ccn sales boot camp 101 pre‐work · personal implementation ... dream sheet ... habits that will...

2013

CCN Sales Boot Camp 101Pre‐Work

Dear Sales Boot Camp Participant,

Thank you for registering for CCN’s Sales Boot Camp 101. Get ready for a truly empowering experience!

The following pages must be completed prior to arriving at the boot camp. Don’t forget to bring them with you!

If you have any questions, do not hesitate to call 800.396.1510.

CCN Sales Boot Camp

Table of Contents EXPECTATIONS – WHAT YOU SHOULD EXPECT ...........................................................................................4 WHAT ARE YOUR EXPECTATIONS? .................................................................................................................. 8PERSONAL IMPLEMENTATION .......................................................................................................................... 9

Getting the most out of Boot Camp ....................................................................................................................... 9 Rules for Behavioral Change ................................................................................................................................. 9

THE POWER OF GOAL SETTING & PLANNING ........................................................................................... 10 BENEFITS OF GOALS ........................................................................................................................................ 11 EVALUATION - PREPARING FOR GOAL SETTING ........................................................................................ 12

1. Where are you now? .................................................................................................................................... 122. Where do you want to go? ........................................................................................................................... 123. What are your priorities? ............................................................................................................................. 124. Writing Workable Plans............................................................................................................................... 14

CCN 8-STEP GOAL SETTING FORMULA .......................................................................................................... 14 HOW TO “CRASH” ............................................................................................................................................... 17 THE VALUE OF WRITTEN ACTION PLANS .................................................................................................... 20 GETTING STARTED - PERSONAL INVENTORY ............................................................................................. 21 GETTING STARTED - DREAM SHEET .............................................................................................................. 24 EVALUATING - PERSONAL DREAM SUBJECTS ............................................................................................ 25 GETTING STARTED - WHO AM I? ..................................................................................................................... 28 A FIVE YEAR PROJECTION ................................................................................................................................ 30 IDENTIFYING THE TRULY IMPORTANT GOALS .......................................................................................... 32 MAJOR GOALS ..................................................................................................................................................... 34 CONVERTING #1 GOAL TO “PLANS OF ACTION” ......................................................................................... 35 CONVERTING #2 GOAL TO “PLANS OF ACTION” ......................................................................................... 36 YOU INC. ................................................................................................................................................................ 37 ZIG ZIGLAR INSIGHTS INTO GOALS ............................................................................................................... 39

Jack Canfield ....................................................................................................................................................... 40 GOAL SETTING AFFIRMATIONS ...................................................................................................................... 42

CCN Sales Boot Camp Goal Setting Manual 4

EXPECTATIONS – WHAT YOU SHOULD EXPECT

Boot Camp Immediately Pays For Itself

"My entire trip to Nashville has already paid off for me! I should have done this 10 years ago. I tried the CCN Process five times since Boot Camp and closed four. I will probably get the fifth, which was a presentation to a Church Building Committee.

The 4P and SCSP work so smoothly that I closed three in a row. Then today, I met with the Customer from Hell, just like we practiced with in Boot Camp. He wasn't paying attention to my 4P. He qualified with the Bridging Questions so I showed him the SCSP. He said he wasn't buying today. I stayed with the WordTracks and before I left, he gave me a $3,000 check against his $12,000 job!

Without the CCN Process, I might have gotten one out of the four, and maybe a call from another. With the Process, I already have four, and will probably get five. This stuff definitely works!” Robert Schisler, Owner Shumaker Roofing.

New Hire, No Experience, Shows Boss How to Do It

Mark Lloyd took his new boss, Grant Brocky, out on a call to show him what he learned at Boot Camp. Mark had no prior roofing or direct sales experience before Boot Camp.

"I knew we were going to get this sale, the Owner saw me as the "Wizard" during the Measure Call, even though I had no prior roofing experience. The Owners really enjoyed my 4P Presentation, because they had read some of the 4P questions in Better Homes and Gardens. They knew anyone who would be willing to expose themselves to the questions must be legitimate. I showed them Good-Better-Best and the Sales Cost Savings Plan. They bought a 20 square tear off, New Horizons and a small DuraLast roof for $19,000. “This is really great...... during the Boot Camp, I did not realize how much I had learned. When I saw the CCN Process work in the field, my self-confidence just soared!"

Exp. Salesman Finds Immediate Success with CCN Process

Long time salesman with Maggio Roofing, Steve Piccirelli, closes eight sales first week back from Las Vegas Boot Camp.

"To sell more than one job a day in the dead of winter is huge for me. The biggest change I experienced in Las Vegas Boot Camp was to stop "roboting." Apparently, I had gotten into the habit of handling everyone in the same sort of "cookie cutting" the CCN Process.

The other big change was that I learned to use the Sales Cost Savings Plan properly. I followed the Process as taught in Boot Camp, handled the objections exactly as trained, and used the Bridging Questions to lead into the SCSP which closed 7 of the 8 sales.


Boot Camp Graduate first try with CCN Process sells job at $2,000 over competitive price!

"I simply followed the steps you outlined in Boot Camp. When I showed the manufacturer specifications, during P2, it made a big difference to the Owner. They told me that I was more knowledgeable and they had more confidence in me than the other bidders, and they easily gave me the project, at my price. Just like you said, when the Owner is properly educated about what they are buying, and how to qualify a contractor, price is no longer a significant factor in the decision making process." Tom Curren, Tom Curren Painting Company, Lincoln, MA

Experienced Salesman Catches On Fire after Boot Camp

Boot Camp Graduate, George Arnold, sells 7 jobs in a row immediately after Boot Camp.

New Salesman, No Experience, Immediate Success!

