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AGENDA DAY I
Have you ever wondered
why you are not closing more deals? Does it
infuriate you to think your competitors are
kicking your butt in sales? Why does success
come to others and not you? It’s time to
change, and I mean NOW! Mike has survived
combat and the attacks at the Pentagon on
9/11. Why? Because of the instincts he was
taught while servicing in the military. He
has taken these same instincts and coupled
them with his Sales Training and the results
have transformed thousands into Sales
Warriors.
This journey is not for the weak. If you
lack determination and passion, then stay at
home. However, if you are up for the mission
to transform your sales process and becoming
a Sales Warrior, you do not want to miss
this event. No excuses. If you are not
investing in your professional growth, you
only have yourself to blame. Stop making
excuses. Be a warrior – a Sales Warrior!
| 08:30 |
Registration |
| 09:00 |
Introduction |
| 09:15 |
Sales Skills
Boot Camp (The Journey to becoming a
Sales Warrior)
Overview: Before you know
where you want to go, you have to
know where you are at and you have
to know how to get there. This
interactive question and answer
session will allow you to conduct
your own self-examination as well as
learn what is working for others.
Mike will also introduce the basic
concepts that every salesperson
needs to know to be successful. |
| 09:45 |
The Change
Formula and Stretching your Comfort
Zone
Overview: To be successful in
any industry, one has to learn to
stretch their comfort zone and do
those things that cause them fear
and anxiety. Successful Sales
Warriors are not necessarily more
competent, but they constantly look
for ways to grow and stretch. They
willingly expose themselves by
venturing into their discomfort
zone. To gather the courage to step
outside our comfort zone is one
thing. To make it part of our daily
lives is another. It requires
change. Mike will introduce the
Change Formula and illustrate how it
will assist support your journey
outside your comfort zone. |
| 10:30 |
Coffee Break |
| 10:45 |
The Golden Rule – Right or Wrong
Overview: From the time we
were able to speak, we have been
taught the Golden Rule (Do unto
others as you would have them done
unto you). It has become a part of
our daily lives. It is what we
believe because it has been
ingrained in our minds. Mike will
clarify why the Golden Rule produces
a road block in both our personal
and professional lives. Mike will
educate you on the different
behavior types and how they come
into play in the sales process. |
| 12:00 |
Lunch |
| 13:00 |
The P-Effect Sales Process– The
Heart and Soul of becoming a Sales
Warrior
Purpose: The definition of
the P-Effect is: The power to
produce an outcome or achieve a
result. The P-Effect is built upon a
foundation of rapport and trust. To
become a Sales Warrior, you must
transform your canned presentation
into a formal sales process that is
customer focused. Using the sport of
baseball, Mike will go into great
detail and share this four-step
process that has helped
organizations double and triple
their closing ratios. Additionally,
you will get the opportunity to hear
and analyze a real life mystery
shop. |
| 14:30 |
Coffee Break |
| 14:45 |
First Base –
Building Rapport
Purpose: Building rapport is
one of the most important steps in
the sales process, but rarely do we
do it. It can make the difference
between making or breaking the sale,
yet we seem to shy away from it. To
create an environment of credibility
and trust, we must build rapport.
Mike will introduce key techniques
to building rapport and teach you
the most powerful – yet simple tool
to get your prospect to open up and
share their deepest emotions. |
| 15:45 |
Q&A – V-8
Moments |
| 16:00 |
Day 1
Concludes |
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