Give more value (and generate more revenue) from your debrief!

1. Give more value (and generate more revenue) from your debrief! Nicci Bonfanti Leading the Trusted Sales Revolution

2. What we’ll cover today • Four reasons why debriefs don’t always work • How to give even more value in your debrief. • How to get results every time. • Update on Talent Dynamics for Sales

3. Who am I? Business Admin (MBA) Open University Lecturer NLP Practitioner/coach Fabia’s mum Author New Talent Dynamics for Sales Trusted Sales Dynamics.com International Sales Career

4. Purpose of the debrief?

5. Purpose of the debrief? • To understand where they can • save time or • save money or • make more money or • resolve problem relationship at work

6. Purpose of the debrief? • To understand where they can • save time or • save money or • make more money or • resolve problem relationship at work • To show the value of continuing to work with you • Team programme • 1:1 coaching programme • Other programme with you • Referrals

7. Four reasons why debriefs don’t always work

8. 1. Give away too much information

9. 1. Give away too much information • Solution:

10. Key questions • Where do you want to add most value to your business/life right now? • What would you like to get from this next hour? • What did you think of the report – did you recognise yourself? • What is your flow score at the moment? • What would you like it to be? • Have you found this session useful? In what ways? • Assume you did all the things we talked about today, what would be the value to you? • How would you like to take the next step?

11. 2. Don’t engage with them

12. 2. Don’t engage with them Solution: Advantage knowing their profile already • Dynamos – want to feel significant, want new innovations, visuals, fast • Blaze – part of a team, support, partner, stories of others • Tempo – step by step, connected, put yourself in their shoes, how they feel, slow • Steel – proof, certainty, secure, risk-free, details

14. 3. Don’t give them the opportunity to take the next step

15. Xxxx HR TeamDynamo 27 Blaze 28 Tempo 27 Steel 18 Lord

17. TD for Sales Cycle 1. Create opportunities (Creator) 2. Attract and Prospect (Star) 8. Processes and improvements (Mechanic) DYNAMO 3.Engage and build rapport (Supporter) Up-serve and efficiencies (Lord) STEEL BLAZE 4. Identify solutions (Deal Maker) 6.Serve and retain Sales Audit (Accumulator) TEMPO 5. Negotiate and nurture (Trader)

18. 4. No follow up

19. Update on Talent Dynamics for Sales

20. Talent Dynamics for Sales Report and Debrief • Report on • Your strengths as a sales person • Your challenges as a salesperson • Your best role in a sales team • Your worst role in a sales team • The value you bring to the sales cycle • The accelerated pathway to success for you • 1:1 debrief • Your profile and apply it to your sales situation • How to recognise the profile of your prospects and clients • At least 2 ways to improve your sales results

21. 3 levels of participation in the Trusted Sales Revolution • Activist –follow and share social media and free resources (and refer others to the courses), can buy TD4S tokens, earn money through referrals

22. 2. TD for Sales Consultants

23. 3. Sales Champions TD Sales Consultant PLUS join me in writing and delivering materials in your own niche (for which financially rewarded) Application necessary.

24. Any Questions? @NicciBonf Nicci@trustedsalesdynamics.com www.facebook.com/TD4Sales www.TrustedSalesDynamics.com

25. Talent Dynamics for Sales conversion Friday 11th July 2014, Surrey, UK  • The Talent Dynamics for Sales profile assessment online x 5 (worth £250) • Full report on your Sales Talents • Full day’s workshop on Talent Dynamics for Sales • Workbook with all your personalised sales information • Lunch and Refreshments £455 • http://trustedsalesdynamics.com/innovation/accreditation/for-talent-dynamics-consultants/