Motivation & Consulting

Sales Training, Motivation, Emotional Intelligence, & Leadership Training

1. Sales Process Training: Sayegh Psychology of Sales
2. Create Worksheet Material That Helps team members shift from “me” thinking to serve thinking. Simple and repeatable
3. Sell The Why:
   • The Why is: What is the benefit to the customer (What is the Purpose of the Company)
   • What is the benefit to the Team? (Leadership)
   • What is the Benefit of this Action (Motivation)
4. HAVING SOMEONE CONNECT THE DOTS OF SPECIFIC ACTIONS TO THEIR OWN RESULTS IS THE FASTEST WAY FOR GROWTH

Leadership

1. A WELL MOTIVATED AND TRAINED TEAM NEEDS VERY LITTLE MANAGEMENT
   • Operations Become “Turn Key”
   • People Feel “Trusted” with work, as a result, tend to take ownership of that work
   • When you can’t “trust” an employee, you must check yourself first, Have you given them a fair shot, have you properly invested in them?
   • It will cost more to replace an employee than to improve an employee.
2. Goals: Come with an Action Plan
3. Discipline: Actions Now = results later
4. Maximize “Floor Time”: “Floor Time” is where you conduct business

MINDSET

1. “Power Affirmations” :
   • If the store is going to sell one car today, I AM GOING TO BE THE ONE TO SELL IT.  -What this mindset causes is a reaction of actions that lead to sales, whether you sell something that day or not is important, what we want here is the by-product of this mindset…. Purposeful actions
   • If you’re going to buy “X”, I am going to give you every reason to buy it from me.
     • What you are claiming here, with a sincere tone of voice, is there are no reasons to not buy from you.
   • If I run into you outside of work, I want to be able to proudly walk up to you and shake your hand.
2.  PREPARATION MAXIMIZES CONFIDENCE:
   • Think about your mental state when you’re “ready” for something. An appointment, an event, etc.
     • I.e. “Getting to work early”  “The mind is ahead of the curve” having a calm controlled commute, vs. a rushed “anxious” commute
       • This can be assimilated to any event.
3. “Deposit” Mindset vs. True Commitment
   • As a sales consultant, some of us take a deposit and get that sense of satisfaction that we have a deal! –What we are really doing is lying to ourselves just to get that feeling… maybe it’s driven by an anxiousness of some kind, maybe you’re behind on deals, maybe you want or need to make an income, maybe you’re competing to be the best salesperson the challenge with the mindset here is when we log a deal without a real commitment, we end up losing it because we stop working, we rest because we have that sense of false security, when in fact this customer is not committed and may have agreed just to appease you.
     • So how do we overcome this and maximize the opportunity,  we should not take a deposit until a customer is 100% committed, what this will cause you to do, is keep looking for the true objection, where you can get to a real or identify if there is no deal to be had.  We only hurt ourselves when we lie to ourselves.