QNEWS • December 2014 • 1

INSIDE THIS ISSUE

Climbing Mount Kilimanjaro, One Step at a Time ....................2The Rabbit and the Turtle Walking Together ................................3Quota® Public Seminars ...............................5

There comes a point when we realize there is more mileage behind us than ahead of us. Depending on the road we have traveled this can be distressing or calming. Fortunately for me, my road has provided me the wonderful opportunity to see a bit of our world. I have transversed the globe a number of times and had the good fortune to visit over 50 countries on my travels. Admittedly, this was an ambition I had set for myself years ago with a simple goal of visiting 2 new countries/year.

After these travels, I have come to the realization that, in spite of our differences, we are 98% the same! Each country has it’s own unique history, faith, culture and values. Each country is torn by outside pressures, internal leadership. Each country has unique demographics; political parties and economies. And...each country has, for better or worse, a combination of natural resources and distribution of the fruits of those resources to it’s populace.

However, I believe that 98% of what makes us human is shared by all. Our humanity, our caring for our children and the world we are leaving them, our innate goodness and hope for peace & prosperity.

Watching the news these days, it would be easy to think we are sliding into a negative spiral of human conduct. But statistically, this is just not so. Professor Don Boudreaux discusses this on YouTube under: The Hockey Stick of Human Prosperity at: https://www.youtube.com/watch?v=t9FSnvtcEbg another great YouTube video is Hans Rosling’s 200 Countries, 200 Years, 4 Minutes at https://www.youtube.com/watch?v=jbkSRLYSojo These two videos clearly show the amazing trends of human prosperity and how fortunate we are to be living now.

Whatever your faith, this is a good time of year to take stock and appreciate the wonderful opportunities available to us in our day & age. With over 30 distributors in our company, representing 22 countries, Quota® has been extremely fortunate to meet great men & women of character and enjoy their partnership, input and friendship. We wish each of them, and you the very best of the season and our hopes that 2015 will bring you the world the peace & prosperity we all aspire to. •

98% Factor

Volume 11, Issue 12 • December 2014

Riyadh, Kingdom of Saudi Arabia – Quota®

Participants

QNEWS • December 2014 • 2

Climbing Mount Kilimanjaro, One Step at a TimeHi, I am not making this up; it is a personal experience that I want to share with you.

A few years back when I was approaching my 50th birthday I started having a “Middle Age crisis”. Isn’t it amazing how people think they’ll live for a 100 years, so they call reaching 50 middle age. Long story short, I ascended Kilimanjaro and celebrated my 50th birthday right at the summit (18,000 ft ASL)

Kilimanjaro is a volcano, it’s a long trek as opposed to a climb. To do Kilimanjaro is to walk 96 KM in 4 days (up, down and acclimatization). Naturally the question I bugged my guide with for four days was “are we there yet”?

Seriously, you walk 8 hours a day while ascending 1000 M everyday in decreasing oxygen (the air is 50% thinner at the summit). Many questions rush to your mind while you’re struggling for more oxygen, “Will I make it, How long before lunch, Could I get AMS and die”?

My guide Jamal kept telling me to focus on my next step, forget about the camp or lunch, etc.. He kept on repeating the words “Poleh Poleh” which is slowly slowly in Swahili, I thought to myself, I am wearing a trekking hat with a long visor and my field of sight is blocked except for the next few meters ahead of me. What if I just focus on my next step and then the step after that, then the step after, etc. IT WORKED and in no time we saw our camp on the horizon and the day was over.

I mapped the same concept for the Quota selling process: 1 Prospecting.2 Qualification.3 Initial meeting.4 Needs analysis.5 Product/service demo.6 Quotation presentation.7 Influencer approves.8 KDM (Key Decision Making committee) approve.9 Purchasing approve.10 Service delivered and money collected.

What you care about is moving the sales process to the next step, if you focus on this and do it well, you will effortlessly get closer and closer to your goal. I usually get the question “which is the most important stage in the selling process?” My answer is always, “the next step”. Focus on moving yourself and your customer to the next step, that’s what matters.

You’re in the Initial Meeting stage; your focus is to meet the right person. You get an appointment, meet with the decision maker and get a commitment to do a Needs Analysis. The sale is under way, you and your customer have now moved to the next stage of the sale.

If you can move the sale along one step at a time, you will soon find yourself reaching the “summit” which is a satisfied customer, your company’s money in the bank, and the commission in your pocket.

