Transform your sales potential by using your internal points of power. Elevate your game and create a new reality by connecting vibrationally with prospects and clients.
2. BE The Energy!!
A state of consciousness
“when your change your consciousness,
your awareness of what is possible changes
as well. You then make progress, which
alters consciousness, increases awareness,
presents possibilities, and circles back to
more progress.
It is a virtuous circle”
Bill Clinton
3. 5 Building Blocks
‘Start With Why’
Structure Strategy Process People Reward
Techniques
&
Skills
Operating
Principles Timing Consistency Goals
Tools ‘How to’
Individual/
Group
Habits/
Situation Behavior
Rules Roles
Internal/
External WHY Alignment Financial
4. Operating Principles – The 5 C’s
Communication
Collaboration
Commitment
Competence
Creativity
“There are three constants in life...
change, choice and principles.”
Stephen Covey
5. COMMUNICATION
“Communication is a skill that you can learn. It's
like riding a bicycle or typing. If you're willing
to work at it, you can rapidly improve the
quality of every part of your life.”
Brian Tracy
6. Culture Analysis
C= Current D= Desired
1 2 3 4 5
Boundaries Isolated functions Cross-functional cooperation
Teaming Individual Competitive Team oriented
Learning Slow adopting new skills Continuous Learning Culture
Management Style Controlling Delegating
Vertical Comm Bureaucratic, formal Free communication up the org
Open Communication Guarded communication Open Communication
Initiative Follow specific instructions Take Initiative
Risk Tolerance Punish mistakes Learn from mistakes
Pace Slow, cautious pace Fast pace
Rules/Process Keep to rules Ignore rules
Hierarchy Many layers Few organizational layers
7. Matching/Mirroring
• Types:
• Visual, auditory, kinesthetic sequence, feelings
• Art of Influence
• Posture, body language, tone, speed and volume
Benefit: Increases the effectiveness of your
communications
New 80/80 Rule
80% X 80% = 64% Close rate
8. Questions vs. Conversation
• Do your research and prepare in advance
• Frame conversation based on personality type
• Zero in on root cause
• Understand impact of challenge
• Clarify decision making process
• Take control and guide the dialogue
• Gain insight from verbal and non-verbal clues
• Open-ended questions
9. The Three Keys to Effective Listening
100% Focus on the Buyer
Ask Permission to Take Notes and
Take Notes
Summarize to get Agreement
10. Collaboration
• It’s all about THEM!
• Be interested and interesting
• Find a common interest or topic
• Be open to connecting personally
• People like to talk about themselves
• Build trust
• Focus on how you can help them….
• Smile!
4 personalities simplified:
http://www.youtube.com/watch?v=9o06Si8EVIs
12. COMMITMENT
“If you make the unconditional commitment to reach your most
important goals, if the strength of your decision is sufficient, you will
find the way and the power to achieve your goals.”
Robert Conklin
14. Competence
“Emotional intelligence emerges as a much
stronger predictor of who will be most
successful, because it is how we handle
ourselves in our relationships that determines
how well we do once we are in a given job.”
Daniel Goleman
15. Competence
Skills & Techniques Emotional Intelligence
Focus Awareness
Research Alignment
Marketing Messages Motivation
Buyer’s Shift & Closing Body Language and Tone
Referrals Empathy
16. Competence
Self
Awareness
Social
Awareness
Self
Management
Relationship
Management
Feelings
Strengths
Service
Perspective
Optimism
Transparency
Inspiration
Catalyst
17. CREATIVITY
“Creativity is a great motivator because…
it makes people interested in what they are doing,
gives hope that there can be a worthwhile idea,
gives the possibility of some sort of achievement to everyone,
and makes life more fun and more interesting.”
Bono
19. Be the Energy!
Spirituality/Higher Self
Wisdom/Competence
Truth/Expression
Feelings/Emotion
Control/ConfidenceCo
Pleasure/Abundance
Survival/Grounded
Crown of Creativity
3rd Eye of Intuition
Throat of
Communication
Heart of Love
Solar Plexis of
Commitmentof
Sacral of Collaboration
Root of Connection
20. You have the Power!
Inspiration and Motivation
http://www.youtube.com/embed/qiLDMBDPCE
Y?rel=0