New Salesman, No Experience, Courtney McGee, Fick Brothers 7 jobs last week - total $8,900 3 jobs this week - total $17,000

2 cold calls in area of a Measure Call results in request for estimates.

"I now see why the Measure Call is really the key. The Boot Camp Railroad Tape is a real help" Courtney McGee, Fick Brothers

New Salesman 30 Days – 27 Sales 70% Closing Ratio American Custom Exteriors, Rochester, NY

27 Sales - 30 Days $134,000 Sales Volume Since Boot Camp

Nine Months Sales Prior To Boot Camp $244,000

"Richard....since Boot Camp, and using the information you sent afterwards, I have sold 27 jobs for a total of $134,000. My closing ratio is 70% thanks to the WordTracks and Ammunition you have provided. This stuff is deadly" Mark Tantalo

Four Sales $36,000 First week back from Boot Camp

" The CCN Process works. They bought very easily.....I am now looking forward to breaking our company One Week Sales Record of $60,000" Jon Sundstrom


New Hire, No Experience Hits $16,880 1st Week From Boot Camp Monday In Office Tuesday 1 Measure Call, 1 Roof Inspection Wednesday 4 Measure Calls, 1 Repair Measure Call Thursday 2 Sales Calls - No Sales Friday First Presentation $7,200

Second Presentation $9,200 Third Presentation $ 480

$16,880

"This was my first week working for BC Roofing....The Process Works!" Ted Lapekas

Sales Size Doubles Following Cancun Boot Camp! Paul Booth, Juffs Roofing, Canada

Experienced Salesman gets Recharged and Refocused

"Instead of being concerned about price and competition, I now focus on building the "right job" for the customer. This paradigm shift has stopped me from bidding low-end 3-tab shingles, and has caused my bid price to increase substantially.

A project I had figured at $4,000 before Boot Camp, I refigured and sold after Boot Camp for $7,600, in spite of substantially lower competitive prices.

I have found that price has nothing to do with the Owner buying and that the 4P, Lie Detector, Bridging Questions and SCSP works exactly as trained in Boot Camp and makes it easy for them to buy.

During my first presentation I fumbled a little, but the people really appreciated the 4P questions and my help with making their roofing investment. Paul Booth

New Hire, No Construction Experience -Sells 5 Jobs In A Row

"Due to other commitments and the Holidays after Boot Camp, I am just getting started, but I have already proven the CCN Process really works!"

“During Boot Camp, I psychologically bought into the CCN Measure Call, 4P Sales Call Process, Lie Detector, Bridging Questions and SCSP, but what is really neat is that I am now seeing it actually work in the field, as trained in Boot Camp.

I have sold other products, and have had professional sales training by others, but I have never seen a system like the CCN Process that makes it so easy for the customer to buy!

I have become very effective at closing with the CCN Lowest Price Guarantee, even though, we compete against others with much lower bids!" Scott Sampsel, Universal Roofing.

Setting The Record Straight – 9 Presentations = 8 Sales "I would like to share a story with you regarding "Boot Camp" in Cancun, Mexico. This is the second one I have attended. On the day of my departure, I had the opportunity to speak with Richard before I left. I basically gave Richard a serious ragging, because I thought Boot Camp


was not as good as the first one and I did not get much out of it. Well, I called Richard on 1/8/98 and I had to apologize to him (with my tail between my legs).

I came back so much more focused and with a different mind set, it was unbelievable. What the hell did he do? Was it the stories he told? His positive attitude? All I know is that he fixed my head!!!

Since Boot Camp, the week before Christmas, I did nine sales presentations calls and sold eight projects! Granted, all of them were small repair projects and one design/build contract, a total of about $10,000 dollars. The larger projects will come. The fact of the matter is that I used the system and stayed on track!!! This really does work if you stay focused and have the right mindset. Once again Richard, I apologize for the rag session, thank you for "fixing" my broken head. Randall Jackson, G.M. Roth Design & Remodeling

Cancun Boot Camp Graduate Signs Up For Second Boot Camp Sold 5 Jobs Christmas Week

"I have been around CCN for some period of time, but Boot Camp really helped me get focused. For example, I closed 5 jobs Christmas week. I know this next Boot Camp will elevate my selling skills further. I will not make a sales presentation without my 4P and SCSP. The process really works." Roy Bauer, Bauer Roofing, West Columbia, SC

Room Below For Your Boot Camp Success Story ⇓


WHAT ARE YOUR EXPECTATIONS?

Please complete and be prepared to discuss your expectations and reservations in detail at the start of Boot Camp.

EXPECTATIONS

What skills and ideas do you want to acquire from CCN University Sales Boot Camp? __________________________________________________________________ __________________________________________________________________ __________________________________________________________________ __________________________________________________________________ __________________________________________________________________ __________________________________________________________________ __________________________________________________________________

RESERVATIONS

What are your concerns and questions about CCN University Sales Boot Camp?

__________________________________________________________________ __________________________________________________________________ __________________________________________________________________ __________________________________________________________________ __________________________________________________________________ __________________________________________________________________


PERSONAL IMPLEMENTATION

Getting the most out of Boot Camp

Rules for Behavioral Change

1. Decide to change

2. Commit to “No-Option Behavior”

3. Get help, if necessary

4. Hold tight. Building a new habit takes 21 days

Research on adult learning suggests that habits are formed or broken after 21 consecutive days. The enclosed Goal Setting documentation and AudioTape are designed to facilitate a 21-day period of rigorous and disciplined implementation. During Boot Camp you will learn the extremely effective CCN Sales Process, as well as, habits that will improve your personal performance and ultimately ensure a high performance sales career.

