Hit TCP Week 4

High Impact Business Training
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HIGH IMPACT 90 DAY TRAINING PROGRAM
WEEK F0UR
Trainers Curriculum Program (TCP) SalesPartners World Wide Community Last Updated September 27, 2012 (1:05 P.M. EST America)
$25
2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

Overview
Over the last three weeks you have challenged your participants to Page | 2 sell and have held them accountable to sales action. This weeks training demonstrates the power of: ITS ALREADY HERE. The 90 day training provides the framework for the participants to discover that everything they need to be successful in this game is already right in front of them. We did not create customers for them, rather we helped them became very clear of who their customers are. Additionally, we did not teach them anything that is NEW to the worldwe have kept things simple, but held them HIGHLY ACCOUNTABLE. There are plenty of people who say they want to Play Big Games, but very few actually attempt to play one. In week four you will review what they have learned, both about themselves and about selling and SalesPartners and what has changed for them. Its an opportunity to truly understand the progress they have made over the past three weeks and qualify if your training and this process has done its job.

Training Begins
Take each participant through: What I feel Like Saying and have them state their wins from the Page | 3 previous week. Make sure one of the participants leads the cheers.
Overview
Have the participants turn to page two and pick one person to read through the overview, which is below.
Over the last three weeks you have been challenged to sell and have been held accountable to sales action. This weeks training demonstrates the power of: ITS ALREADY HERE. The 90 day training provides the framework for you to discover that everything you need to be successful in this game is already here, right in front of you. SalesPartners did not create customers for you, you became very clear of who your customers are, and made them an offer of great value. Additionally, we did not teach you anything that is NEW to the worldwe have kept things simple, but held you HIGHLY ACCOUNTABLE. There are plenty of people who say they want to Play Big Games, but very few actually attempt to play one. So how have you played the game? What have you learned? What are you doing differently? These questions will be answered in a review of what you learned over the last three weeks. This week we review and then FOCUS back on selling.

Debrief
Have the participants turn to page three. Debrief with your participants the previous weeks activity and exposure agreements Page | 4 that were made. Take each participant through all of the following questions which appear on pages three and four of their PCW. What Happened? What Worked? What Didnt Work? What did you learn? What did you learn about yourself? What would you do differently?

Have the participants turn to page five. Discuss with your participants what the training has taught them through the first three weeks and have them answer the questions below. Pay close attention to their Page | 5 language. Remember this is a review and you want hear what they have learned.
Outcomes For Week 4 Training

Outcome # 1: Review what you have learned Where have we focused our training? What have you learned? Instructions: Please read the following and answer the questions below. Knowing (Noun) - The state of being aware or informed. What do you know about yourself that you did not before? Be specific What do you know from these trainings (ideas, thoughts, methodologies) that you did not before? Be specific

Have the participants turn to page six. Discuss with your participants what action they have been taking as a result of the training through Page | 6 the first three weeks and have them answer the questions below. Pay close attention to their language. Remember this is a review and you want hear what they are specifically doing and what has changed. Outcome # 2: Review the action you have taken Where have you focused your actions? What action have you taken? Instructions: Please read the following and answer the questions below. Doing (Noun): The activities in which a particular person engages. What specific actions in the field are you taking that you did not before? Be Specific What specific actions in your personal life are you taking that you did not before? Be Specific

Have the participants turn to page seven. Discuss with your participants what they believe their customers buy from them and explore what the participants bought about you as the trainer. Why are they sitting in the room. What was it about you, not just SalesPartners that they bought. Have them complete the following two exercises. Pay close attention to their language. Remember this is a review and you want hear what they are specifically doing and what has changed. Outcome # 3: Review why your customers buy. What are my customers buying from me? What do people buy about my trainer? If you have not asked yourself these questions START asking yourself them. Instructions: Create a list of five the things you think your customers buy from you? Why do people buy from your trainer? Instructions: Write down the five things you believe your trainers customers buy about them and discuss. Compare their list to yours.
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Have the participants turn to page eight. Discuss with your participants how they believe their thinking has changed and explore their thoughts throughout this training process. Then ask them the following two questions. Pay close attention to their language. We want to know their big thoughts and ideas and those limiting thoughts that might still be holding them back. Outcome # 4: How do you think? Are your thoughts big or small at first? Do your thoughts allow you to trust and believe in your abundance? How has your thinking changed? Instructions: Your trainer will now ask you two important questions. Write your answers below.
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You will now ask them the following two questions. Note: The questions do not appear in the participants PCW. What is the biggest thought or idea you have had through the 90 day training program so far? What is the most limiting thought or idea you have had through the 90 day training program so far?

