Post on 18-Dec-2014
description
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
#3 Reason They Wait for the phone to ring.
The Steel Method, LLC.
a company that drives results
#2 ReasonThey are writing the same or less business than before .
The Steel Method, LLC.
a company that drives results
#1 Reason Because you think they are.
The Steel Method, LLC.
a company that drives results
Belief
Personality
Behavior
Actions
Results
The Steel Method, LLC.
a company that drives results
And where exactly do we focus all 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
WHAT DID YOU DO?
Cold Call(Prospect)
Network(People)
Negotiate(Complex Sale)
Support(Existing Business)
The Steel Method, LLC.
a company that drives results
&Best &Worst
The Steel Method, LLC.
a company that drives results
Who is your best salesperson?
The Steel Method, LLC.
a company that drives results
Who is your worst salesperson?
The Steel Method, LLC.
a company that drives results
RESULTS!
The Steel Method, LLC.
a company that drives results
Mirror orMimic.
The Steel Method, LLC.
a company that drives results
Fix orFire!
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 Do They DO?
Cold Call(Prospect)
Network(People)
Negotiate(Complex Sale)
Support(Existing Business)
The Steel Method, LLC.
a company that drives results
WHAT DO THEY LIKE TO DO?
Cold Call(Prospect)
Network(People)
Negotiate(Complex Sale)
Support(Existing Business)
WHAT DO YOU WANT THEM TO DO?
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
Belief
Personality
Behavior
Actions
Results
The Steel Method, LLC.
a company that drives results
The Steel Method, LLC.
a company that drives results
Fixing a
Sales Team.B ROKEN
Is a Science
The Steel Method, LLC.
a company that drives results
Contact Info:
David Steeldsteel@thesteelmethod.com201-618-6752