What do you think made the sales people involved with the testimonials at the front of this manual successful?

__________________________________________________________________ ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

Why do some people choose NOT to implement the good, new ideas or activities learned in seminars and workshops? __________________________________________________________________ ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________


THE POWER OF GOAL SETTING & PLANNING

Goal Setting can have a significant impact on your sales career. Sales can be an emotional roller coaster, as you make sales and face rejection. Having clear goals in your mind smoothes out the ride and makes it fun. You take advantage of the remarkable force of Goal Setting when you reduce your Goals into written plans. Thinking about what you have achieved so far in life is valuable, and thinking about what you want to achieve in the future, and dreaming of future goals are important. However, amid the demands of your sales responsibilities, and involvement with working projects, it is all too easy to overlook “key” strategies required to turn your dreams into reality. Goal setting works best through written plans.

A written plan with scheduled ActionSteps and Target Dates converts your dreams into actual reality. A written Plan of Action maintains constant visibility of your goals and keeps you on course. Written goals crystallize your thinking and act as a magnetic force that draws you towards their achievement.

Written plans also serve as a measuring device for Evaluating Progress. They provide insurance against neglecting some detail that will cause a delay. Written goals and plans save time and energy because they reveal possible conflicts and provide for solutions before failure and frustration develops.

Because no one can choose a satisfying purpose and direction for you, begin now before coming to Boot Camp to dream your own dreams, identify your own goals, and design your own destiny. Define the starting point and your destination.

You are expected to read, comprehend and complete the enclosed materials prior to attending CCN University Sales Boot Camp. You are expected to listen to the enclosed CD at least two times prior to Boot Camp. Failure to do this will cause a delay with your starting the program.


BENEFITS OF GOALS

What you achieve by reaching goals is not nearly as important as what you become by reaching goals.

The attitudes, knowledge, skills, and habits developed by people with goals are of infinite value in the tomorrow of their lives. With goals you can more fully realize your combined maximum potential because goals enable everyone to ......

Know, Be, Do, and Have More

Use Your Mind and Talents Fully

Have More Purpose and Direction In Life

Make Better Decisions

Be More Organized and Effective

Accomplish More For Yourself and Others

Have Greater Confidence and Self Worth

Feel More Fulfilled

Be More Enthusiastic and Motivated

Accomplish Some Uncommon Projects

Provide Better Services For Your Customers

Achieve Peace Of Mind


EVALUATION - PREPARING FOR GOAL SETTING This process has been designed to help you identify and define your goals.

1. Where are you now?

Enclosed in this Pre-Boot Camp Manual are Self-Evaluation Questionnaires includingEvaluating Personal Inventory, Personal Dream Subjects, Who Am I? and ItemizingThe Truly Important Goals that will help you define where you are now.

Then evaluate the Six Specific Self Areas involving 1) Physical and health, 2) Familyand Home, 3) Financial and Career Development, 4) Social and Cultural, 5) Spiritual andEthical, 6) Mental and Educational. This will give you more insight.

Then evaluate your Current Achievements and Weakness in each area.

Make the time to evaluate and answer these Evaluation Questions. They need to becompleted prior to the start of Boot Camp.

When finished with your evaluations, then glimpse five years into the future and answernine Five-Year Projection questions.

2. Where do you want to go?

After you decide on your present status, move onto defining where you want to go. Tohelp improve your creativity and expand your vision, listen to the enclosed CD“Pre-BootCamp – Goal Setting” at least two times.

On the tape Zig Ziglar will challenge you to consider Personal Dream Subjects, such as,Travel & Vacations, Automobiles, House, Money, Career, Family, Health, Spiritual,Mind.

He outlines the Seven Step Goal Setting Formula. For Boot Camp, we have enhanced theformula to the 8-Step Goal Setting Formula to achieve greater focus on action. YourManual includes a separate page for converting your two primary goals to Plans ofAction. Each page lists the 8-Step Formulas so you will have the opportunity toexperience the power of focusing on a specific goal and practice the Goal Settingformula. It is the power of these goals that will drive you through disappointments, thelearning curve, and tough times and on toward success.

During Boot Camp, you will have the opportunity to modify your goals and even addsome new dreams. During Boot Camp, you will review those dreams and use the 8-StepFormula to determine if they should become goals that are really important to you.Equally important, you will question if you are willing to pay the price to achieve them.

3. What are your priorities?


During this process, you will identify numerous personal and professional goals that you would like to achieve. You probably cannot achieve all of them at once, so during Boot Camp, you will need to take the time to prioritize. You will be faced with the question how do you choose between goals that appear to be in conflict? How do you know which goal to tackle first?

Only you can decide which goals are most important to you and which ones you will pay the price to achieve. Such decisions depend upon clearly stated priorities, which are based on personal values or principals.

Your Personal Principals will be used as guides for making choices and decisions, choosing goals and setting priorities.

Personal Principals must be based on your values. No one else can decide on which goals are most important to you. Never establish your principals or priorities on what you think others may want to see. Your Principals need to be approved by you, not by others.

Challenge yourself to consider what truly holds the most value for you. Is it financial security? Becoming excellent at sales? Freedom from stress or fear?

Your highest priorities may be related to the happiness of your family, to religion, or doing work that brings you a great sense of satisfaction and fulfillment.

During Boot Camp, your mind will probably be overfilled with goals to achieve...possibly too many. During the evening review, Identifying The Truly Important Goals and Five Goal Questions to help reduce the goals to the ones you really want to accomplish, and the ones you are willing to pay the price to achieve.

One of the most significant benefits of establishing priorities, based on personal principals, is that you will have a constant awareness of both what you are doing and why.

