VI- AMBITION • Keeping in mind that, like the Driver, the Analysis governs the strength of all that heady ambition. So, what happens when the A goes to the right of the ERL?

  15. Step VI- AMBITION • This is a special version of the dreaded high E, which we have followed for over thirty years. With E and A both high, the fire is out, and we have something more troublesome for our industry!

  16. Step VI- AMBITION • We have added a new mantra, “Beware the Counselor!” That is the new profile, the Counselor, a laid back, mild mannered, low ambition profile, who simply does not produce well.

  17. Step VI- AMBITION • There is one more aspect that needs to be covered. If the profile leads with E or an EA combination, but has some degree of P, clients hope the individual will be a closer. They are not. Do you know why?

  18. Step VI- AMBITION • The key is the Analysis. They simply cannot think fast enough to handle the objections, or to pick up on opportunity, and in the worst cases, the Power represents stubborn Counselors, rather than productive ones…

  19. Step VI- AMBITION • And to think, we have not yet discussed scoring, and already you know enough to warn your clients… But remember, we do not tell them to hire, or not to hire. That is their decision. We just tell them enough to help them think it through.

  20. Step VI- AMBITION • Okay, you have viewed some interesting profiles, found about some key elements, like influencers and parameters, and got a feel for describing a profile based on the graph. • More importantly, you have examined some of the most common profiles that show up in our industry, either determined to run it, or hoping to make it.

  21. back Step VI- AMBITION • But, there are nearly nineteen thousand, seven hundred fifty profile combinations, to date. Every so often, somebody shows up for which there is no profile online. • Do not panic. I can correct that in about ten minutes. Usually, we will hear about it before you even get to your read. If not, call us and I will have it repaired quickly. • Fortunately, most of the worst of these, for our industry, you might never see. But in the next section, we will explore a few, just to let you know how to handle them.

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