YOUR GUIDE
TO THE TOP
TOP
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H

H

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K

K

E

E

R

C

R

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L

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M B E R
M B E R

THE JOURNEY STARTS HERE.
E X P E D I T I O N A R Y
E X P ...
IT ONLY LOOKS IMPOSSIBLE
FROM THE BOTTOM.
Welcome to a whole new world. Where training opens new doors.
Where experience h...
Sometimes, getting started is the hardest part. Well, you’ve cleared
that hurdle. And now you’re on to the next. And the n...
As you continue on this journey, there are a few things to remember.
It’s tough. It’s grueling. It’s arduous. And it’s def...
Congratulations.You’re on your way. And while you’ll find bumps
in the road and roadblocks in your path, you remain undete...
You’ve arrived. And yet you continue to forge on. Emerson once said,
“Do not go where the path may lead, go instead where ...
You’ve made a lot of progress. And you’re seeing the fruits of your labors. But
you know that the more you do, the more yo...
The moon? The stars? Don’t laugh. Anything’s attainable.That’s exactly what
legends do. Welcome to the pinnacle. And here’...
Peak Performance Management
790 Holiday Drive
Foster Plaza
Building 11
Pittsburgh, PA 15220
(412) 928-9933
www.superiorsel...
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The guide to the top with sandler. 2013

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Transcript of "The guide to the top with sandler. 2013"