You will recognize the less important distracting activities that tend to crowd out your most important priorities. With clear priorities, you can choose to disregard or redirect those distractions.


4. Writing Workable Plans.

CCN 8-STEP GOAL SETTING FORMULA Once you have identified a Goal that is also your High Priority, you are ready to develop a workable plan for achieving it.

1. State the goals in Specific terms.

Write your goal as clearly as possible. Ask yourself - How will I know when Ireach the goal? Unless you can answer that question specifically, restate yourgoal more precisely until it can be answered. To help make a non-specific goalspecific, reduce the goal down to sub goals or stepping stones towards achievingthe ultimate goal. You should be able to measure completion of the specific subgoals.

2. Identify why the Goal is important.

List every possible reward or benefit that you will enjoy when you have achievedyour goal. Include tangible rewards like increased income, as well as, intangiblerewards like satisfaction in a job well done. Anticipating the rewards are critical,it keeps the enthusiasm and motivation at a high level.

3. Set a deadline for achievement.

Estimate how long it will take you to reach your goal. Estimate how long it willtake to accomplish each of the action steps that lead to the goal. You know howfast you will work, how urgent it is to achieve the goal, and what else you will bedoing at the same time.

4. List obstacles you need to overcome.

Ask yourself - "What could keep me from achieving this goal?" Answers maybe lack of leads, improper training and implementation of the Measure Call,Follow-Up Visit and the 4P, SCSP, or traps, such as, failure to prepare paperworkso production can run your projects, failure to maintain a positive attitude, failureto constantly pursue continuing education, lack of organization, timemanagement, or opposition of others.

One obstacle may be your own conviction towards achieving the goal.

Whatever they are, recognize the existence of obstacles, and realistically anticipate their effect on your success.

5. Develop Plans for overcoming the obstacles.Once you have identified the obstacles that could block achievement of your goal,decide how to overcome them. If you lack the training or skill, choose a methodto gain the training or skill that you need.


As a member of CCN, we will provide you with tested and proven training tapes, and systems and procedures to help you achieve your goals. We also strongly suggest that you network with our members to help develop plans for overcoming obstacles. You also have the option to call headquarters for help with a goal or getting over a specific obstacle.

If you lack time, eliminate some of your time-consuming tasks that do not meet your goals. Use your creativity to find solutions to the obstacles. Discover innovative ways to go over, around, or through roadblocks to your goals.

There will be a path to success if you believe one must exist and truly look for it. The solutions you devise will serve as general strategies for dealing with obstacles.

After you have identified the obstacles and formulated solutions, you are ready to develop the ActionSteps towards your goal. You will find many of the solutions you have identified to overcome obstacles will be incorporated in your ActionSteps.

6. Plan ActionSteps for achieving your goal.

ActionSteps are the logical and practical activities that you are willing toundertake on a day-to-day basis to bring your goal to reality. ActionSteps breakdown large goals into manageable segments that you can accomplish one at atime.

For example, let’s say you want to sell $1,000,000. The ActionSteps would be 1.Self generate leads if not provided 2. Conduct ___ Measure Calls daily, 3. SetFollow-Up Visit Appointment with complete decision making party, 4. Make 4P___ Presentations daily, 5. Close with SCSP, 6. Repeat cycle until $1,000,000 isachieved.

If you lack training or a skill in any of these areas, an ActionStep might includeidentifying books, tape or materials that will help you achieve the necessarytraining or skill. For example, to improve your performance during the MeasureCall, listen to the CCN Measure Call tape. To improve your performance with the4P, listen to the CCN 4P training tape.

If your goal involves an attitude change or a new habit, ActionSteps might includeidentifying new attitudinal emotional responses you choose to make in specificsituations. Goal setting affirmations are included in the back of this manual. Whenchanging a habit, you may plan solid actions you will take or words you will say,in order to support that new habit.

7. Develop a method for tracking progress.

A crucial element in achieving your goals is a tracking method that lets you knowwhen you need to adjust the ActionSteps. For your personal goals, your trackingsystem can be a series of dates you establish as checkpoints for evaluating


progress. It may be a periodic meeting with a trusted friend who will provide accountability for achieving your goal.

For sales goals, you can track progress by tracking number of leads covered, number of Measure Call Appointments, number of Follow-Up Visit appointments, number of Closes, average units of sale, against your Plan.

8. Determine if you will pay the price.Is the goal worth the time and effort?

After you have identified the ActionSteps necessary to reach the goal, you canthen determine if the goal is worth the price you will have to pay. Your priorities,based on your principals, become the standard for evaluating whether a goal isworth the time and effort.

Asking yourself the question - "Is it worth it to me?" at this point, is a crucialstep in the goal setting process. Once you have laid out the ActionSteps, you are inthe appropriate position to determine to go ahead or abandon the goal.

The ActionSteps for success in sales are rather straightforward. Sales is basically anumbers game. If you don’t get in front of prospects and makepresentations….you don’t make sales. In contrast, the more sales presentationsyou make using the CCN Sales Process, the more success you will realize. Whileit is true that the CCN Sales Process is extremely effective, it is totally useless if itis not used. The burning desire to be successful is far more important than theprocess.


HOW TO “CRASH” People who have not been successful with our process are people who simply have not committed to learning and implementing the CCN process. The failure pattern is always the same, caused by different excuses.

Not Ready - Some don’t try the CCN process until they believe they have it perfect. In this situation, the person usually never has it perfect so he/she doesn’t use it and continues to use the ineffective methods, thus wasting valuable time and money.

Caution – Do not wait for the time when everything is perfect. Go for it on your very first Follow-Up Visit after Boot Camp. Our greatest successes have been people who have bought into the process with blind faith and simply applied it, ready or not.

