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Keys to success training 090713


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Keys to success training 090713

  1. 1. 1) It is simple to succeed -but not necessarily easy 2) The Sales Funnel 3) Knowledge 4) Commitment – Full Time is a Frame of Mind 5) Style 6) Respect 7) Listen Keys to Success
  2. 2. • This phrase is incredibly prophetic – In fact many people succeed that you would not expect. – When a process is replicated – anyone can do it – As Kenny Lloyd our CMO says • You do not have to be pretty or smart • you simply have to have a system and follow it Innvia has that system The more you know the less you need to say. - Jim Rohn It is simple to succeed -but not necessarily easy
  3. 3. • Babe Ruth was the Home Run King – Most people do not realize he was also the strike out king • The sales funnel is the amount of business or prospects you have to identify to meet your objectives The Sales Funnel
  4. 4. Companies determine a closing ratio based on a set of criteria to manage their sales process to assure success – A sales person has to identify who they are going to sell, how much and what time frame – They also have to answer a predetermine set of questions about the account to determine the probability (%) to close – These questions could include: have you scheduled an appointment (10%), do they have funds (40%), has management met them (50%), is the purchasing department involved (80%), is the purchase order being processed (90%) The Sales Funnel
  5. 5.  The moral is – if you want 12 people in your front line it may require 20-100 people in your funnel depending on how well you pick, qualify and work them.  The process of qualifying not only gives you a higher probability success but more importantly sets milestones to achievement The Sales Funnel
  6. 6. Product knowledge is key to success – The majority of people are trying to figure out the “Affordable Care Act” and how they will be impacted. – If you are knowledgeable on the subject and point people to information and affordable insurance – you will be successful. Knowledge
  7. 7. While Innvia and the “Diamond Wealth Team” have the platform and systems to make building a team and business simple – you have to invest time learning the product, company and market. – This is so you can answer questions and be knowledgeable and confident – The key to success is to minimize how much you say • you initially just want to create interest • then get them to the site or on a 3-way call Knowledge
  8. 8. The Innvia opportunity is structured as a referral system You do not need to sell The product and opportunity speak for themselves Your job is simply to get people to look at the site. An investment in knowledge pays the best interest. - Benjamin Franklin Knowledge
  9. 9. Full time is more a frame of mind - than a number of hours – Have a tablet with you all the time – Write down all your ideas – A professor once said “No thought is as clear as the first time you experience it.” Commitment
  10. 10.  If every conversation you have you bring up insurance and simply listen – then briefly share  If you set daily goals and review them daily  If you smile at everyone and give them an earnest compliment  If everyday you look at your life – compare it to the rest of the world and find something to be thankful  If everyday you do a random act of kindness Then you will be successful Commitment
  11. 11. It was character that got us out of bed, commitment that moved us into action, and discipline that enabled us to follow through. - Zig Ziglar Commitment
  12. 12. Two of the most successful people in Technology Industry I knew – The 1st – if you started talking technology to them they would simply walk away. They made a fortune by simply going to executives and asking them what problem they were trying to solve (LISTEN). Then they would martial whatever resources it took to solve the problem. – The 2nd – never worked more than 35 hours a week. However, they set high goals, worked smart, had a plan and worked a system Style
  13. 13. – I learned from these two people to listen and work smart. – I also learned from the saying of “sell yourself first, company second and product third”. • This is critical to success because at the end of the day whatever you are selling there are probably two other products that will do the job. • The key is what do you personally and your company bring to the table. Knowledge, support, predictability and dependability are the most coveted. Style
  14. 14. The Moral is – Learn to listen, work smart and bring something(knowledge) to the table. Every one is talking about and impacted today by health insurance. It is almost as simply as saying the word “insurance” and possibly “mandate and you have an instant conversation Just sit back and let them talk Then share your opportunity Style
  15. 15. Respect is critical to success. – My Vietnam Company Commander Michael McFadden • “a true hero” • Lives by the motto “Mutual Respect”. Respect
  16. 16. Respect is critical to success. – Respect is • Being timely – When you are late for an appointment you are disrespecting the person’s time no matter what the excuse or reason • Being prepared – Shows people that you respect their time and attention • Being Responsive – Shows people you are dependable • Following up – Keeps people engaged Respect
  17. 17. – Being successful is maximizing every interaction you have If you have some respect for people as they are, you can be more effective in helping them to become better than they are. - John W. Gardner Respect
  18. 18. One of the most important things in selling is to be a good listener – Initiate a conversation with a thought provoking comment. – The exciting part about Innvia is everyone is - already talking and concerned about health care and the mandate. – If you let someone talk first - you will understand what is important to them. – The biggest mistake sales people make is - selling before listening. Listen
  19. 19. “Listening to people keeps them entertained.” Mason Cooley “Every person in this life has something to teach me--and as soon as I accept that, I open myself to truly listening.” Catherine Doucette “I like to listen. I have learned a great deal from listening carefully. Most people never listen.” Ernest Hemingway Listen
  20. 20. “Education is the ability to listen to almost anything without losing your temper or your self-confidence.” Robert Frost “The most basic and powerful way to connect to another person is to listen. Just listen. Perhaps the most important thing we ever give each other is our attention... A loving silence often has far more power to heal and to connect than the most well-intentioned words.” Rachel Naomi Remen Listen
  21. 21. Diamond Wealth Team website Email Thank You – For more information