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Habits of Top Producers: Brent Widman, Southwestern Consulting

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2017 MACE Annual Conference presentation from Brent Widman of Southwestern Consulting.
Learn the best tips in sales execution and training from Brent, a professional sales coach. You will leave with at least 10 new ideas that you can use when you return home. This session includes practical advice to improve sales, motivation to persist through obstacles and self-management tips on how to be more efficient and effective.

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Habits of Top Producers: Brent Widman, Southwestern Consulting

  1. 1. SOUTHWESTERNCONSULTING.COM IMMEDIATE RESULTS WORKSHOP The Habits of Top Producers Brent Widman www.brentwidman.com
  2. 2. SOUTHWESTERNCONSULTING.COM ABOUT SOUTHWESTERN
  3. 3. SOUTHWESTERNCONSULTING.COM
  4. 4. SOUTHWESTERNCONSULTING.COM HABITS OF TOP PRODUCERS
  5. 5. SOUTHWESTERNCONSULTING.COM HABITS OF TOP PRODUCERS What separates top producers from average producers?
  6. 6. SOUTHWESTERNCONSULTING.COM 1. Get Past Their Excuses What separates top producers from average producers? HABITS OF TOP PRODUCERS
  7. 7. SOUTHWESTERNCONSULTING.COM 1. Find a Way, NOT an Excuse 2. Students of Their Game What separates top producers from average producers? HABITS OF TOP PRODUCERS “Formal education will make you a living; self-education will make you a fortune.” – Jim Rohn Investing in their mind.
  8. 8. SOUTHWESTERNCONSULTING.COM 1. Find a Way, NOT an Excuse 2. Students of Their Game 3. Take Action Now! What separates top producers from average producers? HABITS OF TOP PRODUCERS
  9. 9. SOUTHWESTERNCONSULTING.COM 1. Find a Way, NOT an Excuse 2. Students of Their Game 3. Take Action Now! What separates top producers from average producers? HABITS OF TOP PRODUCERS QUESTION: What Is The Most Expensive Invisible Cost in Business? ANSWER: Procrastination a.k.a “Creative Avoidance.”
  10. 10. SOUTHWESTERNCONSULTING.COM HABITS OF TOP PRODUCERS What separates top producers from average producers? 3. Take Action Now! QUESTION: How Do Top Producers Overcome Their Procrastination Tendencies? ANSWER: Income Producing Activities (I.P.A.’s)
  11. 11. SOUTHWESTERNCONSULTING.COM CYCLE OF THE SALE
  12. 12. SOUTHWESTERNCONSULTING.COM CYCLE OF THE SALE Pre-Approach ApproachReferrals IntroductionObjections PresentationClose
  13. 13. SOUTHWESTERNCONSULTING.COM CYCLE OF THE SALE Pre-Approach ApproachReferrals IntroductionObjections PresentationClose
  14. 14. C A S P L
  15. 15. A S P L CURRENTLY
  16. 16. CURRENTLY A S P LIKE
  17. 17. CURRENTLY ALTER S P LIKE
  18. 18. CURRENTLY ALTER SIGNER P LIKE
  19. 19. CURRENTLY ALTER SIGNER PAINT THE PICTURE LIKE
  20. 20. CURRENTLY ALTER SIGNER PAINT THE PICTURE LIKE
  21. 21. SOUTHWESTERNCONSULTING.COM CYCLE OF THE SALE Pre-Approach ApproachReferrals IntroductionObjections PresentationClose
  22. 22. SOUTHWESTERNCONSULTING.COM 2 – 5 – 15
  23. 23. SOUTHWESTERNCONSULTING.COM THE SPIRAL CLOSE 1. Yes Q 2. Choice Q 3. Tie Down Q 4. Boomerang Q YES YESMOMENTUM Building “Yes Momentum”
  24. 24. SOUTHWESTERNCONSULTING.COM COAST SILK
  25. 25. SOUTHWESTERNCONSULTING.COM TOP PRODUCER’S EDGE Finding Your
