Welcome to Leadership Development

Let’s get to know each other…• Quickly, find somebody nearby that you’ve

never spoken to and identify 5 things that you have in common• Please be serious and avoid things like…–We’re both humans–We both like food–Neither of us are killer robots from the future

Today’s Agenda…• Maslow’s Hierarchy of Needs – 2015• The Power of “Micromanaging”• Autocratic vs. Bureaucratic Leadership• The History of Military Leadership and how it

applies to the 21st century• My favorite teacher in grade school was a great

leader and here’s why…• Managing Millennials

Is Sales Training really Leadership Training?

“There is only one way…to get anybody to do anything. And that is by making the other person want to do it.”Dale Carnegie

So becoming stronger in sales….

Makes us stronger leaders!!

“To be a truly effective leader, we first must be able

to lead ourselves.”

What leadership skills are developed as a bi-

product of strong selling skills?

Group Discussion:(Please spend 5 minutes answering these

questions)(1) What is the hardest part about

leading ourselves?(2) If you were to coach one person

on how to be great at our work, what tip would you give?

Once everyone is done, somebody please LEAD by sharing his/her answers first!

Why doesn’t a sale take place?

What really causes the fear of rejection?

If we want to minimize rejection…

what do we have to increase?

What can cause a dent in our belief?

Group Discussion:

Relative to work, what are the components of belief?

Said a better way, what do you have to believe in (think super

specifically)?

Necessary Components of Belief to thrive…• Belief in company• Belief in product–Belief that our product can differentiate us from

competition• Belief in self–Belief that we are capable of transferring a

compelling message• Belief that the customer is better of purchasing

vs. not purchasing

The interesting thing about belief, it’s 1000% a…

_____ _____ _____ _____ _____ ____C EIOH C

Group Discussion:

What are the 10 most powerful reasons that you choose to believe

in your company?

What is the #1 cause that lessens belief in

the company?

(hint)

Fear, uncertainty and doubt are all severally

neutralized by good communication!

Good communication with who?

WITH EVERYONE!

Advice: BE CANDID

What can cause fractured belief in our products?

BELIEF

OBJECTIONS

• Calls to businesses from print ads increased 28% (2010 - 2013)• On average, calls to advertisers (per year) reached 197, a cost per call of $15.50• YP advertisers averaged $81,000 in sales from ad investments of $3,280

Association of Directory Publishers Study (2010 – 2013)

That’s great. On a scale of 1-10 how much does it

increase belief?

That’s great. On a scale of 1-10 how much does it increase belief?

Why doesn’t this factual evidence escalate

our belief to an 11?

HOW DO WE MANAGE OUR MENTAL TOUGHNESS?SHOUT OUT ANSWERS!

Anything else impact belief?

What about confusion?

If a confused mind ever buys, it also stands to reason that a confused

mind rarely _ _ _ _ _.S LLE S

How confusing is this?↓

And this?↓

Where does the confusion stem

from?

Hold on to answers…

What 4 entities benefit from our directories?

Why is this powerful?

Who benefits from OPTIMA?

Who will admit to not giving a ton of thought to how OPTIMA helps

our communities?

We might be only selling to 75% of our story!

Without 100% of our story, we lose 75% of

our power!

Who can explain how OPTIMA helps your

community?

What else is “confusing” about

OPTIMA?

Group Discussion:(Please spend 5 minutes answering these

questions)(1) What does “claiming” mean?(2) How does claiming help our

customer get customers?(3) How does reputation

management help make our customers money?

Once everyone is done, somebody please LEAD by sharing his/her answers first!

What else is “confusing” or can dig into belief about

OPTIMA?Hold onto answers…

How much do ads in our directory cost vs. competition?

Remember, what impacts belief…

“Belief that our product can differentiate us from competition”

How much does OPTIMA cost vs our competition and how are our

services better?

Who can articulate our mission with OPTIMA?

Source: SEO Moz citing 8 influential studies on the impact of organic (free) ranking at Google and click through rates by consumers. See http://moz.com/blog/google-organic-click-through-rates-in-2014

1

3

vs1 v 3?

__ time more clicks?

Source: SEO Moz citing 8 influential studies on the impact of organic (free) ranking at Google and click through rates by consumers. See http://moz.com/blog/google-organic-click-through-rates-in-2014

3

5

vs

3 v 5?

__ time more clicks?

Why?

And their reviews?

Break Outs #1 and #2

Remember, what impacts belief…

“Can we enthusiastically transfer the message of why a small business

owner should invest?”

How prepared are we on OPTIMA calls?

No ideas = No sales

What does this mean?

What’s the most powerful component

of a call back?

So, how do we prepare for an OPTIMA call

back?

How do we feel if we’re not prepared?

And feeling annoying is good or bad for belief?

One more consideration…• How many different

directories are there in your town?

• How much would it cost to put an ad in each?

One more consideration…• How many MAJOR web

sites are there?• How much does it cost

to put an ad on each?

What might be the most important

element of belief(it was mentioned earlier)?

The belief that the customer is better off

purchasing from us than not?

Group Discussion:

How do we fall into this trap? What are 3

reasons we might think a customer is better off

not advertising with us?

A couple questions to think about…

Do business owners know their customers better than us?

Do business owners think about growth 365 1/4th days a year?

Do business owners know their business better than us? YES

YES

NO

How SHOULD business owners prioritize their thinking?

(1) How do I keep getting new customers?

(2) How do I keep most of the customers I have?

(3) How do I manage my costs intelligently?

How DO business owners sometimes prioritize their thinking?

(1) How do I manage my costs intelligently?

(2) How do I keep getting new customers?

(3) How do I keep most of the customers I have?

There is one more very important influencer

on belief that we haven’t discussed much. Who is it?

How important is confidence to belief?

A check from Warren Buffett…

The business owner believed he couldn’t

fail!

If we believe we cannot fail, what does

it do to our confidence?

“Fake it until you make it.”

Good Advice?

YES!And…

Meaningless w/out purpose!

Lindsey Yoder sent me a text about belief…

INTENSITY OF

PURPOSE

What else builds our personal confidence?

Number one answer is…

__ __ __ __ __P EDIR

And how does pride impact

belief?

Individual Activity:

Please write out your job description in the most flattering, over-the-top, grandiose way possible.

Break Outs #3 and #4

Let’s put the day together…

“Generally, we are at our most persuasive when our HEADS & our HEARTS are

aligned with the people we are selling to.”

ABE

“With an open love of, understanding of, empathy toward, sense of loyalty

to and passion for our prospective clients AND an understanding that they have more to gain on a yes or

lose on a no, we can live in a world of passion, enthusiasm and big

paychecks.”ABE

What happens when we work to constantly LEAD our own belief?