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Sales Management Mastery Slides

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Page 1: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Sales Management

Mastery Slides

Page 2: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

These are the Slides to use and complete when listening to

The New Sales Management Mastery CD System

&

the 3D Model for leading edge performance.

Feel free to email [email protected] for any queries or answers.

Page 3: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

ManagementManagement Se--Se--

Ot----Ot----

Demonstrate

Page 4: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Encourage

Vis---not

Supervision

Page 5: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Provide direction

Make it possible to followMake it possible to follow

Support, Stretch & Emp---- peopleSupport, Stretch & Emp---- people

Page 6: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

1 Dimensional Leadership Behaviour Model

AutocraticAutocratic DemocraticDemocratic

Good/Bad Good/Bad

Too ----Too ---- Too ---- Too ----

**

Page 7: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Country Country TeamTeamClubClub

Impoverished Task

PPEEOOPPLLEE

PRODUCTIONPRODUCTION

What is the best attitude?

--------

Concern for People / Concern for ProductionConcern for People / Concern for Production2 Dimensional Leadership Attitude2 Dimensional Leadership Attitude

Page 8: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model
Page 9: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

ApproachableConfidentSupportivePracticalKnowledgeableReliableVisionaryDecisiveProblem SolverGood Listener

Sense of HumourEmpowers othersGood CoachPraises peopleInvolves everyoneGood CommunicatorPersuasiveInspirationalIntegrityInner Strength

*Recent Feedback from 2,100 Sales Managers in Australia. In no particular order:

Page 10: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

The Acid Test

is not what happens

when you’re there,

it’s what happens

when you’re --- -----!

Page 11: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

© INTERNATIONAL TRAINING & DEVELOPMENT 131 Beach Street, Port Melbourne 3207

Tel: +61 3 9646 4311 Mobile: 0418 368 337Email: [email protected] Website: www.intd.com.au

Page 12: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model
Page 13: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

LearningLearning

““ConfusionConfusion

precedesprecedes

greatergreater un------------”un------------”

Page 14: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

LearningLearning

““All things are d--------All things are d--------

before before

they become e---”they become e---”

Page 15: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

If If

You can’t measure it,You can’t measure it,

You can’t m---ge it.You can’t m---ge it.

[ CCM ][ CCM ]

Page 16: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

[ C+C+M ][ C+C+M ]

C_______C_______

++

C_______C_______

++

M_______M_______

Page 17: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

CC==

Com_____________Com_____________

to do _____________to do _____________to get _____________to get _____________with the right ______with the right ______

Page 18: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Com________Com________

BrainstormBrainstorm = =

Page 19: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

CC ==

Con________Con________

to do the ____to do the ____on ________on ________with _______with _______

Page 20: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Con______Con______BrainstormBrainstorm = =

Page 21: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

MM==

Mot_________Mot_________

to do _______________to do _______________with a with a “ ”“ ”

and the _____________and the _____________

Page 22: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Mot________Mot________

BrainstormBrainstorm = =

Page 23: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

[ T + GP = S ][ T + GP = S ]

T_____T_____

++

G_____ P_______G_____ P_______

==

S____S____

Page 24: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

DependenceDependence - I ----- know- I ----- know

IndependenceIndependence -I know b----I know b---

InterdependenceInterdependence -the more I know, -the more I know, the more I know the more I know

I don’t ----I don’t ----

Page 25: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

DependenceDependence - - I’m not responsible I’m not responsible

Attitude of Attitude of Y--Y--

IndependenceIndependence--I’m responsible for meI’m responsible for me

Attitude of Attitude of II

InterdependenceInterdependence--We’re responsible for usWe’re responsible for us

Attitude of Attitude of W- W-

Page 26: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

A A = = C__________C__________

++

C__________C__________

+ +

M__________M__________

K K = = T_____T_____

+ +

G______G______

P ______P ______

==

S______S______

S____ T___, S____ T___,

P______ or P______ or H____H____

Page 27: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

1 Unconscious Competence1 Unconscious Competence **Think I KnowThink I Know

“ “ This job will be e---!”This job will be e---!”““I feel invincible!”I feel invincible!”

‘‘Sales Novices’Sales Novices’ don’t know what they don’t know, don’t know what they don’t know,

until they know!until they know!

