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How To Fix A Broken Sales Team
1. How to Fix
B ROKEN
Sales Team.
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2. #3 Reason
They Wait for the phone to ring.
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3. #2 Reason
They are writing the same or less
business than before .
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4. #1 Reason
Because you think they are.
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5. Belief
Personality
Behavior
Actions
Results The Steel Method, LLC.
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6. And where exactly
do we focus all of our energy?
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7. Belief
Personality
Behavior
Actions
Results The Steel Method, LLC.
a company that drives results
8. And where should
we focus all of our energy?
The Steel Method, LLC.
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9. Belief
Personality
Behavior
Actions
Results The Steel Method, LLC.
a company that drives results
10. Differentiator
What made me different.
Value
Financial-Image-Time
Delivery
How you demonstrated the value to the
customer or prospect.
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11. Your Salesperson’s
Belief Belief
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12. WHAT DID YOU DO?
Cold Call Network
(Prospect) (People)
Negotiate Support
(Complex Sale) (Existing Business)
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13. Best &
Worst
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14. Who is your best
salesperson?
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15. Who is your worst
salesperson?
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16. RESULTS!
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17. Mirror or
Mimic.
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18. Fix or
Fire! The Steel Method, LLC.
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19. Belief
Personality
Behavior
Actions
Results The Steel Method, LLC.
a company that drives results
20. WHAT ARE THEY LIKE ON THE INSIDE?
Assertive Influential
Driving Persuasive
Competitive Dominance Influence Friendly
Forceful (Power) (People) Verbal
Inquisitive Communicative
Direct Positive
Self Starter
Compliant Dependable
Careful Deliberate
Systematic Compliance Steadiness Amiable
Precise (Policy) (Pace) Persistent
Accurate Good Listener
Perfectionist Kind
Logical
The Steel Method, LLC.
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21. WHAT Do They DO?
Cold Call Network
(Prospect) (People)
Negotiate Support
(Complex Sale) (Existing Business)
The Steel Method, LLC.
a company that drives results
22. WHAT DO THEY LIKE TO DO?
Cold Call Network
(Prospect) (People)
WHAT DO YOU WANT
THEM TO DO?
Negotiate Support
(Complex Sale) (Existing Business)
The Steel Method, LLC.
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23. If You Want Great Results!
THE THE
JOB
= PERSON
Human Job Assessment PERSONALITY PROFILE ASSESSMENT
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24. You Cannot
Change someone’s
personality.
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25. Belief
Personality
Behavior
Actions
Results The Steel Method, LLC.
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26. You Can
Change someone’s
Behavior & Actions.
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27. Behavior Actions
Punishment Reward
The Steel Method, LLC.
a company that drives results
28. Belief
Personality
Behavior
Actions
Results The Steel Method, LLC.
a company that drives results