SALES CATALYST REINFORCEMENT PROGRAM TASKS

WEEK 3


BENEFITS OVER FEATURES

  BF06  - Run an internet  search on best practices for a strong value proposition when selling . Share 1 article with your team that discuss the Benefits over Features approach. Which article did you find? Which words do they use? Document it in your Task Journal.

BF06 - Run an internet search on best practices for a strong value proposition when selling. Share 1 article with your team that discuss the Benefits over Features approach. Which article did you find? Which words do they use? Document it in your Task Journal.

  BF05 -  For one of your bottom-half 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. Report those new ideas in your Task Journal.

BF05 - For one of your bottom-half 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. Report those new ideas in your Task Journal.

  BF04  - 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. Write them down in your Task Journal.

BF04 - 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. Write them down in your Task Journal.

  BF03  - In a client meeting today,  use your client's company mission statement  to create a stronger Emotional Benefit of how your product fits within their larger purpose and what they value. Be specific with the outcomes and explicit in the conversation with the client for tying it back to their mission statement. Report in your Task Journal: who was the client, what is their mission statement and how did you tie your products back to an Emotional Benefit at that level.

BF03 - In a client meeting today, use your client's company mission statement to create a stronger Emotional Benefit of how your product fits within their larger purpose and what they value. Be specific with the outcomes and explicit in the conversation with the client for tying it back to their mission statement. Report in your Task Journal: who was the client, what is their mission statement and how did you tie your products back to an Emotional Benefit at that level.

  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.

  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.

CLIENT MAPPING

  CM06 -  Looking at the org chart of one of your clients, on a scale of 0-10,  reflect on how dispersed your contacts are.  "0" means all of your contacts are clustered together on the same team, same job function. "10" means, you've reached every department, every level throughout the organization. In your Task Journal, what's your number now? and Where do you want it to be? and By when?

CM06 - Looking at the org chart of one of your clients, on a scale of 0-10, reflect on how dispersed your contacts are.
"0" means all of your contacts are clustered together on the same team, same job function.
"10" means, you've reached every department, every level throughout the organization.
In your Task Journal, what's your number now? and Where do you want it to be? and By when?

  CM05 -  At your next team meeting, take the last 5 minutes to  have each person share a quick half-sentence  on this topic: "A specific personality of one of your contacts and how you adjust to interact with that person in a more meaningful way". Keep the discussion respectful and positive. Report what you learned in your Task Journal.

CM05 - At your next team meeting, take the last 5 minutes to have each person share a quick half-sentence on this topic: "A specific personality of one of your contacts and how you adjust to interact with that person in a more meaningful way". Keep the discussion respectful and positive. Report what you learned in your Task Journal.

  CM04 - Profile the next client contact  you'll talk to and answer these two questions on their personality: How do they like to receive information? How do they make decisions? In your Task Journal, write the client name, the contact and these two bits of information about them.

CM04 - Profile the next client contact you'll talk to and answer these two questions on their personality: How do they like to receive information? How do they make decisions? In your Task Journal, write the client name, the contact and these two bits of information about them.

  CM03  - 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. Identify one relation you didn't know about them, and write it in your Task Journal.

CM03 - 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. Identify one relation you didn't know about them, and write it in your Task Journal.

  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.

  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?

HANDLE OBJECTIONS

  HN06 -  Think of a tough request you or your department has made or will make to another department.  Prepare how you can Validate & Pivot  an objection they might have. Write those ideas down in your Task Journal.

HN06 - Think of a tough request you or your department has made or will make to another department. Prepare how you can Validate & Pivot an objection they might have. Write those ideas down in your Task Journal.

  HN05 -  Reconnect with a client who had a previous objection that has stalled 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..." How did it go? Report it in your Task Journal.

HN05 - Reconnect with a client who had a previous objection that has stalled 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..." How did it go? Report it in your Task Journal.

  HN04 -  For your team,  create a repository  of everyone's top objections & responses. Use email, a chat group, your CRM, a Project Management tool, or some other Intranet platform to share your top objection & response from this past week. Promote others to share theirs as well. Report how good this community is building up in your Task Journal.

HN04 - For your team, create a repository of everyone's top objections & responses. Use email, a chat group, your CRM, a Project Management tool, or some other Intranet platform to share your top objection & response from this past week. Promote others to share theirs as well. Report how good this community is building up in your Task Journal.

  HN03 -  Think of a person who has a very different viewpoint from yours on any topic (politics, environment, economics, sports, etc.). In your Task Journal  write down 3 reasons  why they might have such an opinion, from their point-of-view.