Have the participants turn to page 10. Discuss with your participants what they need to know about the three hour series to become a master selling it. Here we are looking for their knowledge from two perspectives; How selling the three hour series benefits the participant as a potential SalesPartner, and how it benefits the customer. Then ask them to complete the following lists. Outcome # 5: Mastering Product Knowledge What is it that you need to understand about how the three hour series benefits your customers to become a master at selling it? What is it that you need to understand about the three hour series from a SalesPartners perspective to become a master at selling it? Instructions: Based upon your training and experience thus far, answer the following two questions.
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Write down the reasons WHY you believe a customer should BUY the three hour series. Be specific. Write down the reasons WHY you believe selling the three hour series benefits you as a SalesPartner. Be specific.

Have the participants turn to page 11 and read through the next five pages, which detail the all of reasons we believe selling the three hour series sets them up to be a successful LAF. Make sure they have Page | 10 complete understanding of each section before moving forward and reinforce that all of these reasons stem from the ideas, thoughts, concepts and methodologies they have already learned. All of the copy from the PCW has been included below for you to follow along.
Mastering Product Knowledge

On the following pages (11-14) you will find the reasons we believe that selling the High Impact Three Hour Training Series (Product) assists in creating a successful Local Area Franchisee. Review them with your trainer and fellow participants to gain a greater understanding. Why The High Impact Three Hour Training Series? Sell/Team/Teach 1. Compounding Effect As a business owner, you will love the fact that you only have to sell to your customer once, but you are seeing them three months in a row. This allows you to have three opportunities to resell, up-sell, and convert to a deeper relationship. 2. The three programs (Sell/Team/Teach) are iconic in SalesPartners. Very few organizations sell their icons. We teach our customers the design, rules, and accountability that are undeniable to selling, building teams, and teaching people person-toperson. When people remember SalesPartners Sell/Team/Teach flip chart and our events. they think about our

Why The High Impact Three Hour Training Series? 3. As you do the program again and again, your value and the value Page | 11 of the program will increase. They say experience is the greatest teacher. Your experience with the three hour series will lead to conversions of Six Week Little Voice Mentoring Programs and ongoing partnerships. The more you convert and deliver, the greater your prices will reflect the value you provide. 4. The program has a certification route for customers At the end of every three hour, the participants have the opportunity to check off whether they would like to become Certified to be your partnering client. Instead of having to sell it to them, they buy into the process. This will save you substantial time qualifying potential partners. 5. There are No tricks or gimmicks In all three of the three hours we simply show and demonstrate to the participants our methodologies of working with our own clients. Everything we do is simple and transparent. We have products that get our clients to think for themselves and to take action. Nothing tricky about that. We dont pretend that our products alone will change the world. We gain agreements all the way though each of the three hour series. There are no surprises and we only hold the participants accountable to what they have agreed upon. 6. Energy creates energy Our events inspire and excite the participants and create an energy around what we can accomplish together. The design and engineering of the human body allows for certain physiological changes to occur. When we are energized our body heat rises, making us more open to ideas and concepts, like buying, that we might have not been open to before. The idea is not to subconsciously get people to buy, but get them to buy because they are excited and then deliver on the promise.

