Quota monthly newsletter, june 2013

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This is a monthly newsletter issued by Quota to communicate with its customers, prospects and the sales community at large. In addition to the events that took place during the month and the planned events, there are valuable articles that are written by well know sales speakers and writers.. Very useful document that I urge you to read it.

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Quota monthly newsletter, june 2013

  1. 1. QNEWS • June 2013 • 1 A funny thing happened along the way of life... I missed the fun factor! Working has never seemed like a chore because I have always enjoyed what I did. I suppose I was one of the lucky ones as my passion and my profession occupied the same place. However, on reflection, I realized something was missing... the fun factor. When was the last time you had a belly laugh? Or laughed so hard you cried? Wasn’t it marvellous?... Enjoying our work is a great luxury. Loving our work is a blessing. Which brings us the fun factor. Why not have it all? Why not enjoy our work, love our work and have the fun factor built in? The foundation of the Quota® System™ is gamification. Gamification simply means using a learning methodology that employs engagement, fun and interaction. After 9 years in business and thousands of sales professionals trained we have learned a thing or two about fun! We all seem to be natural game players as everyone exposed to the unique Quota® methodology has had fun. Brand new sales people through to 40-year sales veterans get equally involved in playing, competing and learning. There seems to be a gene built into each of our DNAs that responds to fun and games! If you haven’t yet found the ‘fun’ in what you do... consider this: If someone replaced you today – what would they do differently and how would they make it fun for themselves and everyone they interact with? When you take a few moments, I am sure you will also find the ‘fun’ factor in your work and think of creative ways to make the work & interactions something to look forward to! Finally, I am very pleased to announce the addition of two new FUN programs to the Quota® System™ family: Quota® Sales Self Leadership™ (QSSL™) is a dynamic new, advanced program targeted to graduates of our Quota® and Quota® COACH™ (Sales Management) programs. This advanced program focuses on methods we each can use to enhance our leadership skills and better engage our customers, employees and selves. Plus, Quota® has launched the Quota® System Reinforcement Program™ (QSRP™). The QSRP™ is a winner! The one-day program is provided to Quota® graduates 6 to 12 months post Quota® implementation. QSRP® is a complete review of the 10-stage B2B sales cycle covered in Quota® and uses new interactive exercises, role plays and games to ensure learning transfer. Sales teams are divided into ‘Pit Crews’ and race each other on the QSRP™ Sales Highway! Great fun and critical skills reinforcement. Best wishes to each of you for a great summer... and fun!! • INSIDE THIS ISSUE Where’s the Fun? Volume 10, Issue 6 • June 2013 Questions That Customers Pay Attention To 3 The Art of the Question – Eight Key Rules 4 Fifteen Powerful Open-Ended Questions 6 Loblaws QSRP™ winning team in Toronto with National Sales Manager – Mr. Rick McCallum
  2. 2. QNEWS • June 2013 • 2 Quota® Public Seminars June - December, 2013 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/ India, Gurgaon - Quota® COACH™, July, 2013 Chennai - Quota® COACH™, July, 2013 Egypt, Cairo - Quota®, December, 2013 (TBD) USA, New York - Quota® July 24, 2013 New York - Quota®, October 16, 2013 UK, Leeds - Quota®, October 18, 2013 Canada, Toronto - Quota®, August 22, 2013 Niagara Falls - Quota®, September 26, 2013 Montreal - Quota®, September 25, 2013 Toronto - Quota® COACH™, November 4-5, 2013 Toronto - QSSL™, November 4-5, 2013 Toronto - QTTM™, November 5, 2013 Toronto - QSRP™, November 6, 2013 Toronto - QIS™, November 6, 2013 Hungary, Budapest - Quota®, June 26, 2013 Malaysia, Kuala Lumpur - Quota®, July, 2013 (TBC) QUOTAISSUESELLING Welcome! You are invited to attend QIS™ - 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 that builds on the Quota® System core competencies. The QIS™ workshop is a fun and interactive experience that 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 after our national sales meeting to say that we were most satisfied with the delivery of Quota® Coach™ and Q.I.S.