How to Grow Your Business 50% in 2010!

Presented by: Albert Bellington

“Since attending your training I have already

Closed the two largest accounts in my lifetime.

My earnings from these two accounts alone

represent over 50% of my last year’s earnings.”

(Ralph Fratus, Jr., LUTCF, Designed Benefits Group)

Strategic Partners:

Sandler Training Institute at a Glance

Founded: 1967Commercialized: 1985Training Centers 220 GloballyIndustries Trained 200+People Trained 500,000+5 Year Average Growth 35%Entrepreneur Magazine Rating #1 (2005, 2006. 2007. 2008 2009, and 2010!) 2009 Hour Training in Our Facility 407ISO 9000 Certified Course Provider

Our Mission:We are dedicated to helping individuals and organizations measurably increase their sales and client development performance by “growing closer to their true potential”.We achieve this goal by applying our proven methodology to the sales process vs. the traditional approach still used by most organizations today.We feel the most important step in the process is helping our clients recognize that a change in attitudes and behaviors must be ongoing, reinforced and supported and requires a commitment and investment of time, money, risk of failure and a belief in themselves.

ALBERT A. BELLINGTON - Biography

Albert Bellington, Executive Vice President of Sandler Sales Institute, brings over 15 years of direct sales and sales management experience to the firm's clients. He provides an experienced, hands-on approach to all audiences who are, seeking to improve their overall sales and sales management processes, increase the overall number of sales, increase territory management and efficiency, along with enhancing recruiting accuracy and client development.

During his career, he has worked with a variety of companies and industries and successfully increased their profitable revenue and client development through the implementation of personal and organizational behavioral changes.

As a Certified Sandler Trainer, he provides innovative public seminar training courses through a variety of effective methodologies. In addition, with his vast embodiment of sales training with industry leaders like Xerox Corporation, and IKON Office Solutions, he has been blessed with the best training and mentoring possible, and has been successfully transferring his knowledge to sales reps and managers, in all facets of business, for many years. Many of the sales reps he has mentored have become very successful in business and have gone on to be leaders in the companies they are employed at today.

He is a graduate of Adelphi University School of Business, where he majored in Business Administration, with Sales Management as his focus.

Mark Panciera

FIRST BORN (50% U.S. Presidents)• Perfectionist (needs mother’s approval)• Conscientious• Overachievers, workaholics (50% U.S. Presidents)• Reliable “Word is bond”• Critical• Serious• Relate to older people• List Maker• Takes Great Notes• Squeeze toothpaste at bottom• Fold money in like denominations• Hang on to selling possibilities

MIDDLE CHILD• Mediator• Avoids conflict• Independent• Many friends• Extreme loyalty to peer group• Holds cards close to vest• Doesn’t open up easily to others• Can break relationships easily

YOUNGEST (Only 2 U.S. Presidents)• Manipulative• Entertainer• Charming• Show Off• Have a good time• Risk Taker• Innovative and experimental• Easy going• Open minded • Lose a lot of sales because of their “need for approval”

ONLY CHILD• Worse than First Born• My friend is married to one (he gets up at

night to go to the bathroom and she makes the bed)

NOTE: First Borns run for mother’s approval – Last Borns run for crowd approval Recommended Reading: “The New Birth Order” by Kevin Leman

BIRTHING ORDER

Take out a Business Card and write Yes, NO, Take out a Business Card and write Yes, NO, and Think It Over. (Handout)and Think It Over. (Handout)

Then cross out “Think It Over”!Then cross out “Think It Over”!

Definition of Sales

“GETTING SOMEONE TO TAKE ACTION, CONSISTENT WITH ACTION THEY BELIEVE THEY SHOULD TAKE FOR THEIR

BENEFIT, AND FOR WHICH THEY WILL PAY ME MY PRICE.”

“Bernie Cronin, Managing Partner, Sandler Training Institute”

Improving Your Attitude, Behavior, and Technique

We believe there are 3 elements that determine success in sales:• ATTITUDE• BEHAVIOR• TECHNIQUE

ATTITUDE is the top point of the “SUCCESS TRIANGLE”. Why is Attitude on top? Your attitude drives everything. People will only perform in a manner that is consistent with how they see themselves conceptually.

BEHAVIOR. Without behavior nothing happens. Prospects don't just knock on your door ready to buy; you have to actively engage them.

TECHNIQUE. Ultimate success is determined by how well you perform when in front of prospects. Using a consistent approach to quickly qualify prospects and efficiently move through the buying process will improve your performance.

Of all three points on the SUCCESS Triangle, Attitude is the most important. As we focus on this, we hope you will begin to see areas for improvement. And, this awareness will help maximize your sales performance.

A

TB

$UCCE$$$UCCE$$Why a Triangle?

What Type?

