SALES CATALYST REINFORCEMENT PROGRAM TASKS

WEEK 1


BENEFITS OVER FEATURES

  BF01  - Use a “big picture” benefit in the  subject line  of an email to a client. In your Task Journal, write what that subject line was and your reasoning behind it's phrasing for that client.

BF01 - Use a “big picture” benefit in the subject line of an email to a client. In your Task Journal, write what that subject line was and your reasoning behind it's phrasing for that client.

  BF02  - Quickly research and discover how your  c  ompetitor's narrative uses the benefits over features  approach. Capture an example of what you find in your Task Journal.

BF02 - Quickly research and discover how your competitor's narrative uses the benefits over features approach. Capture an example of what you find in your Task Journal.

CLIENT MAPPING

  CM01  - Identify a decision maker you're not currently connected with and  map your path  to get to that person this quarter. Capture that plan in your Task Journal: what steps will you take, through which contacts, by which dates?

CM01 - Identify a decision maker you're not currently connected with and map your path to get to that person this quarter. Capture that plan in your Task Journal: what steps will you take, through which contacts, by which dates?

  CM02  - In your Task Journal: Write 2 arguments that will convince a  data-driven person  to try your product/service, and write 2 arguments that will convince a  relationship-driven person .

CM02 - In your Task Journal: Write 2 arguments that will convince a data-driven person to try your product/service, and write 2 arguments that will convince a relationship-driven person.

HANDLE OBJECTIONS

  HN01  -  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. Report how it went in your Task Journal.

HN01 - 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. Report how it went in your Task Journal.

  HN02  - 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. Report how it went in your Task Journal.

HN02 - 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. Report how it went in your Task Journal.

MICRO-COMMITMENT

  MC01  - 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." Report how it went in your Task Journal.

MC01 - 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." Report how it went in your Task Journal.

  MC02  - For your next internal meeting,  execute an active close with a micro-commitment  that every participant can make. Report how it went in your Task Journal.

MC02 - For your next internal meeting, execute an active close with a micro-commitment that every participant can make. Report how it went in your Task Journal.

S.A.V.E. DATA INSIGHTS

  DI01  - Of your most commonly used statistics, identify and write in your Task Journal: 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.

DI01 - Of your most commonly used statistics, identify and write in your Task Journal:
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.

  DI02  - Having trouble coming up with a visual & emotional analogy for a stat? Experts rely on popular realms such as sports (i.e. "we serve as many people as seats at the Yankee Stadium per week"), music (i.e. "you're in sync like a musical director and her orchestra") and weather (i.e. "you spend so much effort just like bringing an umbrella in a clear blue sky") to convey numbers. Choose one statistic that's included in your sales pitch.  Come up with three different analogies  (one per realm) for it. Write them in your Task Journal.

DI02 - Having trouble coming up with a visual & emotional analogy for a stat? Experts rely on popular realms such as sports (i.e. "we serve as many people as seats at the Yankee Stadium per week"), music (i.e. "you're in sync like a musical director and her orchestra") and weather (i.e. "you spend so much effort just like bringing an umbrella in a clear blue sky") to convey numbers. Choose one statistic that's included in your sales pitch. Come up with three different analogies (one per realm) for it. Write them in your Task Journal.

SHORT OPEN QUESTIONS

  SQ01  - In one meeting today, when faced with a question that you DON'T have the exact answer to,  resist the urge to take back the spotlight  and follow up with one short open question to deepen the dialogue before you respond. Report how it went.

SQ01 - In one meeting today, when faced with a question that you DON'T have the exact answer to, resist the urge to take back the spotlight and follow up with one short open question to deepen the dialogue before you respond. Report how it went.

  SQ02  - In the next conversation you have, whether personal or professional, respond a question with  "can you tell me more?"  and then wait for an answer. What new information were you able to get?

SQ02 - In the next conversation you have, whether personal or professional, respond a question with "can you tell me more?" and then wait for an answer. What new information were you able to get?