SALES CATALYST REINFORCEMENT PROGRAM

TASKS - WEEK 3

 
 Do research on   your client's competitors  . What are their strengths? What challenges do they face? What must your client do to stay competitive?

Do research on your client's competitors. What are their strengths? What challenges do they face? What must your client do to stay competitive?

 Identify a decision maker you're not currently connected with and   map your path   to get to that person this quarter.

Identify a decision maker you're not currently connected with and map your path to get to that person this quarter.

 Read a new article/book/blog or watch a video on your client's industry.   Discover more about the environment   they do business in.

Read a new article/book/blog or watch a video on your client's industry. Discover more about the environment they do business in.

   Profile the next client contact   you'll talk to and capture their personality: How do they like to receive information? How do they make decisions?

Profile the next client contact you'll talk to and capture their personality: How do they like to receive information? How do they make decisions?

 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.

 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.


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 To   strengthen networking  , use Short Open Questions at the water cooler with colleagues to go deeper than the usual small talk.

To strengthen networking, use Short Open Questions at the water cooler with colleagues to go deeper than the usual small talk.

 Watch a TV or video interview conducted by a famous host (Larry King, Oprah, Stephen Colbert, etc.).   What questions does the interviewer ask   to promote the dialogue? Check how good they are based on what information they elicit.

Watch a TV or video interview conducted by a famous host (Larry King, Oprah, Stephen Colbert, etc.). What questions does the interviewer ask to promote the dialogue? Check how good they are based on what information they elicit.

 Observe and reflect on the   questioning style   of one of your top executives.

Observe and reflect on the questioning style of one of your top executives.

 Make a list of   eight default Short Open Questions   that could be used in multiple scenarios.

Make a list of eight default Short Open Questions that could be used in multiple scenarios.

 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.

 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.


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 Teach a colleague   why the technique "benefits over features" works   and how to create a level- 3 "big picture" benefit. Have them report to you when they have used the technique successfully.

Teach a colleague why the technique "benefits over features" works and how to create a level- 3 "big picture" benefit. Have them report to you when they have used the technique successfully.

 For 1 of your top 3 clients,   create client-centric benefits   that illustrate the power of your company's product or service. Start with the simple features but then work to the 3rd level of benefits.

For 1 of your top 3 clients, create client-centric benefits that illustrate the power of your company's product or service. Start with the simple features but then work to the 3rd level of benefits.

 Take the most common product in your portfolio and   create a 60-second pitch   that includes two components: S.A.V.E. Data Insight and Benefits over Features.

Take the most common product in your portfolio and create a 60-second pitch that includes two components: S.A.V.E. Data Insight and Benefits over Features.

 Use a “big picture” benefit in the   subject line   of an email to a client.

Use a “big picture” benefit in the subject line of an email to a client.

 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.

 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.


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 At the end of your next team meeting, take 5 minutes to   brainstorm and create one visual & emotional analogy   to convey a commonly used complex concept or data insight.

At the end of your next team meeting, take 5 minutes to brainstorm and create one visual & emotional analogy to convey a commonly used complex concept or data insight.

 Research and   prepare a "client-centric" statistic   that will resonate in your client's mind because it is focused on them and not directly on your company.

Research and prepare a "client-centric" statistic that will resonate in your client's mind because it is focused on them and not directly on your company.

 Watch a documentary or a learning show for kids on history, biology, astronomy or chemistry.   Identify which analogies   the show uses to present data and help viewers learn a new insight.

Watch a documentary or a learning show for kids on history, biology, astronomy or chemistry. Identify which analogies the show uses to present data and help viewers learn a new insight.

 Of your most commonly used statistics, identify: 1 that is   easiest   for your client to understand 1 that is   most complex  , unknown, or difficult to understand that could benefit from a supporting sentence to help illustrate it.

Of your most commonly used statistics, identify: 1 that is easiest for your client to understand 1 that is most complex, unknown, or difficult to understand that could benefit from a supporting sentence to help illustrate it.

 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.

 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.


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   Practice Validate & Pivot   with a colleague for the following examples: going to the gym, eating vegetables, waking up at 4am, being a volunteer, etc.

Practice Validate & Pivot with a colleague for the following examples: going to the gym, eating vegetables, waking up at 4am, being a volunteer, etc.

 Brainstorm with a colleague a   list of 15 objections   that clients may have, no matter how ridiculous they are or sound.

Brainstorm with a colleague a list of 15 objections that clients may have, no matter how ridiculous they are or sound.

 Next time you present something at an internal meeting,   "Flip" a tough question   back to the group or to a colleague to give yourself an extra moment to frame your response.

Next time you present something at an internal meeting, "Flip" a tough question back to the group or to a colleague to give yourself an extra moment to frame your response.

   Reconnect with a client   that had a previous objection, stalling the partnership. Ignite a new dialogue with them. Use your Short, Open Questions to build trust. Have your Validate & Pivot statements ready. Refrain from saying "no" or "yes, but..."

Reconnect with a client that had a previous objection, stalling the partnership. Ignite a new dialogue with them. Use your Short, Open Questions to build trust. Have your Validate & Pivot statements ready. Refrain from saying "no" or "yes, but..."

   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.

 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.


 
   Create a running list     of Active Asks   you can have in your back pocket for universal scenarios related to your products.

Create a running list of Active Asks you can have in your back pocket for universal scenarios related to your products.

 Choose a non-work product, place or service that you like but others don't.   Invite someone to try it.   If they say no, find a smaller or more agreeable pre-step for them to commit to.

Choose a non-work product, place or service that you like but others don't. Invite someone to try it. If they say no, find a smaller or more agreeable pre-step for them to commit to.

   Teach another Sales Rep   the mindset of "Don't be afraid to firmly tell a client what to do. You're actually doing them a favor!" Have them report to you on the first time they use the bold mindset.

Teach another Sales Rep the mindset of "Don't be afraid to firmly tell a client what to do. You're actually doing them a favor!" Have them report to you on the first time they use the bold mindset.

 Think of a home project you have not gotten around to starting. Come up with the simplest next activity that needs to get done (buy paint on the way home, borrow a tool, call a plumber, etc.).   Do it or Active Ask someone     else   to help with this simple "next step."

Think of a home project you have not gotten around to starting. Come up with the simplest next activity that needs to get done (buy paint on the way home, borrow a tool, call a plumber, etc.). Do it or Active Ask someone else to help with this simple "next step."

 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.

   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