1 1 AA[Com + Mot = high, Con = Low ] [Com + Mot = high, Con = Low ] K = Low K = Low

Page 28: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

22 Conscious IncompetenceConscious Incompetence *Know that I don’t know*Know that I don’t know

““I c---- sell”I c---- sell”““I feel like g----- up”I feel like g----- up”

‘‘Sales Trainees’Sales Trainees’ know that they don’t know because know that they don’t know because even though their call rate is high, even though their call rate is high,

their sales conversions are low. their sales conversions are low.

22 A [ Com + Con + Mot = Low ]K = Low +A [ Com + Con + Mot = Low ]K = Low +

Page 29: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

3 Conscious Competence – Theory3 Conscious Competence – Theory * Learning to Know* Learning to Know

““I am learning the fundamentals & proven systems.”I am learning the fundamentals & proven systems.”

““I am feeling more c--------”I am feeling more c--------”

‘‘Sales Developers’Sales Developers’ know that they are on a steep learning know that they are on a steep learning curve as they are learning to know the Basics.curve as they are learning to know the Basics.

3 A [ Com + Con + Mot = ? ] K = Medium3 A [ Com + Con + Mot = ? ] K = Medium

Page 30: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

44 Conscious Competence -Conscious Competence - * Knowing & Doing* Knowing & Doing

““I am applying & practicing both the fundamentals I am applying & practicing both the fundamentals & the proven systems.” & the proven systems.”

““I am feeling proud of my im----------”I am feeling proud of my im----------”

‘‘Sales Professionals’Sales Professionals’ are now both ‘knowing & doing’ with 80% are now both ‘knowing & doing’ with 80% of the Clients.of the Clients.

4 A [ Com + Con + Mot =4 A [ Com + Con + Mot = High ] K = HighHigh ] K = High

Page 31: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

5 Unconscious Competence5 Unconscious Competence --** Gaining Sales Mastery Gaining Sales Mastery

““I am exceeding sales t------ comfortably”I am exceeding sales t------ comfortably”““I am feeling proud of my a-----------”I am feeling proud of my a-----------”

‘‘Sales Masters’Sales Masters’ are gaining sales mastery & are ready to look after are gaining sales mastery & are ready to look after the ‘Top 20% Key Clients.’ the ‘Top 20% Key Clients.’

55 A [ Com + Con + Mot = Very High A [ Com + Con + Mot = Very High +K =+K = Very HighVery High

Page 32: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

5 Unconscious Competence 5 Unconscious Competence --** Gaining Sales Mastery Gaining Sales Mastery

““Everyone sellsEveryone sells

Some poorly, others wellSome poorly, others well

Sales Masters “exsell!”Sales Masters “exsell!”

Page 33: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

1 U / I1 U / I Sales NoviceSales Novice

22 C / I C / I Sales TraineeSales Trainee

3 C / CT3 C / CT Sales DeveloperSales Developer

4 C / CP 4 C / CP Sales ProfessionalSales Professional

5 U / C5 U / C Sales MasterSales Master

Page 34: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

A = ATTITUDE = 80%A = ATTITUDE = 80% = = Commitment[ Com] Commitment[ Com]

+ Confidence[Con] + Confidence[Con] + Motivation [Mot]+ Motivation [Mot]

K = Know how [T + P ]K = Know how [T + P ]

“ “When you’reWhen you’re GreenGreen you Growyou Grow

When you’reWhen you’re RipeRipe youyou Rot!Rot!””

Page 35: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

AttitudeAttitudeis is

Number 1Number 1

Page 36: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model
Page 37: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Fear of:Fear of:

11 Rej------ Rej------

2 Fai---- 2 Fai----

3 Feeling vul-------3 Feeling vul-------

4 Public hum-------4 Public hum-------

5 Self sab-----5 Self sab-----

Page 38: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

How can you overcome your Fear ofHow can you overcome your Fear of

Rejection?Rejection?