Why The High Impact Three Hour Training Series? SELL We educate on the context of sales first. By providing the participants with Page | 12 the four rules of business that we follow, we educate them to understand their customers and what the customers buy about them. This also helps to put the participants into a buying position, making it easier for us to make offers and convert sales. You tell people what they BUY about you. This training is the medium for you to share what you know with the participants, especially what they buy about you. TEAM Studies show the greatest learning happens in groups. In order to learn with acceleration you need a TEAM. This training provides instant access to a team of like-minded people to help participants learn more. Business is a team sport. We get the participants to understand they cant do it on their own. This allows us to not only demonstrate the importance of creating leaders and building their own team, but for the need of coaches and mentors in their life as well. TEACH Teaching is the most underutilized skills in business. Most people dont understand how to teach or how important it is. If they are able to teach and pass on skill sets throughout their organization, they free up their time and energy to develop new ideas. As humans we are learning mechanisms. If you want to be a great teacher you have to understand HOW PEOPLE LEARN and you must teach what you need to learn. When you are able to effectively teach, it will increase the development of their business.

Have the participants turn to page 17 of their Week 4 PCW. You will now turn your focus to their accountability agreements for the week. Listen to their language as they run through the numbers and be Page | 13 sure to ask questions to clarify the information they are providing. Outcome # 4: Sales Accountability & Responsibility It is imperative that you develop consistency with reviewing numbers and agreements on a weekly basis. Discuss with them the following two questions. Are you holding yourself highly accountable to sales activity? Are you taking full responsibility to what you have committed to doing? Sales Accountability Phone Cold Calls In-Person Cold Calls Units of Activity Units of Exposure Closed Sales Pending Sales Total $ Value of Sales Margin Made
Participant #1 Participant Participant Participant #2 #3 #4
Have the participants answer the following two questions which appear on page 10 of their workbook. What did you learn this week when your trainer asked you about your sales numbers? What story are your numbers creating as you go through them with your trainer?

Have the participants turn to page 14.
Taking Action Now!!!

Have the participants take out their cell phones and start making phone calls to sell a three hour series for $375. They will have 30 minutes to complete this task. Make sure the participants record in their notebooks who they spoke with and the result. Perform a quick debrief by having each of the participants answer the following questions, which appear on page 15 of the PCW. What did you just learn about taking action NOW that was different from last week? What are you going to do differently during the week?
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Selling Tasks:
The magic for the participants will happen in between your live trainings. They must be the driver for their own success. Gain agreements with the participants on the following items: 5 REGISTRATIONS TO 3 HOUR EVENT SERIES $375 per registration 5 ONE-ON-ONE APPOINTMENTS SET In order to qualify must have: Full name, direct phone number, meeting time, date, and location defined 3 MULTIPLE UNITS OF EXPOSURE MEETINGS In order to qualify must have: Name of organization and contact, direct phone number, meeting time, date, and location and logistics for meeting: How many people will be at the meeting? How long do we have to speak?
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Agreement For Activity & Exposure

Gain agreement with the participants on the following: YES I AGREE TO CLOSING 5 EVENT SALES Expectation: There is no shortage of people who need your help. YES I AGREE TO HAVING CONSISTENT ACTIVITY Units of Activity: Face-to-Face or Voice-to-Voice contact that results in agreement to meet YES I AGREE TO SETTING 3 MULTIPLE UNITS OF EXPOSURE MEETINGS FOR ME AND MY TRAINER Units of Exposure: Multiple Units of Exposure via an event YES I AGREE TO FILL OUT THE SELLING ACCOUNTABILITY WORKSHEET ON PAGE 16 PRIOR TO THE NEXT TRAINING
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www.salespartnersworldwidecurriculum.com 2012 Developed by Ben Arcuri, John Dano, & Kelly Ritchie
SalesPartners World Wide Community

Hit TCP Week 4

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Hit TCP Week 4

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High Impact Business Training

HIGH IMPACT 90 DAY TRAINING PROGRAM

High Impact Business Training

High Impact Business Training

High Impact Business Training

High Impact Business Training

Outcomes For Week 4 Training

High Impact Business Training

High Impact Business Training

High Impact Business Training

High Impact Business Training

High Impact Business Training

Mastering Product Knowledge

High Impact Business Training

High Impact Business Training

High Impact Business Training

High Impact Business Training

Taking Action Now!!!

High Impact Business Training

High Impact Business Training

Agreement For Activity & Exposure

SalesPartners World Wide Community

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