Fix It So It Doesn’t Work – Some think the process needs modification for their market or their personality. They make subtle changes to the process and then it doesn’t work. They blame the process for their failure, not THEIR failure to commit to making themselves better salespeople.

Caution – Creative people can be their own worst enemy. You may look at the process and have a way to make it better. Don’t do it! The process works the way it is. Simply apply it. Once you are successful with the process, then consider making changes, however, experience has taught us that the people that are successful with the process discover they don’t need to fix it.

No Option Behavior – Some people fail to commit to make sales presentations every day, regardless the lead source. If the company is providing a lot of easy to sell leads, they are committed. However, if seasonality slows down the leads, instead of maintaining a steady presentation rate, based on their self-generated leads, they take the option of not making presentations, usually followed by excuses and complaining.

Caution – Commit to No-Option Behavior relative to your Follow-Up Visit Calls. Make it happen regardless if the company is providing leads or support. Don’t get rusty sitting around waiting for leads.

Fear Of Rejection – Some people are so afraid of rejection or their self-image is so weak that they cannot stretch themselves to implement the CCN process. For them, it is easier to fail through “quiet desperation” rather than face either great success or failure. They don’t see that each rejection is a stepping stone towards better understanding how to use the process.

Caution – If the 4P Flip Chart seems hokey or high pressure to you, then tell the Owner you are uncomfortable with it. Ask them to humor you as you try it on them and ask if they will critique it for you when you are finished. You will find that they like the presentation, they don’t perceive it as high pressure and they thank you for the information and insights. Thereafter, your confidence in using the 4P should be very high.

Non-Focused Measure Calls – Some people try to cover too many Measure Call appointments in a day. Two to three calls a day is maximum for most people. With any more than that, there is little chance for salespeople to bond with Owners and differentiate themselves from competition, so they are forced to “wallow in the muck and mire” of competitive bidding, instead of standing tall as a Wizard.


Caution – Don’t let an excessive amount of leads make your eyes bigger than your stomach and trigger you to start running around like a chicken with its head cut off, giving out estimates. People will wait for you by using our Icing Program, i.e., we put the lead on ice so it does not rot.

One Legged Sales Presentations – Some people ignore the basic common sense that says the entire decision making party be present in order to make the best decision. Instead of taking the time to explain why it is best for the Owner for all interested parties to evaluate the options, they cave into a one-legger request. They waste the Owner’s time, valuable leads, and their time. However, once in awhile, they are successful and to them an occasional sale is fine. A blind squirrel can even find an acorn once in awhile.

Caution – Do not be confused by the fact that a one-legger occasionally buys a project. If you break the rules and make presentations to one-leggers, at least do yourself a favor and track your sorry performance. Eventually, the log will convince you how much that behavior is costing you. Ask questions during your Measure Call that automatically lead to the obvious conclusion that you will need to meet with the decision making party.

Roboting – Some people fail to assimilate what they learned about the Owner’s wants, needs and wishes, learned during the Measure Call, into their Proposal and Follow-Up Visit. They tend to handle all prospects the same and just grind them through the 4P process to see which ones will buy.

Caution - A primary purpose of the CCN Process is to establish in advance the “tracks” the sales process will follow. It is specifically designed to provide the Owner with all the information needed in order to make a wise buying decision, as well as, provide a focused agenda for the conversation between the Owner and salesperson.

Since the salesperson already knows the “tracks” instead of being concerned about what should be said he/she can focus on the Owner’s needs and wants. The 4P Presentation is matched to the specific needs and wants. The salesperson puts himself in the Owner’s shoes so he/she can see the issues from that perspective. When this is done, roboting is avoided and it is much easier for Owners to buy since the process is “tuned” to their needs and expectations.

Fail to analyze Measure Call Information – Some people fail to include in their proposal or presentation what they learned during the Measure Call.

Caution – Following each Measure Call analyze 1) What does the Owner Want? (Pain), 2) What does the Owner Need?, 3) Why do they need it now? (Sense of urgency), 4) Why will they buy it from me vs. a competitor?, 5) What possible objections or concerns were revealed during the Measure Call that I have to be prepared to resolve in order to close?

Fail To Practice & “Role Play – Some people fail to listen to the Measure Call, the 4P, and other tapes on a repetitive basis. They fail to “role play” the Follow-Up Visit with another, or in their mind, before meeting with the Owner. They fail to warm up and are not mentally prepared.

Caution - Practice makes perfect. The highly successful people are constantly listening to tapes over and over again, each time hearing something new, or refreshing something they may have forgotten.


Decide When To Use The Process – Some people fail because they do not use the CCN Process as a standard process. They somehow can read the Owner’s mind and know when it is, or is not appropriate.

Caution – The people with the significant successes with the Process “Don’t leave home without it.” They realize that the 4P creates a laser-like focus on what is important, and may open up a hot button, or clarify an issue that makes it easier for the Owner to buy.

Stop Using The Process – One person almost lost his job due to a sales slump. He went to Boot Camp in order to save his job. He discovered that he had stopped using the CCN Process over time, because “I thought the people were going to buy anyway. It was so easy, I thought, “why do I need to go to all the trouble of the 4P Process”. At Boot Camp, I came to the realization that the reason people bought so easily was because of the 4P.”


THE VALUE OF WRITTEN ACTION PLANS

The process of achieving both personal and business success through Goal Setting is easy to intellectually understand. Developing the Written ActionPlans will be significantly harder. Regardless of how important your goals and how well designed your plans are, they are no substitute for effort.

Is it worth the price? Clearly defined goals and plans for both personal and business provide these stress-reducing benefits.