  1. 1. YOUR GUIDE TO THE TOP TOP .
  2. 2. H H I I K K E E R C R C L L I I M B E R M B E R THE JOURNEY STARTS HERE. E X P E D I T I O N A R Y E X P E D I T I O N A R Y M O U N T A I N E E R M O U N T A I N E E R Following leads. Making cold calls. Negotiating prices. Closing deals. The art of sales is just that. An art. It takes experience, courage and smarts to be the high-performing salesperson you want to be. You can consider the craft of sales a science, too. Methods. Processes. Repeatability.This combination of tools has great power. And as you develop your skills, you’ll see that with knowledge comes success. Fortunately, you have a good guide to help you get to the top. KING OF THE KING OF THE T R A I L B L A Z E R T R A I L B L A Z E R L L E E G G E E N N D D MOUNTAIN MOUNTAIN The Peak Skills Accreditation initiative was developed to help you learn your craft, hone your skills and master the art and science of sales.The system is comprised of seven levels, each with specific requirements for advancement. By participating in Peak Performance Management coursework, demonstrating your abilities and successfully completing testing sessions, you’re able to move up through the ranks. As you know, mastering these skills isn’t easy. Much like climbing a mountain, it requires focus, dedication and a goodly amount of fortitude. As we make this journey together, you’ll develop tools to help you overcome obstacles, benchmark your progress and, ultimately, succeed. After all, the view is way better from the top.
  3. 3. IT ONLY LOOKS IMPOSSIBLE FROM THE BOTTOM. Welcome to a whole new world. Where training opens new doors. Where experience helps close them. And where every step takes you one step closer.Your journey won’t be easy. But if it was, anyone could do it. And you’re not just anyone, are you? In this first phase of Peak Skills Assessment, you’ll learn some of the core principles and begin to develop key skills. Most importantly, you’ll get tools you can use. Immediately. Because once you start seeing the rewards, the journey becomes that much more enjoyable. HIKER REQUIREMENTS A P P R O X I M A T E LY T H R E E M O N T H S COURSE WORK & MATERIALS Completed QuickStart™ (Core Curriculum Loop – 1st 90 Days) Read “Can’t Teach a Kid To Ride a Bike At A Seminar” and Wrote 1 Page Synopsis Listened to First 3 CD’s in Materials and Completed Corresponding Workbook Pages BEHAVIOR DEVELOPMENT Reviewed Evaluation and Developed Personal Improvement Plan Has Documented Personal Cookbook for Success per Management Approval Has Implemented a Weekly Prospecting Activity with Documented Results per Management Approval ATTITUDE DEVELOPMENT Has Evidence of 20 Days of Journaling Has Selected 1 “Head Trash” Item to Throw Out Has Documented Completion of an Action Item 10 Times Due to New Belief System TECHNIQUE DEVELOPMENT Can Recite the 4 Steps of the Buyer’s System with a Personal Example for Each Can Recite the 7 Steps of the Sandler Submarine Can Role Play their Elevator Pitch
  4. 4. Sometimes, getting started is the hardest part. Well, you’ve cleared that hurdle. And now you’re on to the next. And the next. And the next. Keep climbing.The view is getting better with each step. Now that you’ve begun your ascent in earnest, things get harder. But don’t worry. When the going gets tough, the tough increase their commissions. A P P R O X I M A T E LY S I X M O N T H S CLIMBER REQUIREMENTS COURSE WORK & MATERIALS Completed 3 Months of President’s Club™ (Skill Building Curriculum) & 3 Review Sessions of Quick Start™ (Core Curriculum) Completed 9 CD’s in PC Materials and Completed Corresponding Workbook Pages Read “Close the Deal or Close File” and Wrote 1 Page Synopsis BEHAVIOR DEVELOPMENT Has Achieved 2 Cookbook Goals per Management Approval Has Documented Success of 2 Measured Prospecting Activities Has Initiated 1 New Business Development Activity per Management Approval ATTITUDE DEVELOPMENT Has Evidence of 40 Days of Journaling Has Documented Success of 1 New Belief System per Management Approval Has Completed DISC Profile and Developed a “Chameleon” Strategy TECHNIQUE DEVELOPMENT Can Role Play PPM Prospecting Call Can Role Play “The First 5 Minutes of the Sales Call” Can Cite Examples of VAK Model Can Role Play an Initial UFC Can Role Play 5 Steps to Asking for Referrals Can Role Play “Asking for Pain Indicators” Can Recite Levels of the “Pain-O-Meter” Can Recite Pain Funnel Questions
  5. 5. As you continue on this journey, there are a few things to remember. It’s tough. It’s grueling. It’s arduous. And it’s definitely worth it. A P P R O X I M A T E LY 1 2 M O N T H S M O U N TA I N E E R R E Q U I R E M E N T S COURSE WORK & MATERIALS Completed 9 Months of President’s Club™ (Skill Building Curriculum) & 6 Review Sessions of Quick Start™ (Core Curriculum) Completed All CD’s in PC Materials and Completed Corresponding Workbook Pages Has Read 1 self-selected business book (from PPM library) and Wrote 1 Page Synopsis BEHAVIOR DEVELOPMENT Has Achieved 6 Cookbook Goals per Management Approval Has Developed 1 Strategic Alliance with a Measured Result per Management Approval Has Developed 2 Referral Partnerships with Measured Results per Management Approval ATTITUDE DEVELOPMENT Has Evidence of 120 Days of Journaling Has Coached a New Employee on Overcoming 1 Negative Belief Pattern per Management Approval Has Documented Successful Completion of 2 Hidden Weakness Action Plans TECHNIQUE DEVELOPMENT Can Role Play a Pain Funnel with a Neutral Prospect Can Rescue a Not OK Person in Role Play Can Negative Reverse a Positive Prospect in Role Play Can Complete 10 Prospecting Calls Live Can Role Play a Budget Step Can Role Play the Decision Matrix Can Role Play the UFC for the final Presentation Can Recite the Steps of the PPM Presentation Has Developed 5 Unique Bonding Questions