™, totheKrugerProductsAway from Home Sales Division. Our objective was to have you provide meaningful and current best practice skills for ... our experienced sales force ( Q.I.S.). QIS addressed this objective within a fun and competitive learning environment. Feedback, to me, has been excellent both from members of the sales team and sales managers.” David Ronald Director Western Region National Sales Development A.F.H. Division To register - contact: inquiry@quotagame.com / or: (905) 601-2880 www.quotagame.com November 7, 2012 1:00 to 5:00 pm Seminar Fee of $495 per person! Breakfast/Parking Included SALESMANAGEMENTWORKSHOP Welcome! You are invited to attend Quota® 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 with various Universities and is continually updated to represent the latest trends and best practices in Sales Management. “The Professional Sales Practices course has proven to be a great benefit to me as a National Sales Manager. I have been able to implement the practices with the sales force across Canada and I believe it is a big reason why we are prospering during this reces- sionary time. We have been able to increase our sales by 30% YTD and we are currently the best performing division globally.” Frank Malta Handicare “I feel that I have effectively acquired the tools to help me step up to the plate as I am now confi- dent in my abilities to recruit, to train and to hold an effective and interesting sales meeting. I have more confidence in my abilities... as well as, confidence in the tools that I have acquired to successfully progress in my career in Sales Management.” Calum Nicol Therapist’s Choice “Our objective was to have you provide meaningful and current best practice skills for our managers ( Quota Coach ) and for our expe- rienced sales force (Q.I.S.). Both programs addressed this objective within a fun and competitive learning environment. Feedback, to me, has been excellent both from members of the sales team and sales managers. We look forward to having our team use these best practice skills and for your team to keep us current on developing selling techniques.” David Ronald Director Western Region National Sales 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, 2012 8:30 am - 4:00 pm The Toronto Airport Marriott Hotel 901 Dixon Road (Pearson Airport) Toronto, ON (416) 674-9400 $1,295 p.p., Breakfast/Lunch Included inquiry@quotagame.com or: (905) 601-2880 www.quotagame.com SALESSELFLEADERSHIP Welcome! You are invited to attend Quota® Sales Self Leadership™ November 6th, 2012 8:30 AM to 4:00 PM Toronto Airport Marriott Hotel 901 Dixon Road (Pearson Airport) Toronto, ON, (416) 674-9400 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. Seminar Fee of $595 per person Continental breakfast and lunch included Come participate in the unique sales development 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 paced and kept everyone involved and on task while having fun. The day just flew by!” Mr. Gord Leah Business Director - RISO Canada “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 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: inquiry@quotagame.com / or: (905) 601-2880 www.quotagame.com ! ! ! ! ! ! ! ! ! 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
  3. 3. QNEWS • June 2013 • 3 Questions That Customers Pay Attention To By Stu Schlackman You may be asking yourself, “Why didn’t I get the follow-up meeting with that recent prospect”? You asked all the right questions and got the answers you needed to qualify them. You have their budget, their goals and needs, their timing to make the decision, who will decide, and of course you know your competitors that are also in play. AND, you believe you have the perfect solution to meet their needs! Unfortunately this happens to many sales professionals yet only one will earn the customer’s business. While you may be asking good questions, you may not be asking the right questions. You want to ask the type of questions that make the customer take notice of who you are and what you have to offer. What makes them pay attention to you? What are the questions that get the customer to say “tell me more”? Customers get bored when you ask the basic surface questions. These are the questions that you need to have answered to better understand the customer’s situation and so that your solution can be positioned to meet the customer’s needs. Customers already know their situation! Customers want to know what makes you different from the pack and how you can help them in a way that provides value that no one else can deliver. And remember, the last thing your prospects want on a first appointment is a presentation! This meeting is not about you and what you offer. It should be all about your customer and how you can help them meet/exceed their needs and achieve their goals and objectives. Customers want the conversation to be all about them. In other words let them talk – you should be listening! So what are the questions you should ask? Think about it this way – customers engage best when they are asked specific & targeted questions that peak their interest and highlight the consequences of unsolved issues. There are 3 critical types of questions you need to ask to build momentum and insure that you get the next meeting. 1 What are the issues? To build the critical trusting relationship, you need to understand what’s really going on. Ask them, “What issues are you facing that most need to be resolved”? Do not start by asking what type of solution they are looking for or how much they will spend; instead aim to learn where they are experiencing pain? How bad is the pain and how long has it been going on? The best sales people dig deep when it comes to understanding customer issues. 