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QNEWS • December 2014 • 3

Buy a trekking hat with a long visor and keep it on your desk to always remind yourself to focus on the next step. •

ASHRAF OSMAN is the Quota regional distributor for the Middle East (Saudi Arabia, Bahrain, Kuwait, Qatar and UAE). You can fallow Ashraf on his blog at http://ashraf-osman.com

The Rabbit and the Turtle Walking TogetherUnderstanding our own product or service’s sales cycle is very important, but another factor that many sales people don’t consider is that every customer also has his or her own cycle or rhythm. What I mean by this is, we all operate by our own internal clocks and move at our own comfortable pace. When your rhythm and your customer’s pace are mismatched, it’s much like the proverbial rabbit and turtle trying to take a walk together. The rabbit keeps getting ahead of the turtle and has to continually double back while the turtle is struggling to keep up.

As sales people we know our products inside out and most of us are very motivated to pass this inform on to our customers. Unfortunately this is where things can go off the rails. You the rabbit with all of your product knowledge and drive to close the sale very often leave the slower moving turtle behind in the middle of sales process.

The customer can be left behind for two reasons. Either you’ve ignored one of the stages or key events of the process or moved through the process so quickly that you’ve left out important points. The customer isn’t really trying to move at a turtle’s pace, it’s just that he wants to make sure that he fully understands all of the ramifications of purchasing your product. Will the purchase make his life easier by satisfying his needs.

Has this ever happened to you? After at least a dozen attempts, you finally set up an appointment with your potential client. You’re sure this is going to be an easy sale because you know you have just the product that your client needs. After all you’ve already sold your product to three other companies in the same industry. You pull out all of the stops and give what you think was one of your best presentations. You ask for the order and get the client’s commitment to give you an answer on Monday.

First thing Monday morning you phone your client to see when you can stop by to pick up the order. But there’s one small problem, the client has decided not to make the purchase or even worse she’s decided to buy the product from one of your competitors. What happened?

Well a lot of possible things might have gone wrong but most likely after reviewing your presentation and the key stages of the sales cycle you’ll find that in your hast to make what you thought was an easy sale you moved too quickly and skipped over one or more of the steps.

When you were prospecting and qualifying the client, were they really a good prospect to begin with? Did you establish that the person you set up the appointment with was actually the decision maker?

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PLAYER W O RKB O O K

PLAYER W O RKB O O K

Healthy Body Services, Toronto, Quota® Players

QNEWS • December 2014 • 4

Telephone: +1 (905) 601-2880

Fax: +1 (905) 828-7890

E-mail: inquiry@quotagame.com

Website: www.quotagame.com

During the initial meeting did you somehow get off on the wrong foot by being clumsy or forgetting what is considered good business adequate.

Maybe your needs analysis was poor. Did you spend too much time explaining to the client why he should buy your product rather than probing to find out what his needs were? Perhaps you skipped over this step and moved right into the product demonstration never really understanding the client’s needs and buying motivations.

Were there other influencers or Key decision makers that you should have known about and also included in the sales process?

As you can see when you move too quickly through the sales process by taking short cuts and not covering all the bases you do so at your own peril. If you take the time to do a postmortem of those sales calls were you were not successful, more often than not you will come to the conclusion that you’ve skipped over one of the stages or key events of your sales cycle or just haven’t practiced all of the selling skills you need to be successful at each stage of the selling process.

The next time you’re tempted to start taking short cuts by leaving out stages or key events of your sales cycle, just remember the rabbit and turtle. Then slow down and make sure that you cover all the bases. •

David Midleton You can reach David by emailing him at inquiry@quotagame.com

University of Toronto Professional Sales Practices

Champions

University of Toronto Professional Time &

Territory Management Champions

QNEWS • December 2014 • 5

Quota® Public Seminars !2015!!

Quota® programs are run in public seminars internationally. To inquire about registering yourself or one of your salespeople/managers, please reply to: inquiry@quotagame.com and we will be happy to provide you with registration information.!!Additional information on our Public Seminar schedule can be found at: http://quotasystem.ca/about-us/public-seminars/!!!Canada, Toronto - Quota®, April 1, 2015 Toronto - QTTM™, April 2, 2015 Toronto - Quota® COACH™, April 8-9, 2015 Toronto - Quota®, August 19, 2015 Toronto - Quota® COACH™, November 4-5, 2015 Toronto - Quota®, November 4, 2015 Toronto - QTTM™, November 5, 2015 UK, Leeds - Quota®, January 28, 2015

- Quota® COACH™, April 23-24, 2015 !Poland, Warsaw - Quota®, April 20-21, 2015 - Quota®, May 20-21, 2015

- Quota® COACH™, October 5-6, 2015 - Quota® COACH™, November 16-17, 2015 !

!!!!!!!!!

Welcome! You are invited to attend Quota® - The Sales Performance Game

at

The Shine Business Centre, Leeds LS8 5HS

Thursday 21st March 2013 9.00 am - 4.30 pm

Quota® is a dynamic sales performance game that has been used by many of the World’s top companies.

The game is a fun, interactive and competitive experience that teaches players about

business-to-business sales processes & cycles. !!