1. You always know where you are going and, therefore,, feel little fear of theunknown.

2. Obstacles are not perceived as threats because you have anticipated them andhave planned how to handle them.

3. Making choices is simplified because your goals, based on your values andpriorities, serve as the criteria.

5. A written plan of ActionSteps for achieving goals provides ready-made decisionsabout what actions to take.


GETTING STARTED - PERSONAL INVENTORY

To help identify your goals, review the following important areas of your life. Take a personal inventory. As Zig Ziglar says - "check-up from the neck up". Rate yourself on a scale of 1-5 in the following areas. (5 is best)

Review performance in all seven areas and determine which areas need improvement. Make sure goals are not limited. Remember the fisherman with the frying pan story when setting size of goals.

PHYSICAL

Appearance 1 2 3 4 5

Exercise program 1 2 3 4 5

Medical check ups 1 2 3 4 5

Weight Control 1 2 3 4 5

Nutrition 1 2 3 4 5

FAMILY

Listening habits 1 2 3 4 5

Forgiving attitude 1 2 3 4 5

Being a good role model 1 2 3 4 5

Time together 1 2 3 4 5

Supporting of others 1 2 3 4 5

Loving 1 2 3 4 5


FINANCIAL

Earnings 1 2 3 4 5

Savings 1 2 3 4 5

Investments 1 2 3 4 5

Budget 1 2 3 4 5

Adequate Insurance 1 2 3 4 5

Charge Accounts 1 2 3 4 5

SOCIAL

Sense of humor 1 2 3 4 5

Listening Habits 1 2 3 4 5

Self-confidence 1 2 3 4 5

Manners 1 2 3 4 5

Caring 1 2 3 4 5

SPIRITUAL

Sense of purpose 1 2 3 4 5

Inner peace 1 2 3 4 5

Prayer 1 2 3 4 5

Religious study 1 2 3 4 5

Belief in God 1 2 3 4 5


MENTAL

Imagination 1 2 3 4 5

Attitude 1 2 3 4 5

Continuing Education 1 2 3 4 5

Reading 1 2 3 4 5

Curiosity 1 2 3 4 5

CAREER

Job Satisfaction 1 2 3 4 5

Effectiveness 1 2 3 4 5

Job training 1 2 3 4 5

Understanding the job 1 2 3 4 5

Purpose of the job 1 2 3 4 5

Your competence 1 2 3 4 5


GETTING STARTED - DREAM SHEET

To help expand your vision of future goals, prepare the following Dream Sheet. Write down everything you ever wanted to do, be, or have.

DREAM SHEET RULES

1. Don't be judgmental. Let your mind run free. It doesn't matter how far-fetched, or unrealistic the goal. Write it down. One idea will trigger another.

2. Reduce dreams to writing.

3. Make dreams visual with pictures.

5. Take your time writing the Dream Sheet.

6. Set your Dream Sheet aside for twenty-four hours and thenexamine and write “why” achieving your dreams are important in onesentence.

If you cannot clearly articulate in one sentence why you want to be, do, or have......it is not something you are serious about, so cross it out and concentrate on important goals.


EVALUATING - PERSONAL DREAM SUBJECTS

I Travel and Vacations - Where do you want to go? How are you going to get there? How much will it cost? When are you leaving? How long will you stay?

1. Describe in detail _________________________________________________________

________________________________________________________________________

2. Why is it important? _______________________________________________________

________________________________________________________________________

II Automobile - What type? What color? What options?


________________________________________________________________________


________________________________________________________________________

III House - What size? What style? What extras?


________________________________________________________________________


________________________________________________________________________


IV Money - How much in savings? How much in investments? Retirement?


________________________________________________________________________


________________________________________________________________________

V Career - Income? Increases in income? Promotions? Career path?


________________________________________________________________________


________________________________________________________________________

VI Family - Education? Activities? Shared Time? Respect? Friendship? Helping others?


________________________________________________________________________


________________________________________________________________________


VII Health - Weight? Exercise?

1. Describe in detail ________________________________________________________

______________________________________________________________________

2. Why is it important? ______________________________________________________

_______________________________________________________________________

VIII Spiritual - Religious involvement? Religious study?


________________________________________________________________________


________________________________________________________________________

IX Mind - Continuing Education? Reading? Mind study? Recall study?


________________________________________________________________________


________________________________________________________________________


GETTING STARTED - WHO AM I?

Study and answer the following questions. "What You Are Doing Now?" questions 1-8, and "What Will I Be Doing In Five Years?" questions 1-9".

1. What I Am Doing Now That Is Giving Me......

The Greatest Sense Of Accomplishment?

______________________________________________________________________________

______________________________________________________________________________

Least Sense Of Accomplishment?

______________________________________________________________________________

______________________________________________________________________________

2. List Your Personal Strengths.

______________________________________________________________________________

______________________________________________________________________________

3. What Areas Need Development?

______________________________________________________________________________

______________________________________________________________________________

4. Many People Have A "Secrete Plan". What Is Your Real Aim?

______________________________________________________________________________

______________________________________________________________________________

5. If You Had Freedom To Do Whatever You Wanted To Do, WhatWould You Do?


One hour

_____________________________________________________________________________

One day

______________________________________________________________________________

One week ______________________________________________________________________________

One year

______________________________________________________________________________

______________________________________________________________________________

6. Who Am I?

Identify Where You Are Today?

______________________________________________________________________________

______________________________________________________________________________

7. If There Was A Plaque On Your Statue, What Would It Say Was YourMajor Accomplishment In Life?

______________________________________________________________________________

______________________________________________________________________________

8. What Areas Motivate You?

______________________________________________________________________________

______________________________________________________________________________


A FIVE YEAR PROJECTION

Five years from now what is ....

