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How To Fix A Broken Sales Team

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  • 1. How to Fix B ROKEN Sales Team. The Steel Method, LLC. a company that drives results
  • 2. #3 Reason They Wait for the phone to ring. The Steel Method, LLC. a company that drives results
  • 3. #2 Reason They are writing the same or less business than before . The Steel Method, LLC. a company that drives results
  • 4. #1 Reason Because you think they are. The Steel Method, LLC. a company that drives results
  • 5. Belief Personality Behavior Actions Results The Steel Method, LLC. a company that drives results
  • 6. And where exactly do we focus all of our energy? The Steel Method, LLC. a company that drives results
  • 7. Belief Personality Behavior Actions Results The Steel Method, LLC. a company that drives results
  • 8. And where should we focus all of our energy? The Steel Method, LLC. a company that drives results
  • 9. Belief Personality Behavior Actions Results The Steel Method, LLC. a company that drives results
  • 10. Differentiator What made me different. Value Financial-Image-Time Delivery How you demonstrated the value to the customer or prospect. The Steel Method, LLC. a company that drives results
  • 11. Your Salesperson’s Belief Belief The Steel Method, LLC. a company that drives results
  • 12. WHAT DID YOU DO? Cold Call Network (Prospect) (People) Negotiate Support (Complex Sale) (Existing Business) The Steel Method, LLC. a company that drives results
  • 13. Best & Worst The Steel Method, LLC. a company that drives results
  • 14. Who is your best salesperson? The Steel Method, LLC. a company that drives results
  • 15. Who is your worst salesperson? The Steel Method, LLC. a company that drives results
  • 16. RESULTS! The Steel Method, LLC. a company that drives results
  • 17. Mirror or Mimic. The Steel Method, LLC. a company that drives results
  • 18. Fix or Fire! The Steel Method, LLC. a company that drives results
  • 19. Belief Personality Behavior Actions Results The Steel Method, LLC. a company that drives results
  • 20. WHAT ARE THEY LIKE ON THE INSIDE? Assertive Influential Driving Persuasive Competitive Dominance Influence Friendly Forceful (Power) (People) Verbal Inquisitive Communicative Direct Positive Self Starter Compliant Dependable Careful Deliberate Systematic Compliance Steadiness Amiable Precise (Policy) (Pace) Persistent Accurate Good Listener Perfectionist Kind Logical The Steel Method, LLC. a company that drives results
  • 21. WHAT Do They DO? Cold Call Network (Prospect) (People) Negotiate Support (Complex Sale) (Existing Business) The Steel Method, LLC. a company that drives results
  • 22. WHAT DO THEY LIKE TO DO? Cold Call Network (Prospect) (People) WHAT DO YOU WANT THEM TO DO? Negotiate Support (Complex Sale) (Existing Business) The Steel Method, LLC. a company that drives results
  • 23. If You Want Great Results! THE THE JOB = PERSON Human Job Assessment PERSONALITY PROFILE ASSESSMENT The Steel Method, LLC. a company that drives results
  • 24. You Cannot Change someone’s personality. The Steel Method, LLC. a company that drives results
  • 25. Belief Personality Behavior Actions Results The Steel Method, LLC. a company that drives results
  • 26. You Can Change someone’s Behavior & Actions. The Steel Method, LLC. a company that drives results
  • 27. Behavior Actions Punishment Reward The Steel Method, LLC. a company that drives results
  • 28. Belief Personality Behavior Actions Results The Steel Method, LLC. a company that drives results
  • 29. The Steel Method, LLC. a company that drives results
  • 30. Fixing a B ROKEN Sales Team. Is a Science The Steel Method, LLC. a company that drives results
  • 31. Contact Info: David Steel dsteel@thesteelmethod.com 201-618-6752 The Steel Method, LLC. a company that drives results