Each player develops an increased awareness of critical sales skills and knowledge while playing the game...

….and having fun! !!!

Come participate in the unique sales development experience used by:

HEINZ; SAMSUNG; SHARP TOSHIBA; HERMES; GB GROUP PLC etc..

!

To register - contact:

!MARTIN'ALLISON'MBA,'FInst.SMM''E:'martin@quotagame.com'''M:'07547'154107

“This programme received a very high rating... it was competitive, educational and indeed fun. It is tough to beat those three... we are a better group because of the Quota® experience”. !

Mr. Roger Keeley Corporate Director of Marketing

- Atlantic Packaging !!!“The programme was very well presented, fast paced and kept everyone involved and on task while having fun. The day just flew by!” !

Mr. Gord Leah Business Director - RISO

!!!“Quota® got our team all on the same page, speaking the same language. One of the biggest learning areas for us after the Quota®

session was that my team now recognises when AND how to use the Quota®

sales process to successfully conclude the sale.” !

Mr. Clark Hortsing National Sales Manager

Student Guard Health Insurance

TIM

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TERR

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ANAG

EMEN

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Welcome! You are invited to attendQuota® Time & Territory Management™

Quota® Time & Territory Management™(QTTM™) is an essential program for those aspiring to be the 'best of the best'. The QTTM™

program addresses Strategic Account Management; Territory Planning;Essential Forecasting Skills; Goal Setting; Industry & Market Analysis

Tools; Return-On-Time-Invested Formula; the Value Pyramid andTerritory Marketing Plans. This program, coupled with Quota®

and QIS™ will prepare students to write their CERTIFIED SALES PROFESSIONAL (CSP) examinations.

1 Day Seminar Fee: $595 per personContinental breakfast and lunch included

Come participate in the unique sales development experience used by:SAMSUNG; HEINZ; SHARP; TOSHIBA;

WASTE MANAGEMENT; KRUGER PRODUCTS; etc.

"Quota® Time & TerriotryManagement™ is an

indispensable program for anyone looking to 'up'

their game or increasetheir sales. QTTM™ is

an essential component of the Certified Sales

Professional accreditationand ensures today's

professional sales representatives have boththe 'on-call' and planning

skills necessary to be elite performers.”

Earl Robertson President & CEO, Namaico

Holdings Inc.

To register - contact:inquiry@quotagame.com /

or: (905) 601-2880 www.quotagame.com

November 5, 2013 8:30 AM to 5:00 PM

Toronto Airport Marriott Hotel 901 Dixon Road (Pearson Airport) Toronto, ON

(416) 674-9400

SYST

EM R

EINFO

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PRO

GRAM

Welcome! You are invited to attendQSRP™- Quota® System Reinforcement Program

The Quota® System Reinforcement Program™ (QSRP™) is a one day sales training experience that is used by many of theworld's top corporations. The QSRP® reviews and reinforces the core competencies taught in the core Quota® programs.

Attendee teams compete on the 'QSRP Sales Highway™' and navigate their way to personal improvement across

dozens of contemporary sales best practices.

1 Day Seminar Fee: $595 per personContinental breakfast and lunch included

Come participate in the unique sales development experienceused by: SAMSUNG; HEINZ; SHARP; TOSHIBA;

WASTE MANAGEMENT; KRUGER PRODUCTS; etc.

“I wanted to write you afterour national sales meetingto say that we were mostsatisfied with the delivery ofQuota® Coach™ and QSRP™to the Kruger Products Awayfrom Home Sales Division.

Our objective was to haveyou provide meaningful andcurrent best practice skillsfor our experienced salesforce The QSRP™ programwith QIS addressed thisobjective within a fun andcompetitive learning envi-ronment. Feedback, to me,has been excellent both frommembers of the sales teamand sales managers.”

David Ronald Director Western Region NationalSales Development A.F.H. Division

To register - contact:

November 6th, 20138:30 AM to 12:00 Noon

Toronto Airport Marriott Hotel 901 Dixon Road (Pearson Airport)

Toronto, ON (416) 674-9400

SALE

S SE

LF L

EADE

RSHI

P

Welcome! You are invited to attendQuota® Sales Self Leadership™

Quota Sales Self Leadership™ is a fun, interactive learning experience that teaches participants critical sales self-leadership skills. Sales, self-development

and leadership concepts are blended to help you become the best sales leader - YOU can be! The concepts covered in this unique and inspiring program teach you how to plan

for sales leadership and leverage for maximum success.

Come participate in the unique salesdevelopment experience used by:

SAMSUNG; HEINZ; SHARP; TOSHIBA;WASTE MANAGEMENT; KRUGER PRODUCTS; etc.

“This program received a very high rating... it was competitive, educational and indeed fun. It is tough to beat those three... we are a better group because of the Quota® experience”.