Page 39: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Due to:Due to:1 Good performance doesn’t get --------1 Good performance doesn’t get --------

2 Past promises not ---------2 Past promises not ---------

3 B----3 B----

4 “Carrying” the ----4 “Carrying” the ----

5 Doing same job for too----. 5 Doing same job for too----. May need new c---------.May need new c---------.

Page 40: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Session 1 Questions1 What are the advantages & benefits of 3

Dimensional Leadership? 2 Attitude = C+C+M. What is CCM? Why measure

Attitude? 3 Know how = T + GP. What is T + GP? 4 What is the most critical learning stage & why? 5 What is the main reason a learner gets stuck at

learning stage 2? 6 What would cause a “peak performer”, in a

specific task, to regress?

Page 41: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model
Page 42: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

“What the mind of man

can conceive

&

believe,

it can a------.”

Napoleon Hill

Page 43: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Our F-------, A--------, B------, A------, H----- & Our F-------, A--------, B------, A------, H----- &

R------ are all based on our R------ are all based on our ThinkingThinking

T------- lead to F-------T------- lead to F-------

F-------- create A--------F-------- create A--------

A-------- lead to B------A-------- lead to B------

B------- create A------B------- create A------

A------ mold H-----A------ mold H-----

H----- build long term R------H----- build long term R------

Page 44: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

““The ancestor toThe ancestor to

every action every action

is a -------”is a -------”

Ralph Waldo EmersonRalph Waldo Emerson

Page 45: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

““Manage your --------Manage your --------

rather thanrather than

control your feelings/emotions.”control your feelings/emotions.”

Shane MaharShane Mahar

Page 46: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

““You can lead a human being to KnowledgeYou can lead a human being to Knowledge

butbut

You can’t make them You can’t make them T----T----””

Page 47: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Logic makes people Logic makes people think.think.

Emotion makes people Emotion makes people a--a--..

Page 48: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

• You had 1/5-- million chance of being born

• Your im---- system listens to your internal dialogue

• The average person has approximately 75,--- neuron connections [ or thoughts ] per day.

• You have approx. 1,000,000,000,000 [ one million, million ] brain cells

• Your blood circulates through your body 1,000 times per day

• You have 9 taste buds on your tongue

• You will drink approx. 75,--- litres of water in your lifetime

• Your heart beats -- million times p.a.

• You have about -- trillion cells in your body

Beliefs create Reality

Page 49: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Think Smart [ 75k ]

Eat Well [ 80 / 20 ]

““Move Baby Move” Move Baby Move” [ 600 muscles ][ 600 muscles ]

Beliefs create Actions

Page 50: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

“The Brain is as strong

as its

weakest t----”

Page 51: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

ThoughtsThoughts

If we don’t take responsibility

for our thinking,

someone else will!

Page 52: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Should you trust your Should you trust your

feelings?feelings?

Page 53: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Should you trust your Should you trust your

feelings?feelings?

Not if they come from Not if they come from “stinking t-------!”“stinking t-------!”

Page 54: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Are feelings facts?

Page 55: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Are feelings facts?Not if you think that:

“Rainy days and Mondays always --- -- ----!”

Page 56: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

1.1. Ignorance is ….

2. Sticks & Stones may break your Bones . . . . . .

3. If you want a good job done around here . . . . . . .

4. This is the way we do things around here!

5. It’s impossible to break the 4 minute mile barrier!

Cliches create Reality!

Page 57: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

TT ThoughtsThoughts [Practice m----- t-------- ] [Practice m----- t-------- ]

FF FeelingsFeelings [E------ your feelings][E------ your feelings]

AA Attitude Attitude [Positive e--------- or Fear][Positive e--------- or Fear]

BB BELIEFS BELIEFS [Beliefs create r------][Beliefs create r------]

AA Actions Actions [Walk your t---][Walk your t---]

HH Habits Habits [E--- to do / e--- not to do][E--- to do / e--- not to do]

RR ResultsResults [ Reap the r------ ][ Reap the r------ ]

CC Corporate Culture Corporate Culture [This is the way we [This is the way we do things around here! ]do things around here! ]

Page 58: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Sales MastersSales Masters

havehave

aa

LeadershipLeadership

Mi-----Mi-----

Page 59: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Sales MastersSales Masters

havehave

the couragethe courage

to confrontto confront

conventional w-----conventional w-----

Page 60: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Are Beliefs Facts?Are Beliefs Facts?

Page 61: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Are Beliefs Facts?Are Beliefs Facts?Not necessarily.Not, if they are not based on the t----.Example:

“It’s impossible to run a sub 4 [ four ] minute mile!”

