Hit TCP Week 6

HIGH IMPACT 90 DAY TRAINING PROGRAM
WEEK SIX
Trainers Curriculum Program (TCP) SalesPartners World Wide Community Last Updated October 5, 2012 (1:05 P.M. EST America)
$25
High Impact Business Training

Overview
During weeks four and five of the 90 training program we performed Page | 2 a review with the participants on several different levels. As a trainer, you understand the importance of a time out. This week we are going to call a time out and really focus on reviewing each week the participants have completed until this point. Why call a time out? As we take the participants through the final six weeks of the 90 program, we want to get know where they are right now. We want to know what their net present position is. This will allow us to assist, educate and position them to reach their full potential.
2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

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.
TIME OUT!!! During weeks four and five of the 90 training program your trainer took you through a review on several different levels. Today we are going to call a time out and focus on reviewing each week that you have completed until this point. Why call a time out? We see sports teams calling a time out for several reasons and in business, we have those same opportunities. We can call a time out when: 1. the effort, energy and/or determination is not in line with the results we want 2. our actions are not in line with our game plan or vision 3. outside influences (team, competition) are distorting our focus. 4. We realize our strategy or game plan is not working 5. We want to leverage learning opportunities and reinforce strong play or participation All of these reasons are important to understand as a business owner and as a business coach. This week your trainer is calling a time out, not because of poor performance or strategizing, but so that we can slow down and take stock of your Net Present Position. We will review week by week to ensure as you head down the final six weeks of your training, you hit your goals and set yourself up for success. As always we will finish with reviewing your sales from the previous week and by taking action for the week ahead. Stay fresh, stay focused, and stay present.

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 5 of their workbook and read through the first outcome. This is where the review begins. Remember this is about pulling out the key learning for each Page | 5 participant and getting them to reflect on not only what they learned but what has changed for them as well. Week 1 review starts on page 5 and continues on page six. Outcome # 1: Review, Review, Review Why review weeks 1-5 in depth? What is it that you will learn from such a review? In order to properly complete this weeks training and perform a full review of what you have learned, you will want to reference all five of your previous weeks PCWs.
Week 1 Review
Instructions: Explain why this icon is so important. How does it demonstrate our boundaries? Write it down and then you will be asked to discuss.

Have the participants turn to page six of their workbook and review each of the outcomes.
Week 1 Review
Instructions: Review each of the outcomes from Week 1 and consider the following questions. Why are these outcomes significant to you? How do you feel about them now? How far have you come? What has changed? Outcome # 1: Making a Full Commitment Outcome # 2: Get Started Outcome # 3: Exposure Have the participants turn to page seven of their workbook and review each of the outcomes.
Page | 6
Week 2 Review
Instructions: Review each of the outcomes from Week 2 and consider the following questions. Why are the outcomes in so important to developing a local area franchise? How have your sales and numbers changed? What has changed for you? Outcome # 1: Know Your Customers & Products Outcome # 2: Sales Accountability & Responsibility Outcome # 3: SalesPartners Cold Calling Process

Have the participants turn to page eight of their workbook and review each of the outcomes.
Page | 7
Week 3 Review
Instructions: Review each of the outcomes from Week 3 and consider the following questions. Be prepared to discuss with your trainer and fellow participants. What do you now understand about the design and engineering of SalesPartners? How have your sales and numbers changed? What has changed in the way you are handling objections and cold calling? What is the one thing you learned most from week 3? Outcome # 1: Understanding Who We Are Outcome #2: Sales Accountability & Responsibility Outcome #3: Role Playing and Practicing Cold Calling Outcome # 4: Objection Handling

Have the participants turn to page 10 of their workbook and review each of the outcomes.
Page | 8
Week 4 Review
Instructions: Review each of the outcomes from Week 4 and consider the following questions. Be prepared to discuss with your trainer and fellow participants. How did week four change or strengthen the way in which you think? How have your sales and numbers changed? What has changed in the way you are handling objections and cold calling? What is the one thing you learned most from week 4? Outcome # 1: Review what you have learned Outcome # 2: Review the action you have taken Outcome # 3: Review why your customers buy. Outcome # 4: How do you think? Outcome # 5: Three Hour Series Product Knowledge Outcome # 6: Sales Accountability & Responsibility

Have the participants turn to page 12 of their workbook and review each of the outcomes.
Page | 9
Week 5 Review
Instructions: Review each of the outcomes from Week 5 and consider the following questions. Be prepared to discuss with your trainer and fellow participants. How did practicing the scenario, and evaluating others help to shape your ability to sell? How have your sales and numbers changed? What was your ah-ha moment from reviewing your money? Outcome # 1: Conquering the Scenario Outcome # 2: Sales Accountability & Responsibility Outcome # 3: Reviewing your Money.

Have the participants turn to page 13 of their workbook complete the following exercise.
Page | 10
Which Picture?
Instructions: Which picture do you connect with most? Write down your answer and why below and be prepared to discuss.
Think small and you get smaller
Environment is greater than will
Good. Bad. Ugly. Great!
Exposure!

Have the participants turn to page 14 of their Week 5 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 | 11 sure to ask questions to clarify the information they are providing. Outcome # 2: 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 14 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 15.
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 16 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 | 12

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?
Page | 13

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
Page | 14

End of Week 6 Notes
Page | 15
www.salespartnersworldwidecurriculum.com 2012 Developed by Ben Arcuri, John Dano, & Kelly Ritchie
SalesPartners World Wide Community

Hit TCP Week 6

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HIGH IMPACT 90 DAY TRAINING PROGRAM

High Impact Business Training

High Impact Business Training

High Impact Business Training

High Impact Business Training

High Impact Business Training

High Impact Business Training

High Impact Business Training

High Impact Business Training

High Impact Business Training

Think small and you get smaller

Environment is greater than will

Good. Bad. Ugly. Great!

High Impact Business Training

High Impact Business Training

Taking Action Now!!!

High Impact Business Training

High Impact Business Training

Agreement For Activity & Exposure

High Impact Business Training

SalesPartners World Wide Community

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