  6. 6. Congratulations.You’re on your way. And while you’ll find bumps in the road and roadblocks in your path, you remain undeterred. For you are the stuff of the sales greats. Keep climbing. A P P R O X I M A T E LY 1 8 M O N T H S EXPEDITIONARY REQUIREMENTS COURSE WORK & MATERIALS Completed 15 Months of President’s Club™ (Skill Building & Mastery Curriculum) & 12 Review Sessions of Quick Start™ (Core Curriculum) Has Read 1 self-selected business book (from PPM library) and Wrote 1 Page Synopsis Engaged a PPM Coach on 3 Documented Sessions BEHAVIOR DEVELOPMENT Has Achieved 9 Cookbook Goals per Management Approval Has Documented Success of 4 Prospecting Wheel Activities per Management Approval Has Documented Successful Completion 5 Major Account Marketing Programs per Management Approval ATTITUDE DEVELOPMENT Has Evidence of 160 Days of Journaling Has Documented the Successful Changes from 5 Sales Call Lessons Learned per Management Approval Has Taught 1 Internal Session on Overcoming a Negative Belief per Management Approval TECHNIQUE DEVELOPMENT Can Role Play a Sales Call through SVIC Can Role Play a RECON Conversation Can Role Play the 5 Steps of the Post Sell Can Role Play PPM Post Sell Where an Incumbent is to be Fired Can Conduct 2 Live Referral Generation Conversations Can Negative Reverse a Negative or Neutral Prospect in Role Play Can Role Play a Monkey’s Paw Conversation Can Role Play a Bracketing Conversation Can Explain the Psychology Behind PAC Can Explain the Psychology Behind OK-Not-OK
  7. 7. You’ve arrived. And yet you continue to forge on. Emerson once said, “Do not go where the path may lead, go instead where there is no path and leave a trail.” You’d be making him so proud. A P P R O X I M A T E LY 2 4 M O N T H S TRAILBLAZER REQUIREMENTS COURSE WORK & MATERIALS Completed 21 Months of President’s Club™ (Skill Building & Mastery Curriculum) & 18 Review Sessions of Quick Start™ (Core Curriculum) Has Read 1 self-selected business book (from PPM library) and Wrote 1 Page Synopsis Engaged a PPM Coach on 6 Documented Sessions BEHAVIOR DEVELOPMENT Has Successfully Initiated 6 Networking Event/Trade Show/Seminar Programs per Management Approval Has Completed 3 Time Management Strategies Successfully for 3 Months Has a Documented Pipeline With Only Clear Actionable Future Steps per Management Approval Has Documented Usage of 5 Hot List Conversations per Management Approval Has Hosted a Networking Event ATTITUDE DEVELOPMENT Has Evidence of 200 Days of Journaling Documented Success of 3 Attitude Goals Per Management Approval Has Successfully Taught 15 Minutes of Attitude Re-Scripting in a PPM Journaling Class Has an Annualized Pipeline equal to 100% of Goal per Management Approval TECHNIQUE DEVELOPMENT Can Role Play an Entire PPM Sales Call Can Role Play an Entire PPM Presentation Call Can Role Play an Interview Using PPM Selling Process Can Explain 9 Sandler Rules and Insights Can Role Play 5 Overcoming Objections Situations Can Overcome 3 Trap Exercises Can Role Play Handling an Irate Customer Can Role Play a Selling After the No Scenario Can Role Play an Up-Selling UFC Can Complete PPM Debriefing Questionnaire of 3 Live Opportunities
  8. 8. You’ve made a lot of progress. And you’re seeing the fruits of your labors. But you know that the more you do, the more you can do. And much awaits you. Deals to close. Margins to increase. Calls to make. And yes, peaks to summit. A P P R O X I M A T E LY 3 6 M O N T H S K I N G O F T H E M O U N TA I N R E Q U I R E M E N T S COURSE WORK & MATERIALS Completed 33 Months of President’s Club™ (Skill Building & Mastery Curriculum) & 24 Review Sessions of Quick Start™ (Core Curriculum) Has Read 1 self-selected business book (from PPM library) and Wrote 1 Page Synopsis Has Completed All PPM Elective Programs (Healthy Life Style, EQ & Time Management) BEHAVIOR DEVELOPMENT Running a Fully Integrated Prospecting Plan Successfully per Management Approval Has Increased Prospect Level Activities per Management Approval Has Scheduled 1 Day/Quarter for 4 Quarters for Full Cookbook Review per Management Approval Has Hosted a Leads Group Has Documented Usage of 10 Hot List Conversations per Management Approval ATTITUDE DEVELOPMENT Has Evidence of 280 Days of Journaling Has Increased Income by 30% per Management Approval Over Previous 3 Years 50% of Prospects are “THE” Decision Makers per Management Approval Has 2 Stepping Stone Stories via Journaling Success Has an Annualized Pipeline equal to 125% of Goal per Management Approval TECHNIQUE DEVELOPMENT Has Taught 15 Minutes of a PPM Prospecting Class Has Taught 15 Minutes of a PPM UFC Class Has Taught 15 Minutes of a PPM Post Sell Class Can Reverse Engineer 9 Appointment Getter Situations Can Explain 15 Sandler Rules and Insights Can Role Play a Sales Call With a White and Black Knight in the Same Room Can Role Play a Groups and Committees UFC Can Overcome 3 Trap Exercises Can Role Play an UFC for All 3 PSD Types Can Complete PPM Debriefing Questionnaire of 5 Live Opportunities
  9. 9. The moon? The stars? Don’t laugh. Anything’s attainable.That’s exactly what legends do. Welcome to the pinnacle. And here’s to whatever comes next. COURSE WORK & MATERIALS Completed 45 Months of President’s Club™ (Skill Building & Mastery Curriculum) & 30 Review Sessions of Quick Start™ (Core Curriculum) Has Read 1 self-selected business book (from PPM library) and Wrote 1 Page Synopsis Has Completed Entire “No Guts, No Gain” Program A P P R O X I M A T E LY 4 8 M O N T H S LEGEND REQUIREMENTS BEHAVIOR DEVELOPMENT Has Completely Upgraded Prospecting Results and Activities via Documented Cookbook Results and per Management Approval Is generating 75% of Leads via Referrals/Strategic Alliances per Management Approval Has Run 75% of Initial Calls on Senior Most Decision Maker per Management Approval Has Successfully Used a Comprehensive Tracking System per Management Approval Has Documented Usage of 20 Hot List Conversations per Management Approval Has Developed and Hosted a Mastermind Group ATTITUDE DEVELOPMENT Has Evidence of 360 Days of Journaling Has Successfully Coached 2 Sales People per Management Approval for 6 months Has Mentored 1 PPM Client for 6 months Has an Annualized Pipeline equal to 150% of Goal per Management Approval TECHNIQUE DEVELOPMENT Has Successfully Taught 1 PPM Core Curriculum Class Has Successfully Taught 1 PPM Skill Building Class Has Successfully Taught 1 PPM Mastery Course Has Run 1 Sales Call in the Presence of a PPM Trainer Can Role Play A Prospecting Call for a Different Industry Can Role Play a Pain Funnel for a Different Industry Can Role Play a Debriefing Conversation for a Sales Person Can Role Play a Rehearsal of a Non Decision Maker Can Complete PPM Debriefing Questionnaire of 10 Live Opportunities
  10. 10. Peak Performance Management 790 Holiday Drive Foster Plaza Building 11 Pittsburgh, PA 15220 (412) 928-9933 www.superiorselling.com
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