1. My Occupation?

______________________________________________________________________________

______________________________________________________________________________

2. My Specific Responsibilities?

______________________________________________________________________________

______________________________________________________________________________

3. My Approximate Income?

______________________________________________________________________________

______________________________________________________________________________

4. My Most Important Personal Possessions?

______________________________________________________________________________

______________________________________________________________________________

5. My Family Responsibilities?

______________________________________________________________________________

______________________________________________________________________________

6. Over The Last Five Years, What Were The Most PleasurableExperiences?

______________________________________________________________________________

______________________________________________________________________________


7. During The Last Five Years, What Gave Me The Greatest Sense OfAccomplishment?

______________________________________________________________________________

______________________________________________________________________________

8. In The Past Few Years, Things In The Community Have Interested Me.What Are The Highlights In Which I Was Involved?

______________________________________________________________________________

______________________________________________________________________________

9. When Reviewing My Next Five Years, What Will Be the MostImportant Accomplishments I Will Make?

______________________________________________________________________________

______________________________________________________________________________


IDENTIFYING THE TRULY IMPORTANT GOALS

After you have prepared your Evaluation Sheets and Dream Sheet review the following steps to help determine your truly important goals.

1. Look at the Evaluation Sheets and determine which personal and businessareas need improvement. Set some specific goals for these areas.

2. Take your Dream Sheet and itemize only those things that you truly want toachieve.

3. Combine the items from your "Evaluation Sheets" and your "DreamSheet" and you will create a comprehensive list of your major goals. AMajor Goals form is included in this manual

4. From this "Combined List" select at least two goals that you will work onevery day.

It will be easier to select these goals by asking the following questions which focus on priorities and personal values. To have the burning desire to achieve the goal, you will need to answer YES to the following six questions.


SIX GOAL EVALUATON QUESTIONS

1. Is it my goal?

2. Is it morally right and fair?

3. Are my short range goals consistent with my long range goals?

4. Can I commit myself emotionally to complete the project?

7. Can I visualize myself reaching this goal?

6. Can I commit to “No-Option Behavior” in regards to achieving thegoal?


MAJOR GOALS

(List your goals and then identify two goals that you will work on each day (with No-Option Behavior) until they are accomplished.

Use the forms on the next page for these two goals)

1.____________________________________________________________________________

2.____________________________________________________________________________

3.____________________________________________________________________________

4.____________________________________________________________________________

5.____________________________________________________________________________

6.____________________________________________________________________________

7.____________________________________________________________________________

8.____________________________________________________________________________

9.____________________________________________________________________________

10.___________________________________________________________________________


CONVERTING #1 GOAL TO “PLANS OF ACTION”

Once you have identified a truly important goal, write it on this form and answer the questions. This will help you identify the ActionSteps you need to take in order to achieve your goal. With many goals, your ActionSteps or “Plan of Action” should be outlined on a separate piece of paper with a Deadline established for each step.

Goal #1- ____________________________________________________________________________

1. Describe in detail _______________________________________________________________

_____________________________________________________________________________________

2. Why is it important? ____________________________________________________________

_____________________________________________________________________________________

3. Set a deadline for achievement ___/___/___

4. List the obstacles you need to overcome. ___________________________________________

_____________________________________________________________________________________

5. Identify people who can help you achieve the goal.___________________________________

_____________________________________________________________________________________

6. List skills and knowledge you will need to achieve the goal.____________________________

_____________________________________________________________________________________

7. Develop "Plan of Action" to achieve goal.___________________________________________

_____________________________________________________________________________________

8. List Benefits You Will Receive. ___________________________________________________

_____________________________________________________________________________________

Periodically re-evaluate the above goal. When this goal is reached, replace it immediately with another. Over time, emphasis may change with certain goals, so it is important to re-evaluate goals on a regular basis.


CONVERTING #2 GOAL TO “PLANS OF ACTION”

Once you have identified a truly important goal, write it on this form and answer the questions. This will help you identify the ActionSteps you need to take in order to achieve your goal. With many goals, your ActionSteps or “Plan of Action” should be outlined on a separate piece of paper with a Deadline established for each step.

Goal #2- _____________________________________________________________________

1. Describe in detail ________________________________________________________

______________________________________________________________________________

2. Why is it important? _____________________________________________________

______________________________________________________________________________

3. Set a deadline for achievement ___/___/___

4. List the obstacles you need to overcome. _____________________________________

______________________________________________________________________________

5. Identify people who can help you achieve the goal._____________________________

______________________________________________________________________________

6. List skills and knowledge you will need to achieve the goal.______________________

______________________________________________________________________________

7. Develop "Plan of Action" to achieve goal.____________________________________

______________________________________________________________________________

8. List Benefits You Will Receive. _____________________________________________

Periodically re-evaluate the above goal. When this goal is reached, replace it immediately with another. Over time, emphasis may change with certain goals, so it is important to re-evaluate goals on a regular basis.


YOU INC.One of the most powerful benefits of a sales career is that your success is principally based on your ability to perform. You are not held back by others. You can set your own goals and your own pace. You are marching to your own drum, not the drumming of others.

It is very empowering to consider yourself as a corporation called “You Inc.” You are responsible for the performance of You Inc, nobody else. Do not rely on anyone but yourself for your success. Do not expect the company to always provide you with plenty of leads. You can “make it happen” regardless lead flow, economic times, or whatever.

We are in very fortunate times, since the housing and building stock in the US has aged sufficiently, so there are an unlimited amount of prospects. There is absolutely no reason you will not be highly successful, if you diligently learn and implement the CCN Sales Process, which spans “lead development” to “paperwork after the sale.”

