HIGH IMPACT 90 DAY TRAINING PROGRAM

WEEK THREE

Trainers Curriculum Program (TCP) SalesPartners World Wide Community Last Updated June, 28, 2012 (7:30 A.M. EST America)

$25

High Impact Business Training

Overview
Your participants have now completed two weeks of the High Impact Training program and have 14 days of experience in one of the highest levels of global business development training in the world. This week you will help your participants gain a deeper understanding of who we are at SalesPartners and why we are an event driven business and how and why SalesPartners is designed and engineered. As an organization we sell first to go out and make a difference. Youll revisit role playing their cold calls and their objection handling capacity. As is customary start off Week 3 with What I Feel Like Saying and by celebrating the wins of the participants!
Page | 2

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training

Training Begins

Page | 3 Take each participant through: What I feel Like Saying and have them state their wins from the previous week. Make sure one of the participants leads the cheers.

Debrief
Have the participants turn to page three. Debrief with your participants the previous weeks activity and exposure agreements that were made. Make sure they understand the debriefing process and why it is so important? Take each participant through all of the following questions which appear on page 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?

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training

Have the participants turn to page five. Discuss with your participants why our events are so vital to the success of our business and what makes our events so impactful for the participants? Page | 4

Outcomes For Week 3 Training

Outcome #1: Understanding Who We Are Why are our events so vital to the success of our business? What makes our events so impactful for the participants? Have the participants read the following and answer the question below. Building the Business Who we are" SalesPartners is a business that gives clients and customers an experience like no other. Over the years, brochures, fliers, websites and emails that convey the essence of what we do have gotten mediocre response at best. This is because any claim that they made would typically sound like the hundreds of thousands of other communications that a prospect would receive from any other training, consulting, coaching, or education organization. They all make the same claims. Why is it important to know that most conventional marketing efforts in our field are just mediocre at best?

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training

Have the participants turn to page six, read the following and answer the question below.
Page | 5

Understanding Who We Are

Unique To The Field of Training The difference is that we are unique from our competitors and colleagues in the market. What we deliver, and more importantly HOW we deliver it, touch people at their core and deliver a behavioral change that is unmatched in the world of education and training. To this day, 20 plus years down the road, the way we communicate is by delivering an experience. End of story. This is an event-driven business. The closer we get to a live, face-to-face event or experience, the higher the probability of understanding, conversion, and future relationship. The exposure of the potential customer to you, either by events or one-on-one contact is the basis for creating a sustainable business. We must be able to expose our business at both the one-on-one level and the events level in order establish the catalysts of: Retained Relationships Repeat sales Referrals We want customers who are driven by loyalty: This is what every business wants! Customers that want to buy and tell others to buy. This the ultimate leverage Doing everything without doing anything! How has our event-driven business touched you at the core?

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training

Our Events Are Well Designed & Executed
Have the participants turn to page seven and discus the following. Expectations we carry for the participants at our events: 100% Enrollment High Energy Environment People-Teaching-People Person-To-Person (PTP) The environment we create in our trainings is greater than the participants will. Our events are all about logistics and executing on the design of the event and the setup. Why Do Our Events Work? Discuss with your participants the qualities that make our events successful and impactful. Have them take notes. Then have the participants turn to page eight and complete the following exercises. 1. Energy creates buyers Instructions: Have the participants create a list of specific reasons that the energy of an event creates buyers. 2. Direct Transfer of Skills At Every Event Instructions: Have the participants create a list of specific reasons why our training style gives people direct skills they can test in their business
immediately. Page | 6

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training

Outcomes For Week 3 Training
Outcome # 2: Sales Accountability & Responsibility Page | 7 You will now turn your focus to the participants accountability agreements for the week. 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? Have the participants turn to page 21 of their PCW. This is the Sales Accountability worksheet they made the agreement to fill out. Listen to their language as they run through the numbers and be sure to ask questions to clarify the information they are providing. 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

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training

Have the participants turn to page 10.

Outcomes For Week 3 Training

Outcome # 3: Role Playing and Practicing Cold Calling Discuss the cone of learning with your participants and then begin the process of role playing their cold calling technique that they have been using. Create the following scenario and have the participant PARTNER UP. Each participant will be cold calling a local insurance agency with the intent of selling three hour tickets. Hold them to the process and make it as real as possible. Have the participants provide each other with feedback if possible. Copy from PCW: Reminder: Two of the rules you must understand in order to truly accept the feedback are 1. Be prepared to hold your own point of view 2. Be open to all points of view

Page | 8

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training

Have your participants turn to page 11, review with them the following illustration and answer the following Page | 9 question. Process of Development What did you gain from roll playing and following the GBUG process?

Have the participants turn to page 12 and answer the following two questions. Accepting Feedback Write down how you felt about the feedback you received. What specifically will you test that is different when you make calls this week?

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training

Have the participants turn to page 13.

Outcomes For Week 3 Training

Outcome # 4: Objection Handling Mastery Have the participants list out their top three objections for the week in the following fields, which appear in their PCW. Choose one participant to role play with to set the tone for the exercise and then instruct the participants to partner up and go through each of the objections. Objection handling mastery comes with practicing over and over again on the same objections. If your participants do this, these objections will never show up for them again. Be sure to provide critical feedback and instruct the participants to continue role playing throughout the week. HOT OBJECTION #1 How did you handle the objection and did you get an agreement despite the objection? HOT OBJECTION #2 How did you handle the objection and did you get an agreement despite the objection? HOT OBJECTION #3 How did you handle the objection and did you get an agreement despite the objection?
2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

Page | 10

High Impact Business Training

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?

Page | 11

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training

Have the participants turn to page 16.

Taking action this week:

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?

Page | 12

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training

Have the participants turn to page 17.

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 FILLING OUT THE SELLING ACCOUNTABILITY WORKSHEET ON PAGE 21 PRIOR TO THE NEXT TRAINING

Page | 13

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training

End of Week 3 Notes

Page | 14

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

www.salespartnersworldwidecurriculum.com 2012 Developed by Ben Arcuri, John Dano, & Kelly Ritchie

SalesPartners World Wide Community