Ads In Motion presents AIM SalesMastery Day Three. Let’s Meet Chuck. Sales Background: 20+ years in sales related fields Consults to 3 Major Sales Organizations Has 8 Executive Coaching Students Nissan: Top 25 - 3 Yrs. Let’s Meet Chuck. Member: NSA, COACHU 100's Seminars Since 1988
A billionaire I know once said . . .
"Highly successful people reach out for coaching, counseling and training when they DON"T need it!"
Unsuccessful people reach out for coaching, counseling and training only WHEN they need it!"
Follow Up Mastery
52 Week AccountabilitySalesMastery Course Outline
“You become the average sum of the five
people that you associate with.”-- Jim Rohn
Keep doing what you’ve been doing
and expect things to change.
The Secret Question?
Tell me about you?
_________ people you reach.
“Time is without question your
most important commodity and it is more valuable than ________?”-- Chuck Bauer
Create a Most Valuable Advocate profile.
Would you do business with you?
“Once A Day”
Main Point Cards
Post It Notes
Fast Facts Profile
Letterhead & Envelopes
Thank You CardsDatabaseMastery: Follow Up Tools
2nd Offers . . .
Once A Day – article or photo of interest
Once A Day – thank you card with insert
3rd Party TestimonialsChuck’s Top T.O.M.A. Secrets
How to touch?
When to touch?
LeadDatabaseMastery: Method Of Follow Up
Regular correspondence brings the client to what?
End of Day Three!
78% of our day is spent?
We communicate at 30% efficiency
7 out of 10 messages are:
50% messages impact comes from body language
The total impactbreaks down like this:
7%: Verbal - words
38%: Vocal - volume, pitch, rhythm, etc.
55%: Body language – mostly facial expressionsUnderstanding Body Language
#1 need of a human being
Set a higher standard
Easy distinctionAttractive Listening
Master Intimacy – Master The Connection!
When the “need” to be _______ is fulfilled, ______
is gained and we move closer to ______.
One Concept - Different Time Frame - Same Result
Tell me a little
One word answers
Keep filters in check
Have patienceAre You Listening
Excellent eye contact
Repeats what is said
Doesn't change subject
Says “okay”Characteristics of Great Listeners
Jumps to conclusions
Speaks too fastCharacteristics of Poor Listeners
Get to the point
Give clear feedback
Concentrate on task
Help others focus
Impatient w/ ramblers
Minimize feelingsDirectors Listening Characteristics
Manage & save time
Set time requirements
Set guidelines for meetings
Discourage wordy speakers
Give clues when time is wasted
Impatient w/ time wasters
Time affect concentration
Look at watch or clock
Limits creativity by time pressuresSocializer Listening Characteristics
Care & concerned
Identify emotional state
Notice moods of other’s
Over involved w/ feelings
Avoid seeing faults
Non-discriminatingRelater Listening Characteristics
Encourage others support
Welcome complex info
Look at all sides
Minimize non-data info
Long decision makingThinker Listening Characteristics
Hear, comprehend, understand
140-160 words per minute
L.R.S. activityListenable Rate Of Speech
As a representative of Ads In Motion, it is important that you speak
clearly. That means that you must articulate. It also means that you
must speak so that you can be understood. Although there is no set
rate of speech, most expert speakers talk at between one-hundred-
forty and one-hundred-sixty words per minute. That is a good speed for
verbal communication. It is not too fast to be understood. It does not
give the listener the impression that you are under pressure, nor is it too
slow. The one-hundred-sixty word rate adds an element of dignity to
your voice. The one-hundred-sixty word rates also gives a sound
image to your audience that establishes both you and Ads In
Motion as efficient and well-organized. To give the audience the kind of
impression of yourself and Ads In Motion that you wish, speak
correctly, speak at one-hundred-sixty -- that's one-hundred sixty
words per minute.
May I comment?
My apologiesBuilding Intimacy
Yeah or yeah but
Tell me about you?
Tell me about your business?
What do you think about?
How do you feel about?
What would you suggest?
What will you accomplish by?
What would happen if?
What do you think is a betterway?
What's your biggest concern?
How important is that to you?
Why is it being done that way?
Give me an example of?
What do you like most about?
What do you like least about?
What do you find is effective?Intimacy Building Questions
Pay – Buy
Pay – Buy
How far apart
It’s Not Worth It
Be Of Service
How close are we?
Name – Miss – Mrs.
Name – First – Title
Car you would sell usVocabularyMastery
Thinks about this
Would you be a little flexible?
We need to be a little flexible.:
What are you requesting?
Good attitude (I can)
Looking for ideas
No value on time
No self esteem
Quit looking for ideas
No action – all talkAttitudeMastery
Corrects wrong actions
Good reader, listener
Goals & plans
Continues wrong action
Poor reader, listener
No goals & plan
Lives in past/future
Majors in majors
Does it right
Student of consequences
Adjusts to change
Majors in minors
Does not adjustAttitudeMastery
Steward of resources
Thank You Cards / Letters
TouchesGoals: Weekly Method Of Operation
List out your most common objections?ObjectionMastery: This Is When It Begins
What is the most important skill used
in overcoming objections?
You Must Take Them Into ADiscussion!
Old School – Do Not Use!
Attraction In Action
It's As Easy As One, Two, Three!
Ten Ways To Be Attractive
Thank-You's Advance Intimacy!
Listenable Rate Of Speech
GOALS: Set 'Em and Get 'Em!
We Have A Long Way To Go!
Questions Advance Intimacy
Eat to Live!
Tribute to Jim Rohn
Tribute To My Dad
Empower With A Website
Say What? Pay A Buck!
Stop Internet Pollution
T.I.P.S: To Insure Prompt Sales
The CQQkie Man Strikes Again!Chuck's Articles
Partners - fill out first page
2nd Tuesday Of Each Month 10 a.m. CT1.641.297.7200 Pin # 843741One Hour National Conf Call. Put # in cell phone
AIM Workshop Starts: This coming MondayMost Important? Accountability