On the next page is a simple form which ties together our entire 8-Step Goal Setting Process, i.e., set goals, write the goals, set time tables, keep score.

First, set your goals on a daily basis for Closes, Follow-Up Visits, Measure Calls, Self-Developed Leads and Needs Form.

Ideally, you should be on a Close Call every day, probably two. The people who make the $100,000 incomes are generally on two or more presentations.

Obviously, if seasonality causes a drop in lead flow, you will need to implement “No-Option Behavior” in order to achieve your presentation goals so you achieve your Closes goals. The form provides room for planning Self-Developed and Needs Form leads.

Next, keep track of your score under the Actual column.

Read this form each morning. Keep score each day.

Make a commitment to achieve your goals.

No-Option Behavior = Success


Name ________________ YOU INC Date ___/___/___

SELF DEVELOPMENT PLAN/ACTIVITY PLAN ACTIVITY GOAL ACTUAL

MONDAY CLOSES $_____________ $_____________ FOLLOW-UP VISITS ______________ ______________ MEASURE CALLS ______________ ______________ SELF-DEV LEADS ______________ ______________ NEEDS FORM ______________ ______________

TUESDAY CLOSES $_____________ $_____________ FOLLOW-UP VISITS ______________ ______________ MEASURE CALLS ______________ ______________ SELF-DEV LEADS ______________ ______________ NEEDS FORM ______________ ______________

WEDNESDAY CLOSES $_____________ $_____________ FOLLOW-UP VISITS ______________ ______________ MEASURE CALLS ______________ ______________ SELF-DEV LEADS ______________ ______________ NEEDS FORM ______________ ______________

THURSDAY CLOSES $_____________ $_____________ FOLLOW-UP VISITS ______________ ______________ MEASURE CALLS ______________ ______________ SELF-DEV LEADS ______________ ______________ NEEDS FORM ______________ ______________

FRIDAY CLOSES $_____________ $_____________ FOLLOW-UP VISITS ______________ ______________ MEASURE CALLS ______________ ______________ SELF-DEV LEADS ______________ ______________ NEEDS FORM ______________ ______________

SATURDAY CLOSES $_____________ $_____________ FOLLOW-UP VISITS ______________ ______________ MEASURE CALLS ______________ ______________ SELF-DEV LEADS ______________ ______________ NEEDS FORM ______________ ______________

WEEK TOTALS CLOSES $_____________ $_____________ FOLLOW-UP VISITS ______________ ______________ MEASURE CALLS ______________ ______________ SELF-DEV LEADS ______________ ______________ NEEDS FORM ______________ ______________


ZIG ZIGLAR INSIGHTS INTO GOALS

"How do you hit goals you can't even see?" (Howard Hill archer)

"Wandering generality - Meaningful specific"

"Logic will not change an emotion, but action will". By working towards our goals we can change our emotional outlook.

Goals help us chase the blues away.

When things go wrong our goals keep us on track.

Activity creates the Team excitement to reach the objective.

Sleep Deprivation Study - When we are sleeping, we need dreams. When we are awake, we need our dreams. Can't make it as a Wandering Generality,

must become Meaningful Specific.

Processionary Caterpillar Example - Circled flower pot with caterpillars. They confused activity with accomplishment. Busy, busy, busy, never really

accomplish anything because not specific goals.


97% OF THE PEOPLE NEVER SET GOALS WHY NOT?

FEAR F - False E - Evidence A - Appearing R - Real

People tend to collect false evidence that appears real. People fear not reaching the goals. People fear being embarrassed if goal is not

achieved.

"Airplane will wear out faster on ground than flying"

"More danger for ships to sit in harbor"

"The average person goes to their grave with their music still in them".

"It is better to try to succeed and fail than to not try".

“There is no such thing as failure – just a delay in results” Jack Canfield

"It is better to shoot for the stars and miss and at least come up with a hand-full of mud than not shoot at all and get nothing" Cavette

Robert.


RESULT OF "GOAL SETTING" STUDY

Yale University Twenty Year Study:

1. 3% of the graduates applied the Goal Setting steps that areincluded in this manual.

2. 7% took some of the Goal Setting Steps.

3. 87% didn't bother to write their goals, a key element of the GoalSetting Steps.

4. Twenty years later when success was measured by a) careerstanding, and by b) financial position. The 3% who wrote goals achieved more than the 97% who didn't combined!

Goal setting is a critical element of success. Goal setting works for everyone.

"Goals do not care who has them." - ZZ


GOAL SETTING AFFIRMATIONS

Don't Get Cooked In The Squat The rule is Do It Now!

Don't wait until the perfect time, you'll get cooked in the squat.

People who wait for changes to start out get cooked in the squat.

Change has to come from inside Before it comes from outside.

To reach goals does not take monumental undertaking. Requires daily commitment towards specific goals.

Work On Goals - Relentless Committed Basis Magnifying Glass - Have Focused Goals

Pay The Price For Goal Setting or

Pay The Price For Not Setting Goals or

Enjoy The Benefits Of Reaching Goals

When The Outlook Is Not Good - Try Up-Look Young sailor out at sea, looked down, roll of ship and turbulence in sea caused him to loose balance. Old sailor shouted "look up" and young sailor regained balance. When outlook looks bad, try up look. When

things don't look good make sure you are facing in right direction.

When Things Are Going Wrong, Make Sure You Are Not Facing In The Wrong Direction

When You Look At The Sun You Won't See The Shadows Helen Keller

When You Are Looking At Your Objectives, You Won't Be Seeing the Obstacles

ccn sales boot camp 101 pre‐work · personal implementation ... dream sheet ... habits that will...

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