2 What is the cause? Ask them, “How long have you been having this issue? Is it getting better or worse? Do you have any thoughts on why?” These probing questions will demonstrate that you are truly interested in understanding their situation to the fullest extent. In other words you are building credibility with the customer and showing them that you care. This approach takes the conversation to a better level of understanding and often they will even discover something they hadn’t seen before. Helping your customers understand the cause of their issue helps you understand which solutions to offer, when appropriate, and helps them to think through the situation. 3 What is the impact? Impact questions help to create a sense of urgency about the issue. Now that you more fully understand the problem and how it was caused, it’s time to talk about the possible impact on the business. Ask them, “How do you think this issue is having an impact on productivity, customer service, revenues or operating expenses”? When you can help them understand the impact, they are one step closer to taking action in your direction. Discover sales trends for the new economy Click Here • Recruiting Elite Performers • Coaching Competencies • Sales Meeting Checklist • Time & Task Management • Managing Performance Problems • Maximize your sales training investment Take your team to the next level of Performance with Quota® Coach™! Introducing Quota® CRM™! Unique and proprietary software that allows you to: • Manage your portfolio of clients • Track your ROI on marketing • Identify critical coaching areas • Consolidate your sales team’s performances into one report • Compare individual vs. team vs. company sales performance Contact (905) 601-2880 or email inquiry@quotagame.com to get more information on this outstanding sales Development tool! • Quota® Reinforcement • Race the sales highway! • Unique game format • Review of 10-stage B2B • 40 Competencies reinforced! • Team building format • Structured as Quota® follow up program 6-12 months post Take your team to the next level of Performance with QSRP™! Contact (905) 601-2880 or email inquiry@quotagame.com to get more information on this outstanding sales Development tool! Introducing Quota® Sales Self Leadership (QSSL™)! Unique and proprietary software that allows you to: • Advanced Leadership Program • Bettter engage your clients and sales representatives. • Identify self-improvement areas • Action plan the new you! • Evaluate your leadership style and where you want to grow • Thomas International Personal Profile Assessment included! Contact (905) 601-2880 or email inquiry@quotagame.com to get more information on this outstanding sales Development tool! PLAYE R W ORKBO OK PLAYE R W ORKBO OK
  4. 4. QNEWS • June 2013 • 4 Good selling is all about going below the surface by asking thoughtful, probing questions that help to uncover the key issues, the root causes, and finally the impact that their most painful issues can have on their business. Prepare to ask questions that your customers will pay attention to and you will be much closer to building the kind of relationships that will lead to more closed sales. Good selling! • The Art of the Question – Eight Key Rules By Rick Johnson Any successful sales strategy starts with the ability to understand the “Art of the Question”. It is imperative that you understand the customer’s needs and find their pain. That not only means asking lots of questions but it means asking the right kind of questions and then listening very carefully. If you become skilled at the “Art of Questioning”, you will be amazed at the information you can uncover. Key Rules for the “Art of the Question” Rule #1 Gain information. Don’t assume anything when you are building relationship equity with a customer. Ask question after question until you completely understand your customer. The real value is not in the answer but in the ability to ask the right questions. Rule #2 Check your relationship status and customer interest. Ask questions that uncover the customer’s attention level. Determine if they understand your value propositions. For example, ask whether they agree that your business relationship can help them increase profitability. Rule #3 Determine buyer makeup. Ask questions to find out where the buyer is “coming from,” if he is experienced, knows exactly what his needs are and understands how your products can be beneficial. Rule #4 Encourage interaction so you can listen more. When you ask questions, you encourage the buyer to talk. This makes the buyer like you better-and helps you learn more about them personally and about their business. It’s especially helpful to get the buyer to talk when you realize you have said something they didn’t agree with or understand. Rule #5 Share information. Sometimes you may want to provide information that will help your customer understand your products, your company and the value you provide. For example, you could ask, “Did you know that our product line is rated number one by Purchasing Magazine?” Rule #6 Ask what they think. Questions that ask for someone’s opinion not only provide knowledge, but also indicate that you are