  26. 26. SOUTHWESTERNCONSULTING.COM TOP PRODUCER’S EDGE From Southwestern Consulting INCREASE YOUR INCOME through strategies to help you gather more referrals, set more appointments and close more sales. MULTIPLY YOUR TIME by creating systems to be more organized and a schedule that will give you more balance and bigger results in less time. GROW YOUR CONFIDENCE as you work with your coach to create a vision for your life and inspiring goals for each day.
  27. 27. SOUTHWESTERNCONSULTING.COM What All is Included? TOP PRODUCER’S EDGE Minimum 12-month commitment ONLINE LEARNING VIDEOS every other day emailed to you between coaching calls. CRITICAL SUCCESS FACTORS (CSF) DAILY ACTIVITY TRACKING to help hold yourself accountable, measure your progress and ensure results. 26 SUPPLEMENTAL MODULES on topics such as closing skills, answering objections, time management, gathering referrals and much more! 1-ON-1 PHONE CALLS twice a month for 45-55 minutes custom tailored to your unique needs.
  28. 28. SOUTHWESTERNCONSULTING.COM TOP PRODUCER’S EDGE How do I know this is for me? COMMITTED? 100% dedicated for a minimum of 12 months. COACHABLE? Apply principles and study all of the Southwestern Consulting material between calls. CHANGE? Develop new habits and fill out CSFs every day.
  29. 29. SOUTHWESTERNCONSULTING.COM Most coaching programs… - Roger McConnell paid $1,000 per month - Rob Saunders paid $1,200 per month - Our coaches paid $1,500 per month - Jimmy Moore paid $25,000 per year Most people expect at least $2,000 per month TOP PRODUCER’S EDGE How Much Is It? $525 per month + One time $150 activation fee Contract Term: 12 Months, then month-to-month TOP PRODUCER’S EDGE
  30. 30. SOUTHWESTERNCONSULTING.COM “But what if…?” • It’s just bad timing and I don’t have the money right now • I’m not sure if it’ll work for me • I need to talk to my spouse
  31. 31. SOUTHWESTERNCONSULTING.COM OPEN MINDED?
  32. 32. SOUTHWESTERNCONSULTING.COM Welcome Back To The Stage…
  33. 33. SOUTHWESTERNCONSULTING.COM BONUS #1 Audio Recording of Our Live One-day Sales Training Conference & a Downloadable Workbook (Retail Value $300) “An MBA in sales rolled up into 8 awesome hours!” – CJ Noel, Bankers Life and Casualty
  34. 34. SOUTHWESTERNCONSULTING.COM BONUS #2 VIP Access To Our ONLINE TRAINING ARCHIVE (Retail Value $700)
  35. 35. SOUTHWESTERNCONSULTING.COM BONUS #3 Top Producer Pack Complete Self-Paced Home Study Digital Library! (Retail Value $1,000)
  36. 36. SOUTHWESTERNCONSULTING.COM BONUS #1 – GET RECHARGED with our conference on audio complete with workbook! BONUS #2 – WEEKLY VIP ACCESS to our online training archive. BONUS #3 – COMPLETE HOME STUDY LIBRARY with our 2 bestselling books and over 30 hours of training! $499/month (plus one-time $125 activation fee) Contract Term: 12 Months, then month-to-month
  37. 37. SOUTHWESTERNCONSULTING.COM 2 Categories 1 2
  38. 38. SOUTHWESTERNCONSULTING.COM TODAY ONLY: BONUS #1 – GET RECHARGED with our conference on audio complete with workbook! BONUS #2 – WEEKLY VIP ACCESS to our online training archive. BONUS #3 – COMPLETE HOME STUDY LIBRARY with our 2 bestselling books and over 30 hours of training! $525/month (plus one-time $150 activation fee) Contract Term: 12 Months, then month-to-month
  39. 39. SOUTHWESTERNCONSULTING.COM SHARE THE LOVE –Do You Like Winning? –Did You Get Value Today? –Share The Love! –For Every 2 Referrals You Give, You’ll Get Another Chance To Win!
  40. 40. SOUTHWESTERNCONSULTING.COM

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