Tuesday, October 20, 2009
Tuesday, October 6, 2009
Friday, October 2, 2009
4th Quarter Boot Camp!!!
Looking to Start 2010 off with a BANG? Join us for our 4th Quarter Boot Camp, October 27-28, 2009! The class is filling up fast, so register today!
"Quit making excuses...and start making your year end sales goals!"
Tuesday & Wednesday, October 27-28, 2009
8:30am - 5:00pm
Register by emailing: wendy@crossroadsboise.com or kim@crossroadsboise.com
Call 208.429.9275 for more information!
Tuesday, September 29, 2009
Post Sell - Lessons Learned 9/22/09
I think the main lesson I learned this week is to work to apply each step of the system. This is a bit
overwhelming to me though because there is so much information within each section of the submarine.
I think for right now I’ll try to incorporate what I can remember during each sales process and hopefully,
eventually, they will all come more naturally.
Rachael Muller, CKD
Kay's Prestige Kitchens
The professional advantage gave me a lot of the same things that the presidents club did this week. Emphasis on affirmations and how important they are. I learned some guidelines for the post sell like making sure I found out the appropriate amount of pain or pains, calling the pipeline prospects every 2 days which has been a company policy that is not closely monitored or adhered to. Making sure the prospect is ready for the post sell step – not going in too early or without enough pain. Using third party stories (which I will need to hear many times to make it happen) to get your prospect looking at their insecurities in a different light and them to release the doubt.
Matt Ottinger
ServiceMASTER Select
I liked the recipe for the affirmations which is, in essence, "faith" as defined in the bible at Heb. 11:1. Some might call this brain washing, which it is, but not with the negative connotation which often accompanies the phrase. Nor is it delusional or "blind" if it is based upon reliable input, or as the bible says "evident demonstration of realities though not beheld". When we work in accord with our hope and experience positive results, the experience demonstrates the (new) reality; our hope is attainable. It affirms our hope is based in reality and is assured if we continue to practice based upon what we know. This should, if the hope is ours, motivate us to perpetuate the action.
Brad Mantz
Estimator
REE-Construction
Lessons learned...
It's funny - I had just written them down for myself when you told us to send them to you...I guess I was being psychic! (which is better than being psychotic I suppose)
I also realized I'm two weeks behind in "learning" as the things that clicked were covered last meeting.
· The 3 step close: thermometer, what do they "need to see, hear, or feel" to go on? and What's next?
· To be really clear on my 3-5 pains for every customer. ( on that part I have decided to create a client info sheet with a specific space for those pains so I can remember to go back over them)
· and that my follow up is really bad - I need to really concentrate on calling my "customers"/prospects every 1-2 days to keep them involved. I am just fighting the "don't bother people" stigma that my mother gave on that one!
I have also written out my affirmations about using Sandler and am working those into my affirmations and hypnosis recordings. It's not that I don't want to work Sandler - I am in awe of the system. I realized actually today that I just haven't SCHEDULED the time to put they system in place in my life!!
That's it for me. Thank you so much, Jim. I don't think I've ever told you how much I LOVE the course.
Today I actually gave a good referral for you. His name is Devon Fletcher who is now with Final Touch Painting (921-8820). I told him he could probably sit in on a class -hope that's ok- but that he should talk with you of course before!
Margit Heist
Accenture Design Floor and Window Coverings
My lessons learned for today are – a reminder that I can use affirmations to help with the Sandler training. Although I use them all the time I hadn’t really thought of using them to help with this. The other thing is to write one affirmation for each part of the Sandler Submarine.
Linda Binns
Publisher
Idaho Women's Journal
I learned that that an affirmation is the future defined and that I must write the affirmation down and then write how I disagree with the affirmation. Re-enforce what is written by hearing the reality twice a day for 30 days will help in learning a new reality.