AATTITUDE (I - 10) How You Feel

I/RSelf Image

Self ConceptSelf WorthSelf ConfidenceSelf TalkSelf Doubt

TTECHNIQUE (Submarine) How You Act

OK/Not OKAsking QuestionsActive ListeningReversingColomboNegative ReverseDummy-UpDisturbing Questions

BBEHAVIOR (R - 10) What You Do

Dials No’sNew ContactsAppointments BookedFace-to-FaceClosed File CallsClear FutureReferralsSOLD

How to Manage Yourself Effectively:• Guts• Humor• Getting Your House In Order• Creative Prospecting

$UCCE$$$UCCE$$

Rule: “It’s not how you feel that determines how you act; its how you act that determines how you feel.”Quote: “What you say is overwhelmed by how you behave.” (Ralph Waldo Emerson)

The Deserted Island Exercise:

Step 1: Imagine yourself on a deserted island. The sky is clear. The wind is calm. The sea is smooth. You will be on the island for only 15 minutes. Also, imagine that you have arrived on this island without roles - roles such as husband, wife, salesperson, golfer or engineer.

Step 2: With this in mind, rate the You that is left; a You without roles. In other words, what is the value you place upon yourself devoid of allyour roles in life.

Step 3: On a scale of 0 to 10, indicate this rating; 0 denoting a low self-value and 10 denoting a high self-value. You can also decide to place your rating somewhere between 0 and 10 (circle one).

1 2 3 4 5 6 7 8 9 10

Step 4: After you have determined this rating, write a description, in 25 words or less, of how you see your "role-less" self.

Step 5: Now state the one or two words that define your description - sort of like writing a definition first and then the word which stands for the definition - a Webster's Dictionary in reverse.

ATTITUDE

BEHAVIORSDAILY

BEHAVIORSWEEKLY

5 Positive Results from a Sales Call 1. __________2. __________3. __________4. __________5. __________

5 Positive Results from a Sales Call 1. Yes2. No3. Lesson4. Clear Future5. Referral

THINK IT OVER

I (my salespeople) could sell a lot more if only I (they) could……

1. _______________________________2. _______________________________3. _______________________________4. _______________________________5. _______________________________

In Round Numbers….How much have these problems cost you over the past 12 months?

$_____________

You don’t have Price You don’t have Price Problems when you get…Problems when you get…

THE COST OF THE THE COST OF THE PAIN ON THE PAIN ON THE TABLE.TABLE.

$_____________

In Round Numbers….How much have these problems cost you over the past 12 months?

In EVERY Selling Situation, there are 2 Systems at work…The Traditional System:

1. Qualify2. Present3. Handle Objections4. Close

This is the system Corporate America teaches its salespeople and has been doing so for 50 years.

In EVERY Selling Situation, there are 2 Systems at work…The Prospect’s System:1. Lie #1 – about what’s going on2. Expertise/Quote – so they can shop you3. Lie #2 – they may need you to do more work later on4. Run & Hide – VM, OTL, OOT, OOS

This is the system Corporate America uses to buy and has been in use for 5,000 years of recorded history!

In EVERY Selling Situation, there are 2 Systems at work…The Prospect’s System:1. Lie #1 – about what’s going on2.UNPAID CONSULTING – so they can shop

you3. Lie #2 – they may need you to do more work later on4. Run & Hide – VM, OTL, OOT, OOS

This is the system Corporate America uses to buy and has been in use for 5,000 years of recorded history!

This is where you will This is where you will determine if you will fall determine if you will fall

into their system or into their system or follow your own system.follow your own system.

Our System:1. Bonding/Rapport2. Upfront Contract3.Pain 4.Budget5.Decision6. Presentation/

Close7. Post

Sell/Referrals

In Our System:You get Pain, Budget, & Decision, before you Present/Close!

Get the Pain, get the Money, and get the Decision Process on the table, THEN do your Presentation.

Wimp Junction®

Our System:1. Bonding/Rapport2. Upfront Contract3.Pain 4.Budget5.Decision6. Presentation/

Close7. Post

Sell/Referrals

The Prospects System:1. Lie #1 2. UNPAID CONSULTING 3. Lie #24. Run & Hide

Our System:1. Bonding/Rapport2. Upfront Contract3. Pain 4. Budget5. Decision6. Presentation/

Close7. Post Sell/Referrals

Wimp Junction®

$10,000

TIME FOR PRIZES!

10 Reasons HandoutTHANK YOU!

Albert BellingtonAlbert BellingtonExecutive Vice PresidentExecutive Vice President

1000 West McNab Road, Suite 3151000 West McNab Road, Suite 315Pompano Beach, FL 33069 Pompano Beach, FL 33069 (954) 701-6472 (Mobile) (954) 701-6472 (Mobile)

(954) 781-9647 (Office) (954) 781-9647 (Office) (954) 781-4396 (Fax) (954) 781-4396 (Fax)

abellington@salesflorida.com abellington@salesflorida.com www.salesflorida.comwww.salesflorida.com

QUESTIONS?