Mr. Roger Keeley Corporate Director of Marketing

- Atlantic Packaging

“The program was very well presented, fast pacedand kept everyone involvedand on task while havingfun. The day just flew by!”

Mr. Gord Leah Business Director - RISO Canada

“Quota® got our team all on the same page, speakingthe same language. One ofthe biggest learning areasfor us after the Quota®

session was that my team now recognizes when/how to use the Quota® sales process to successfully conclude the sale.”

Mr. Clark Hortsing National Sales Manager

Student Guard Health Insurance

To register - contact:

March 27-28, 2013 8:30 am - 4:30 pm

The Toronto Airport Marriott Hotel901 Dixon Road (Pearson Airport)

Toronto, ON (416) 674-9400

inquiry@quotagame.comor: (905) 601-2880

www.quotagame.com

$1,295 p.p., Breakfast/Lunch Included

QUO

TA IS

SUE

SELL

ING

Welcome! You are invited to attendQIS™ - Quota® Issue Selling

8:30 AM to 12:00 Noon Toronto Airport Marriott Hotel

901 Dixon Road (Pearson Airport) Toronto, ON, (416) 674-9400

QIS™ is an advanced Strategic Selling Program thatbuilds on the Quota® System core competencies.

The QIS™ workshop is a fun and interactive experiencethat teaches participants how to sell on a

strategic level to senior level decision makers.

Seminar Fee of $295 per person!

The QIS™ program is taught at the University of Toronto Professional Sales Practices courses and does require prerequisite graduation

from Quota® -The Sales Performance Game, Professional Sales Practices or other recognized sales training institutes.

“I wanted to write you afterour national sales meetingto say that we were mostsatisfied with the delivery ofQuota® Coach™ and Q.I.S.™,to the Kruger Products Awayfrom Home Sales Division.

Our objective was to haveyou provide meaningful andcurrent best practice skillsfor ... our experienced salesforce ( Q.I.S.). QIS addressedthis objective within a funand competitive learningenvironment. Feedback, tome, has been excellent bothfrom members of the salesteam and sales managers.”

David Ronald Director Western Region

National Sales DevelopmentA.F.H. Division

To register - contact:inquiry@quotagame.com /

or: (905) 601-2880 www.quotagame.com

November 7, 20121:00 to 5:00 pm

Seminar Fee of $495 per person!Breakfast/Parking Included

SALES

MAN

AGEM

ENT W

ORKS

HOP

Welcome! You are invited to attendQuota® Coach™ -

The Sales Management Workshop

Quota® COACH™ is a unique and contemporary 2-day workshop that all facets of Sales Management Practices in

today’s business world. Topics covered in the workshop are:

The Quota® COACH™ program is taught in conjunction withvarious Universities and is continually updated to representthe latest trends and best practices in Sales Management.

“The Professional Sales Practicescourse has proven to be a greatbenefit to me as a National SalesManager. I have been able toimplement the practices with thesales force across Canada and Ibelieve it is a big reason why weare prospering during this reces-sionary time. We have been ableto increase our sales by 30% YTDand we are currently the best performing division globally.”

Frank MaltaHandicare

“I feel that I have effectivelyacquired the tools to help me stepup to the plate as I am now confi-dent in my abilities to recruit, totrain and to hold an effective andinteresting sales meeting. I havemore confidence in my abilities...as well as, confidence in the toolsthat I have acquired to successfullyprogress in my career in SalesManagement.”

Calum Nicol Therapist’s Choice

“Our objective was to have you provide meaningful and currentbest practice skills for our managers( Quota Coach ) and for our expe-rienced sales force (Q.I.S.). Bothprograms addressed this objectivewithin a fun and competitivelearning environment. Feedback,to me, has been excellent bothfrom members of the sales teamand sales managers. We look forward to having our team usethese best practice skills and foryour team to keep us current ondeveloping selling techniques.”

David Ronald Director Western Region NationalSales Development A.F.H. Division

To register - contact:

• Evolution of Sales Management• Sales Management Roles &

Responsibilities• Recruiting Elite Salespeople• Writing Compelling Offer Letters• Develop Sales Compensation

Plans• New Colleague Orientation

Program (NCOP)• Comprehensive Sales Training

Programs

• Field Coaching Competencies• Creating Dynamic Reward &

Recognition Programs• Conducting Memorable Sales

Meetings• Sales Performance Tracking• Territory Marketing Plans (TMP) • Focused Coaching Programs• Managing Sales Performance

Challenges

November 5-6, 20128:30 am - 4:00 pm

The Toronto Airport Marriott Hotel901 Dixon Road (Pearson Airport)

Toronto, ON (416) 674-9400$1,295 p.p., Breakfast/Lunch Included

inquiry@quotagame.comor: (905) 601-2880

www.quotagame.com