interested in what that person has to say. For example, ask, “If you could make a preseason buy with X terms, how much impact would that have on your growth and net profit. Rule #7 Staying Focused. Key questions asked when the conversation seems to wander can get you back on track toward meeting your goals. Asking personal questions about a prospect to find a starting point is fine, but eventually you need to discuss the real reasons for meeting. Asking questions like “Can we get back to that issue you mentioned regarding your service problems? This will refocus attention on the important issues. • Recruiting Elite Performers • Coaching Competencies • Sales Meeting Checklist Time & Task Management Introducing Quota® CRM™! Unique and proprietary software that allows you to: • Manage your portfolio of clients • Track your ROI on marketing • Identify critical coaching areas • Consolidate your sales team’s performances into one report • Compare individual vs. team vs. company sales performance Contact (905) 601-2880 or email inquiry@quotagame.com to get more information on this outstanding sales Development tool! Mr. George Anastasopoulos – Quota® Sales Self Leadership™ author and facilitator
  5. 5. QNEWS • June 2013 • 5 Rule #8 It’s not about you. Simply put, questions that make the customer feel important go a long way to strengthening your relationship. If the customer has mentioned any type of difficulty such as shortages, personnel issues or product quality issues from other suppliers don’t start puking all over them with a sales pitch. Ask them if they are having a rough day, a rough week. Ask if there is anything you can do to help. I once asked a customer what it would take to do business with him and he told me I needed to give him the product free. That led to further discussion and a consignment program that turned him into our largest account. Questions can be Powerful Asking the right question at the right time can be very powerful. Timing of questions and the types of questions are directly proportional to your relationship with the customer. Initial questions should all focus on developing your relationship equity with the customer. One of my very first mentors once said to me; “Rick, if you call on a customer and talk for forty-five minutes telling him all about your products, your company and preach about features and benefits and he talks for fifteen minutes, when you leave he probably isn’t going to think you are a very good sales person no matter how good your presentation was. On the other hand, if you talk to him for fifteen minutes asking the right questions about his problems, his company, his goals and even his personal beliefs and family and you let him talk for forty-five minute, chances are he is going to think you are one of the best salesmen that ever called on him. How can he not think that when you just spent forty-five minutes listening to him tell you about his issues, his challenges, his problems, his company and even his family?” Choose Your Questions Wisely Do you remember some of your basic sales training when it comes to the types of questions to ask? As you recall, there are two basic types of questions. They are closed end questions and open end questions. The individual situation and type of information you are trying to get often dictates which type of question to use. However, during the initial relationship process, open ended questions should dominate. Closed Ended Questions Closed ended are restrictive questions that can be answered very quickly with a simple yes or no or a very limited response. This type of question is useful for obtaining a specific bit of information, data or validation. They are often used in the closing process as well. Examples include questions like: Do you want me to order six or eight widgets for delivery next Tuesday? Do you prefer our next appointment to be on Monday or Thursday? Open Ended Questions Open-ended questions do not lead the customer and they do not require a simple answer. Open ended questions seek to gain a better understanding of the customer by getting them to reveal much more about their objectives, needs, current situation and personality profile. Examples include questions like: Can you explain to me exactly how your business generates new accounts? How do you determine which business segments are going to get priority on resource allocations? Can you tell me about the last time you missed productivity targets and how you got things back on track • Recruiting Elite Performers • Coaching Competencies • Sales Meeting Checklist • Time & Task Management • Managing Performance Problems • Maximize your sales training investment Take your team to the next level of Performance with Quota® Coach™! Introducing Quota® CRM™! Unique and proprietary software that allows you to: • Manage your portfolio of clients • Track your ROI on marketing • Identify critical coaching areas • Consolidate your sales team’s performances into one report • Compare individual vs. team vs. company sales performance Contact (905) 601-2880 or email inquiry@quotagame.com to get more information on this outstanding sales