HN03 - Think of a person who has a very different viewpoint from yours on any topic (politics, environment, economics, sports, etc.). In your Task Journal write down 3 reasons why they might have such an opinion, from their point-of-view.

  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.

  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.

MICRO-COMMITMENT

  MC06 - Teach another Sales Rep  the components of an actionable micro-commitment. Have them report to you on the first time they use the technique. How good a coach/teacher do you think you were? What was challenging? Report it in your Task Journal.

MC06 - Teach another Sales Rep the components of an actionable micro-commitment. Have them report to you on the first time they use the technique. How good a coach/teacher do you think you were? What was challenging? Report it in your Task Journal.

  MC05 -  In your Task Journal,  plan your client interactions for one day  and list one specific micro-commitment for each client. Which clients said yes to your ask?

MC05 - In your Task Journal, plan your client interactions for one day and list one specific micro-commitment for each client. Which clients said yes to your ask?

  MC04 -  For your next client meeting today,  prepare two micro-commitment options : Micro-Committment #1 to ask the client, and a second "plan B" micro-commitment to use if they can't committment to your first one. Report back in your Task Journal, did you have to use your "Plan B"?

MC04 - For your next client meeting today, prepare two micro-commitment options: Micro-Committment #1 to ask the client, and a second "plan B" micro-commitment to use if they can't committment to your first one. Report back in your Task Journal, did you have to use your "Plan B"?

  MC03 -   Active Ask  a family member, colleague or friend for one micro-commitment today regarding health & fitness or personal finance. Report their reaction in your Task Journal.

MC03 - Active Ask a family member, colleague or friend for one micro-commitment today regarding health & fitness or personal finance. Report their reaction 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.

  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.

S.A.V.E. DATA INSIGHTS

  DI06 -  Take the most common product in your portfolio and  create and rehearse a 60-second pitch  that includes two components: S.A.V.E. Data Insight and Benefits over Features. Write the outline of this pitch in your Task Journal and the name of a client and meeting coming up where you'll use it.

DI06 - Take the most common product in your portfolio and create and rehearse a 60-second pitch that includes two components: S.A.V.E. Data Insight and Benefits over Features. Write the outline of this pitch in your Task Journal and the name of a client and meeting coming up where you'll use it.

  DI05 -   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. Write this data insight plus your new supporting sentence in your Task Journal.

DI05 - 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. Write this data insight plus your new supporting sentence in your Task Journal.

  DI04 -   Identify two visual and emotional data analogies  from current TV or video ads. ("After that copious dinner, does your stomach feel like a time bomb?"). Write them down in your Task Journal.

DI04 - Identify two visual and emotional data analogies from current TV or video ads. ("After that copious dinner, does your stomach feel like a time bomb?"). Write them down in your Task Journal.

  DI03 -  Discuss with someone in your Marketing team and  learn how they use visual & emotional analogies  to convey complex concepts or to position your company and its products. Record your findings in your Task Journal.

DI03 - Discuss with someone in your Marketing team and learn how they use visual & emotional analogies to convey complex concepts or to position your company and its products. Record your findings 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.

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.

  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.

SHORT OPEN QUESTIONS

  SQ06 -  With your kids, or your nieces & nephews, or a friend's kids,  engage in dialogue about their day/school/sport  and use two Short Open Questions to help them generate a deeper response. Write in your Task Journal who to tried this on and how it changed the conversation for them.

SQ06 - With your kids, or your nieces & nephews, or a friend's kids, engage in dialogue about their day/school/sport and use two Short Open Questions to help them generate a deeper response. Write in your Task Journal who to tried this on and how it changed the conversation for them.

  SQ05 -  For the first few minutes of your next client interaction,  use at least two Short Open Questions  (no statements, no agenda) to drive dialogue. Report in your Task Journal what you gained in that dialogue.

SQ05 - For the first few minutes of your next client interaction, use at least two Short Open Questions (no statements, no agenda) to drive dialogue. Report in your Task Journal what you gained in that dialogue.

  SQ04  - To strengthen networking,  discuss a topic of interest at the water cooler  with colleagues to go deeper than the usual small talk. Listen carefully. Follow their answers with 2-3 Short Open Questions. Report something new or interesting in your Task Journal.

SQ04 - To strengthen networking, discuss a topic of interest at the water cooler with colleagues to go deeper than the usual small talk. Listen carefully. Follow their answers with 2-3 Short Open Questions. Report something new or interesting in your Task Journal.

  SQ03 -  In your Task Journal,  make a list of eight default Short Open Questions  that could be used in multiple scenarios.

SQ03 - In your Task Journal, make a list of eight default Short Open Questions that could be used in multiple scenarios.

  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?

  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.