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Jennifer Blair May, 2011
Sales professionals are the elite athletes of the world.Sales professionals are the elite athletes of the world.
-Sales Gravy-Sales Gravy
Goal!!!!!!!!!!!!!!!!Goal!!!!!!!!!!!!!!!!
What is your personal goal for May?What is your personal goal for May?
What are the team goals?What are the team goals?
Let’s win and celebrate!Let’s win and celebrate!
Go Go for MayGo Go for May
Let’s Do This!Let’s Do This!
What’s it Gonna Take?What’s it Gonna Take?
Winning AttitudeWinning AttitudeDaily AffirmationsDaily AffirmationsDiggin’ DeepDiggin’ Deep10 Quick Steps10 Quick StepsVisualizationVisualizationCelebrationCelebration
Winning AttitudeWinning Attitude
Winning AttitudeWinning Attitude
Winning AttitudeWinning Attitude
Think positive.Think positive.
Believe in yourself.Believe in yourself.
Keep focused and don’t let anything get in your way.Keep focused and don’t let anything get in your way.
AffirmationsAffirmations
Mentally train your brain to have a winning attitude.Mentally train your brain to have a winning attitude.
Always think with affirmations.Always think with affirmations.
Examples: Examples: ““I am awesome. I am awesome. ““I am going to have a great day.”I am going to have a great day.” ““I am going to make Conference.”I am going to make Conference.” “ “ I am going to pick up this sale.”I am going to pick up this sale.” ““I am a winner.”I am a winner.”
Diggin’ DeepDiggin’ Deep
““One of the most significant ingredients to success is your ability to One of the most significant ingredients to success is your ability to be be comfortable comfortable being being uncomfortableuncomfortable..
Your comfort zone is your enemy. It makes you soft. It leads to Your comfort zone is your enemy. It makes you soft. It leads to complacency.complacency.
You have to constantly and consistently step out of your comfort zone You have to constantly and consistently step out of your comfort zone and challenge yourself.and challenge yourself.
There is no reward for always playing it safe.There is no reward for always playing it safe.
The player who can push themselves further once the situation gets The player who can push themselves further once the situation gets uncomfortable is the one who will win.”uncomfortable is the one who will win.”
-Alan Stein-Alan Stein
(courtesy of JamieLynn Farjado-Cota)(courtesy of JamieLynn Farjado-Cota)
Diggin’ DeepDiggin’ Deep
Think of a time where you accomplished a great goal Think of a time where you accomplished a great goal that took a lot of effort but was so satisfying. Remind that took a lot of effort but was so satisfying. Remind yourself of this and know that you have the strength to yourself of this and know that you have the strength to accomplish great things. accomplish great things.
Failure is not an option. Failure is not an option.
Be conscious.Be conscious.
No regretsNo regrets
High sense of urgencyHigh sense of urgency
10 Quick Steps10 Quick Steps
At the top of each hill do 10 quicksteps.At the top of each hill do 10 quicksteps.
Push yourself and you will see that you have more to Push yourself and you will see that you have more to give.give.
Keep the momentum going!Keep the momentum going!
Always keep looking forward. Always keep looking forward.
At the end of the day make sure you know your game At the end of the day make sure you know your game plan for next day and the rest of the week/ month. plan for next day and the rest of the week/ month.
Celebration!Celebration!
Have fun!Have fun!
Give yourself a high five when you accomplish each little Give yourself a high five when you accomplish each little goal. goal.
Celebrate big when you accomplish your big goals. Celebrate big when you accomplish your big goals.
What I Wish I KnewWhat I Wish I Knew
What I Wish I KnewWhat I Wish I Knew
Be ExceptionalBe Exceptional
Business ManagementBusiness Management
ProspectingProspecting
ReferralsReferrals
Presentation SkillsPresentation Skills
ProspectingProspecting
LikeabilityLikeability
Be ExceptionalBe Exceptional
Be professional.
Be a team player.
Do the right thing.
Set realistic expectations.
Accountability/ Follow- Up
Provide value
Constantly prospect for referrals for your referral partners.
Business ManagementBusiness Management
Daily integrity Control your business. Provide value.
Commits/ Submits
Always be prospecting.
Focus on referrals.
Focus on increased sources of revenue.
Self Assessment and Development
ProspectingProspecting
Be confident.Be confident.
Ask for referrals. Ask for referrals.
Know your call efficiency and closing ratio with each Know your call efficiency and closing ratio with each source of business.source of business.
Focus 80% time on your strongest source of business.Focus 80% time on your strongest source of business.
Set daily/ weekly minimum activity expectations for self Set daily/ weekly minimum activity expectations for self (8 presentations/ 50 calls per week)(8 presentations/ 50 calls per week)
ReferralsReferrals
Be exceptional.Be exceptional.
Always ask. Tell people where you get your business.Always ask. Tell people where you get your business.
Train referral partners- When you think of payroll, think Train referral partners- When you think of payroll, think of me.of me.
Constantly prospect for referrals to your referral Constantly prospect for referrals to your referral partners.partners.
Practice exceptional follow-up.Practice exceptional follow-up.
Presentation skillsPresentation skills
Build rapport.Listen- Understand buyer motivation & reluctatance. Identify & confirm 3 needs/ benefits.- Zaina
Be confident and professional.
Don’t assume anything.Value statementPayroll 101
Carleen's I will
LikabilityLikability
Be memorable.Be memorable.
Be excited.Be excited.
Smile.Smile.
Show a genuine interest in people.Show a genuine interest in people.
Make it about them and empathize.Make it about them and empathize.
Lead with your heart.Lead with your heart.
ClosingClosing
Wherever you go, go with your heart.Wherever you go, go with your heart.
-Confucious-Confucious
After WhileAfter While