Christine R. Segal
Segale Bros. Since 1976
Hi here is my feedback on what I got out of today’s training:
I am going to work hard to have the confidence that once I have the check I can push it back towards them to make sure I cover in advance any anxiety that they may have. (buyer’s remorse)
Amy Green
Segale Bros. Since 1976
Thanks for all of your time.
The lesson I learned today is that the Sandler process is a journey not a destination.
I also learned that learning the system is more than reading, memorization and regurgitation!
David J. Hansen
Segale Bros. Since 1976
overwhelming to me though because there is so much information within each section of the submarine.
I think for right now I’ll try to incorporate what I can remember during each sales process and hopefully,
eventually, they will all come more naturally.
Rachael Muller, CKD
Kay's Prestige Kitchens
The professional advantage gave me a lot of the same things that the presidents club did this week. Emphasis on affirmations and how important they are. I learned some guidelines for the post sell like making sure I found out the appropriate amount of pain or pains, calling the pipeline prospects every 2 days which has been a company policy that is not closely monitored or adhered to. Making sure the prospect is ready for the post sell step – not going in too early or without enough pain. Using third party stories (which I will need to hear many times to make it happen) to get your prospect looking at their insecurities in a different light and them to release the doubt.
Matt Ottinger
ServiceMASTER Select
I liked the recipe for the affirmations which is, in essence, "faith" as defined in the bible at Heb. 11:1. Some might call this brain washing, which it is, but not with the negative connotation which often accompanies the phrase. Nor is it delusional or "blind" if it is based upon reliable input, or as the bible says "evident demonstration of realities though not beheld". When we work in accord with our hope and experience positive results, the experience demonstrates the (new) reality; our hope is attainable. It affirms our hope is based in reality and is assured if we continue to practice based upon what we know. This should, if the hope is ours, motivate us to perpetuate the action.
Brad Mantz
Estimator
REE-Construction
Lessons learned...
It's funny - I had just written them down for myself when you told us to send them to you...I guess I was being psychic! (which is better than being psychotic I suppose)
I also realized I'm two weeks behind in "learning" as the things that clicked were covered last meeting.
· The 3 step close: thermometer, what do they "need to see, hear, or feel" to go on? and What's next?
· To be really clear on my 3-5 pains for every customer. ( on that part I have decided to create a client info sheet with a specific space for those pains so I can remember to go back over them)
· and that my follow up is really bad - I need to really concentrate on calling my "customers"/prospects every 1-2 days to keep them involved. I am just fighting the "don't bother people" stigma that my mother gave on that one!
I have also written out my affirmations about using Sandler and am working those into my affirmations and hypnosis recordings. It's not that I don't want to work Sandler - I am in awe of the system. I realized actually today that I just haven't SCHEDULED the time to put they system in place in my life!!
That's it for me. Thank you so much, Jim. I don't think I've ever told you how much I LOVE the course.
Today I actually gave a good referral for you. His name is Devon Fletcher who is now with Final Touch Painting (921-8820). I told him he could probably sit in on a class -hope that's ok- but that he should talk with you of course before!
Margit Heist
Accenture Design Floor and Window Coverings
My lessons learned for today are – a reminder that I can use affirmations to help with the Sandler training. Although I use them all the time I hadn’t really thought of using them to help with this. The other thing is to write one affirmation for each part of the Sandler Submarine.
Linda Binns
Publisher
Idaho Women's Journal
I learned that that an affirmation is the future defined and that I must write the affirmation down and then write how I disagree with the affirmation. Re-enforce what is written by hearing the reality twice a day for 30 days will help in learning a new reality.
Christine R. Segal
Segale Bros. Since 1976
Hi here is my feedback on what I got out of today’s training:
I am going to work hard to have the confidence that once I have the check I can push it back towards them to make sure I cover in advance any anxiety that they may have. (buyer’s remorse)
Amy Green
Segale Bros. Since 1976
Thanks for all of your time.
The lesson I learned today is that the Sandler process is a journey not a destination.
I also learned that learning the system is more than reading, memorization and regurgitation!
David J. Hansen
Segale Bros. Since 1976
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