Give more value (and generate more revenue)

from your debrief!

Nicci BonfantiLeading the Trusted Sales Revolution

What we’ll cover today

1. Four reasons why debriefs don’t always work2. How to give even more value in your debrief.3. How to get results every time.4. Update on Talent Dynamics for Sales

Who am I?

• Business Admin (MBA)• Open University Lecturer• NLP Practitioner/coach• Fabia’s mum• Author• New Talent Dynamics for Sales• Trusted Sales Dynamics.com• International Sales Career

Purpose of the debrief?

Purpose of the debrief?

• To understand where they can – save time or – save money or – make more money or – resolve problem relationship at work

Purpose of the debrief?

• To understand where they can – save time or – save money or – make more money or – resolve problem relationship at work

• To show the value of continuing to work with you– Team programme– 1:1 coaching programme– Other programme with you– Referrals

Four reasons why debriefs don’t always

work

1. Give away too much information

1. Give away too much information

• Solution:

Key questions

• Where do you want to add most value to your business/life right now?

• What would you like to get from this next hour?• What did you think of the report – did you recognise

yourself?• What is your flow score at the moment?• What would you like it to be?

• Have you found this session useful? In what ways?• Assume you did all the things we talked about today, what

would be the value to you?• How would you like to take the next step?

2. Don’t engage with them

2. Don’t engage with them

Solution: Advantage knowing their profile already• Dynamos – want to feel significant, want new

innovations, visuals, fast• Blaze – part of a team, support, partner, stories

of others• Tempo – step by step, connected, put yourself in

their shoes, how they feel, slow• Steel – proof, certainty, secure, risk-free, details

3. Don’t give them the opportunity to take the next step

Xxxx HR TeamDynamo 27 Blaze 28 Tempo 27 Steel 18

15

Lord

TD for Sales Cycle1. Create

opportunities (Creator)

TEMPO

BLAZE

DYNAMO

STEE

L

2. Attract and Prospect

(Star)

3. Engage and build rapport

(Supporter)

4. Identify solutions

(Deal Maker)5. Negotiate and nurture

(Trader)

7. Up-serve and

efficiencies

(Lord)

8. Processes and

improvements (Mechanic)

6. Serve and retainSales Audit

(Accumulator)

4. No follow up

Update on Talent Dynamics for Sales

Talent Dynamics for Sales Report and Debrief

• Report on 1. Your strengths as a sales person 2. Your challenges as a salesperson 3. Your best role in a sales team 4. Your worst role in a sales team 5. The value you bring to the sales cycle 6. The accelerated pathway to success for you

• 1:1 debrief• Your profile and apply it to your sales situation• How to recognise the profile of your prospects and

clients• At least 2 ways to improve your sales results

3 levels of participation in the Trusted Sales Revolution

1. Activist – follow and share social media and free resources (and refer others to the courses), can buy TD4S tokens, earn money through referrals

2. TD for Sales Consultants

3. Sales Champions

TD Sales Consultant PLUS join me in writing and delivering materials in your own niche (for which financially rewarded) Application necessary.

Any Questions?

@NicciBonf

Nicci@trustedsalesdynamics.com

www.facebook.com/TD4Sales

www.TrustedSalesDynamics.com

Talent Dynamics for Sales conversion

Friday 11th July 2014, Surrey, UK – The Talent Dynamics for Sales profile assessment

online x 5 (worth £250)– Full report on your Sales Talents– Full day’s workshop on Talent Dynamics for Sales– Workbook with all your personalised sales information– Lunch and Refreshments £455– http://trustedsalesdynamics.com/innovation/

accreditation/for-talent-dynamics-consultants/