SALES CATALYST REINFORCEMENT PROGRAM

TASKS - WEEK 1

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 Complete an   org chart   for 1 of your top 3 clients and circle a new relationship in each that you’ll connect with this quarter.

Complete an org chart for 1 of your top 3 clients and circle a new relationship in each that you’ll connect with this quarter.

 For 1 of your top 3 clients, take your top 5 contacts from the org chart and fill out a   Relational Grid   on each person.

For 1 of your top 3 clients, take your top 5 contacts from the org chart and fill out a Relational Grid on each person.


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 In your next meeting, have a colleague measure how long you spend   talking   and how long   listening  .

In your next meeting, have a colleague measure how long you spend talking and how long listening.

 For the first few minutes of your next client interaction, use at least   two Short Open Questions   (no statements, no agenda) to drive dialogue.

For the first few minutes of your next client interaction, use at least two Short Open Questions (no statements, no agenda) to drive dialogue.


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 Record yourself talking about your product in your next client meeting or call. Identify   how much time   you spend on features and how much on benefits.

Record yourself talking about your product in your next client meeting or call. Identify how much time you spend on features and how much on benefits.

 Use an argument based on benefits over features to   convince friends to visit a place   you want to go to.

Use an argument based on benefits over features to convince friends to visit a place you want to go to.


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 Identify 1 of the top 3 data insights that you use regularly and   construct a visual & emotional supporting sentence   (analogies with food, vacation, space, the human body, sports, animals...) to connect your data with something the audience already knows.

Identify 1 of the top 3 data insights that you use regularly and construct a visual & emotional supporting sentence (analogies with food, vacation, space, the human body, sports, animals...) to connect your data with something the audience already knows.

 Discuss with someone on your Marketing team and learn how they use visual & emotional analogies to   convey complex concepts   or to position your company and its products.

Discuss with someone on your Marketing team and learn how they use visual & emotional analogies to convey complex concepts or to position your company and its products.


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 In a fun debate with a friend with a different opinion (Marvel vs. DC, camping vs. the beach...),   use Validate & Pivot   to move them 1 notch closer towards appreciating your viewpoint.

In a fun debate with a friend with a different opinion (Marvel vs. DC, camping vs. the beach...), use Validate & Pivot to move them 1 notch closer towards appreciating your viewpoint.

   Refrain from instinctively responding   to the next question someone asks you immediately. Use a pause, or a Short Open Question, or a Flip or a Validate & Pivot to start framing a more powerful response.

Refrain from instinctively responding to the next question someone asks you immediately. Use a pause, or a Short Open Question, or a Flip or a Validate & Pivot to start framing a more powerful response.


 
   Active Ask   a family member, colleague or friend for   one micro-commitment today   regarding health & fitness or personal finance

Active Ask a family member, colleague or friend for one micro-commitment today regarding health & fitness or personal finance

 Plan your client interactions for one day and   list one specific micro-commitment   for each client.

Plan your client interactions for one day and list one specific micro-commitment for each client.