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Super Charge Your Sales Processes
1. WELCOME TO FIRST FRIDAYS!
Supercharge Your Sales Process
October 7, 2011
2. Consider This
”Your work is going to fill a large part of
your life, and the only way to be truly
satisfied is to do what you believe is
great work.
And the only way to do great work is to
love what you do."
Steve Jobs, 1955 - 2011
3. Are You Above or Below the Line?
V Picture 5
I
Ownership C
T
Accountable O
R
Responsible
V
Blame I
C
Excuses T
I
Denial M
11. Five Simple Steps To Massive Results
1/2 Number of Leads
= Number of Customers
X
Conversion Rates
3/4 Number of Transactions = Revenue
x
Average $ Sold
x = PROFITS
5 Margins
12. The More You Learn,
The More You Earn
• Spin Selling
• Getting Naked
• Seven Habits
• Platinum Rule
The more you read, the better you lead
13. Tools of a Successful Sales Person
• Purpose
• Questioning Ability
• Process
• Scripts
• Materials
• Ears/Mouth in Ratio
14. Meditations on Success
• Have a purpose (intent, desired outcome) for every
touch
• Always establish value before price
• Trust trumps price every time:
– People do business with people they like and trust.
– People like people who like what/who they like: find the
connection points
• Model the masters – follow the Top 10%
– Top 10% ask 6x more questions – don’t show up and throw
up – the person who asks the questions is in control
15. More Meditations on Success
• We are what we think we are. BE the coach!
• Let your past make you better, not bitter.
• If you don’t have an assistant, you are an assistant.
• When you care more about the customer than the
sale, you will sell more
• Focus on benefits and outcomes, not speeds and
feeds
17. Our Mission: World Abundance
Through Business Education
Make Better Decisions! Improve Your Business Intuition
Friday, November 4th, 2011
Failing to Plan is Planning to Fail
Friday, December 2nd, 2011
Yes, Your Dreams CAN Come True
Friday, January 6th, 2011
GrowthCLUB
January 11, 2012
The Greatest Coach Ever! Life Lessons from Dean Smith, Roy
Williams, Coach K and Jimmy V
18. Our Mission: World Abundance
Through Business Education
FIRST FRIDAYS
Grab a free coffee and bagel and get one useful idea you can implement
immediately in your business and in your thinking. Finish the week strong!
Dates: November 4, and December 2nd
GrowthCLUB
Map out a winning game plan for the next 90 days. Learn proven strategies to
get clear direction and purpose for your business and new tools to achieve your
goals faster. First-time attendees also receive a one-hour coaching session.
Dates: January 11th (Annual goal-setting session)
** Click here for up-to-date event information **
19. Our Mission: World Abundance
Through Business Education
BizRICH
Make more money and work fewer hours. Spend 2 full days and change the
way you think about your business forever! Learn proven systems for
increasing sales, improving teamwork, generating more cash flow, and gaining
more control over your business and your life.
Dates: November 18-19
The Greatest Coach Ever! Life Lessons from Dean Smith, Roy Williams,
Coach K and Jimmy V
Just in time for March Madness, this talk will summarize and synthesize the key
lessons from 4 of the most successful college basketball coaches in history.
Learn how to transfer their winning formulas on the court into successful
strategies for your business.
Saturday, March 3rd
UNC (tentative location – to be held prior to the Duke vs. UNC basketball
game)
20. About Jim Jubelirer
• 25 years in business, $1M+ sales annually
• Expert in sales, marketing and leadership
– Start-up coach at UNC Venture Launch
– Affiliated with Duke Leadership Program, Fuqua Business School
– Board of Advisors for Sustainable Brands
– Member of angel investment and non-profit groups
• Frequent speaker, trainer and facilitator, presented to
over 6,000 people
• MBA, Cornell BA University of California, Santa Cruz
• Certified in Sandler Sales, Strategic Coach, numerous
other personal and professional development programs
• Married, 1 son, loves tennis, scuba, travel
21. About ActionCOACH…
• #1 Business Coaching and Consulting company in the world
• Founded in 1993 by Brad Sugars; self-made multi-millionaire,
author, and entrepreneur
• 1,300+ Coaches worldwide in 40 Countries
• Combines the best practices in business and personal
development
22. Coaching Works!
• UK Study: ActionCOACH clients averaged a 30%
average annual sales growth compared to only 13%
in non-coached businesses.
• US Study: Coaching clients saw a return on
investment of 7.5 to 1, or $7.50 increase in income
for every $1 invested.
25. Jim Jubelirer
Certified ActionCOACH
308 West Rosemary Street, Suite 307
Chapel Hill, NC 27516
(919) 969-7818
jimjubelirer@actioncoach.com
www.actioncoach.com/jimjubelirer
Editor's Notes
I love this concept because this is something we run into every single day. I call this concept “ Above or Below the Line ” Below the line people do 3 things… Q – What is the first one? A – Blame Q – Who do people blame? A – Anyone they possibly can the government, the economy, their mother-in-law, their staff, their neighbor, their competition. Q – How many of you know people that do the blame game? Q – How many kids do it? Q – Who do they learn it from by the way? Isn ’ t that Q – The second thing that people do below the line is that they come up with a whole lot of what? A – Excuses Q – How many of you know someone that is an expert at doing that? By the way a fancy word for excuses is reasons. The reason I did this… Q – Last one on the board , what is it? A – Denial S – Reminds me of a story One of my fellow coaches worked with a friend in a business. The friend initially approached him and said, “ I need you to take a look at my business. ” He took a look at his financials and his friend had not made a profit in the 18 months he had been in business. So, he said “ So you are going broke.. ” The friend responded, “ Oh no, we just haven ’ t made a profit recently. ” Talking about a state of denial. This is important because so many people do this. So those 3 things I call playing below the line. Q – How many people of done this in the past? At the beginning of a coaching relationship I get agreement that we will always play above the line. So let ’ s take a look at what is above the line. The first thing we do above the line is what folks? We take ownership. See, what is ownership? It is a combination of two words. Own and Ship. You have your own ship and you ’ ve got to steer it. The second thing above the line is what? We are totally accountable for our results. Q – When you own a business with a team or lead a team can you be accountable for the team without being responsible for their tasks? A – Absolutely, however so many business owners find themselves responsible for all the tasks. So, that brings me to the third word which is YOU are responsible for YOUR actions. You are accountable for the results and you are responsible for your actions. Ownership, Accountability, and Responsibility is above the line. So what do we call people below the line? VICTIMS What do we call those above the line? VICTORS So we make a choice whether or not to play above the line?