Development tool! • Quota® Reinforcement • Race the sales highway! • Unique game format • Review of 10-stage B2B • 40 Competencies reinforced! • Team building format • Structured as Quota® follow up program 6-12 months post Take your team to the next level of Performance with QSRP™! Contact (905) 601-2880 or email inquiry@quotagame.com to get more information on this outstanding sales Development tool! Introducing Quota® Sales Self Leadership (QSSL™)! Unique and proprietary software that allows you to: • Advanced Leadership Program • Bettter engage your clients and sales representatives. • Identify self-improvement areas • Action plan the new you! • Evaluate your leadership style and where you want to grow • Thomas International Personal Profile Assessment included! Contact (905) 601-2880 or email inquiry@quotagame.com to get more information on this outstanding sales Development tool! PLAYE R W ORKBO OK PLAYE R W ORKBO OK Loblaws QSRP™ winning team – Calgary
  6. 6. QNEWS • June 2013 • 6 It’s a Cake Walk These are simple rules about a simple concept and yet it is amazing how many sales people, even experienced sales people forget to apply them. Sales is not easy especially when the economy is struggling. So print these eight simple rules out and have your sales force keep them close at hand. Maybe just this little reminder may make a difference during these tough times when they are out trying to increase sales and gain market share. • Fifteen Powerful Open-Ended Questions By M. Schultz and J. Doerr The best way we can serve our clients is by knowing what’s going on in their worlds. And the best way to find out what’s going on in their worlds is to ask them open ended questions – the kind of questions that get them talking about themselves. Following are fifteen open ended sales questions you can ask that will help you get the full picture of your clients’ situations and needs. These open ended questions are broken down into three groupings within the RAIN™ Selling Framework: • Rapport • Aspirations and Afflictions • Impact Five Rapport Generation Questions Ask these open ended sales questions to help you get to know your current or potential clients and establish an understanding of their current reality. 1 What’s going on in your business these days? 2 If the Wall Street Journal were to write about what was going on in your industry (or your business) in the last few months, what would they say? 3 How has your business changed in the last few years? 4 What’s it like doing your job these days? 5 Can you help me to understand what’s happening in your world these days? Five Questions to Uncover Aspiration and Afflictions Ask these open ended sales questions to help you understand what afflictions (challenges) your client is facing, and what aspirations (goals) they have for their business. 1 What keeps you up at night? (An oldie, but goodie.) 2 In the best of all possible worlds, what do you think you could do with your business? 3 What’s holding you back from reaching your revenue (or profit, or other) goals? University of Toronto – St. George Campus – Quota Champions! Kruger Products Ltd. – QSSL™ Championship Team Kruger Products AFH Division in St. John’s, Newfoundland
  7. 7. QNEWS • June 2013 • 7 4 If there were no restrictions on you, what business difficulties would you erase? Can you tell me why you say that? 5 What does success look like for you and your business? Five Questions to Uncover the Impact of Solving (or Not Solving) Aspirations and Afflictions Ask these open ended questions to help put a monetary value on solving your clients’ afflictions or achieving their aspirations. 1 If you could overcome these challenges, what would happen to your company’s financial situation? 2 If you were to make this happen, what would it mean to your career? 3 How would implementing these changes affect your ability to compete? 4 How do you think senior management would evaluate the success of this initiative? 5 If you don’t solve (insert the particular challenge here), what kind of difficulties will you face going forward? As you ask any open ended questions, bear in mind that a most difficult task is not sounding too salesy when asking questions. While we’ve suggested wording here in this article, feel free to make the wording your own. Find your own voice when asking the questions. Also, sometimes all you need is to ask one open-ended question and your client will share with you all the information you need to help them. Other times you may need to ask a few, but make sure you don’t overdo it. You don’t want to make your client feel as if he is on the witness stand. One other tip: if your client answers a question but you want them to expand a bit more, ask them, “how so,” or “can you tell me a little more about that?” You’ll be surprised at just how much you can learn, and the difference it will make in your ability to help your clients succeed. • Quota® Players in Budapest, Hungary! Quota® Championship Team in Budapest! Telephone: +1 (905) 601-2880 Fax: +1 (905) 828-7890 E-mail: inquiry@quotagame.com Website: www.quotagame.com

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