Page 62: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model
Page 63: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

1 I think I---!

2 I -----

3 --- -?

4 I ---- I can

5 I ---- I could!

Page 64: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

How to challenge limiting beliefs:

Ask smart questions…Listen

The Self-fulfilling Prophecy

“Thought Interrupter” …

Page 65: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

“How to Change Thoughts: …Simple as “ABC” [ It’s only a “Click” away ]

A B----C----Simple process:•“Click on it” - Observe thoughts•“Click off it” – Interrupt / Challenge thoughts•“Click on it” - Choose a better thought

Page 66: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Session 2 Questions1 Why is it so important to be mentally tough?

2 How can you & your team think smarter, eat better and get physically fitter?

3 How many thoughts does the average person have per

day? What’s the good & bad news?

4 Should you trust your feelings?

Page 67: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Questions

Session 35 Are feelings facts?

6 What does “TFABAHRC” stand for?

7 How are you feeling?

8 Are beliefs facts? Can I challenge any limiting beliefs? What are the benefits?

Page 68: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model
Page 69: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

What’s the difference What’s the difference

between Needs & Wants?between Needs & Wants?

Page 70: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

What’s the difference What’s the difference

between Needs & Wants?between Needs & Wants?

A “Need” is a n--------.

A “Want” is a d-----.

Page 71: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

At Learning Stage 1, At Learning Stage 1, what what

DIRECTIONDIRECTION

do Sales Novices need?do Sales Novices need?• To be told the B-----

• Sales T-------• Sales Mastery S-----

Page 72: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

At Learning Stage 2, At Learning Stage 2, what what

HELP / SUPPORTHELP / SUPPORTdo Sales Trainees need?do Sales Trainees need?• To be s---- the Basics

• Sales C-------• Sales Mastery S-----

Page 73: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

At Learning Stage 3, At Learning Stage 3, what what

PRACTICE/REDIRECTIONPRACTICE/REDIRECTION

do Sales Developers need?do Sales Developers need?• G----- Sales Calls• S------- feedback

• Praise p-------

Page 74: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

At Learning Stage 4, At Learning Stage 4, what what

RECOGNITIONRECOGNITION

do Sales Professionals need?do Sales Professionals need?• C---------- rates on target

• Sales A----s• Ready to Sell ‘s---’

Page 75: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

At Learning Stage 5, At Learning Stage 5, what what

NEW CHALLENGESNEW CHALLENGESmight Sales Masters need?might Sales Masters need?

• Good performance must make a d---------• Sales Incentives / B------

• Promotion - Ready to t---- others• Promotion – Maybe ready to l--- others

Page 76: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

What happens if you

don’t get your NEEDS met?

Page 77: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

You get under - SupervisedYou get under - Supervised

==People f---,People f---,

get st---get st---

andand

get d------------.get d------------.

Page 78: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Your Manager cannot meet your Your Manager cannot meet your needs needs

if he/she doesn’t knowif he/she doesn’t know

W---W---they arethey are

oror

W--W-- you are! you are!

Page 79: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

You cannot meet your team You cannot meet your team members needs members needs

if you don’t knowif you don’t know

W---W---they arethey are

oror

W–W– they are! they are!

Page 80: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

I NEEDI NEED…….…….

D-------- [ *L/S 1]

H---- [*L/S 2]

P------- [*L/S 3]

F------- + + + [*L/S 4]

N-- C--------- [*L/S 5]

[ *L/S = Learning Stage ]

Page 81: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

What Leadership style/s would you choose if you were

an effective leader?

--- - -- ----as appropriate.

Page 82: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

What are the 5 appropriate Leadership style/s?

Dir------Dir------Co-------Co-------Su--------Su--------Del-------Del-------

Emp------- & Du---------Emp------- & Du---------

Page 83: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

How to Diagnose Down:

- to get your team members Needs met:

Know what they are

Know who they are

“The Golden Rule”

Page 84: Sales Management Mastery Slides These are the Slides to use and complete when listening to The New Sales Management Mastery CD System & the 3D Model

Session 3 Questions

1 What is the difference between Needs and Wants? 2 What are the five key Needs at each Learning

Stage?3 What happens if you don’t get your needs met?4 How can you effectively negotiate to get your

Needs met?