You Had Me at Hello Workbook - Tim Wackel

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You Had Me At Hello

214.369.7722 [email protected]

Ten Tips for Making Every Contact Count LEARN MORE, EARN MORE

Getting the MOST Out of Today! 1. Evaluate yourself on today’s concepts. When you hear something that might improve your performance, don’t say to yourself “I knew that” but ask yourself, “How good am I at that?” Self-evaluation is the first step to improving your performance.

2. The objective is to make yourself better. That’s why you came in the first place. Find the golden ideas and convert them to your world. Leave with new things that will help you… don’t leave with the same information you came in with. Search for 3 things you can start doing differently tomorrow.

3. Take this information and adapt it to your situation. Think “how” can I make this work in our environment with my team and clients. Try to adapt these principles as soon as you hear them.

4. Don’t do it like Tim does it. Do it like you do it. Modify Tim’s concepts and words to your own personality and style.

5. All ideas won’t work all the time. So what...very few things in life work all the time. Decide what WILL work and concentrate on those ideas.

6. Take great notes. All your ideas from today’s program can fall victim to the everyday work that awaits you after the event. Too many times great information goes uncultivated before it has a chance to be implemented. Capture your ideas completely and then share them with a colleague who didn’t attend this session. This increases your success of doing things you might put off for months...maybe forever.

7. Ask anything any time. Challenge anything any time. If you don’t understand, ask why. Write down questions as they occur to you and ask them at the first appropriate moment.

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Introduction SUGGESTIONS FOR TODAY’S PROGRAM 1 Learn new information 2 Confirm existing knowledge (watch out for the BFOs!) 3 Take GREAT notes so that you can adapt this knowledge to your own style and situation 4 Just 1%....


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Do your homework!!! Some Interesting Facts According to an article in the USA Today, the average Olympian trains 4 hours a day for 310 days a year for six years before succeeding!


How much do you know about the company?


How much do you know about the contact?

How is the customer __________ things today without your product or service? What types of _______ could they be experiencing because of how they’re actually doing things? What are the potential upside ____________ that might exist with your product/solution? How could these pains/gains be impacting the customer’s world (business & personal)? What are some potential __________ that might prevent this customer from wanting to engage? Why should this customer agree to invest time with you? What is your thesis on “value”? What is a reasonable _________ for this conversation? How much ________ will you ask for? Who needs to be involved in this conversation? What are the most important questions that you want to ask?

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Reputation before revenue Prepare a brief outline of how you plan to invest the client's time and get feedback and buy-in on the proposed agenda.

The 3 P’s of Sales Call Planning Success

1 The _______________ of this call is…

2 The potential _____________ for you…. Is the payoff statement :

clear? concise? credible? compelling?

3 The ____________ I’d like to propose...

A phrase worth memorizing! In _________________ for our meeting I took some _________ to…

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Aim at nothing, hit it every time

What do you want? What is your objective for having this conversation?

What is the possible _____________ if the customer agrees to move forward?

A The objective directs and guides the call

B The customer is clear on “why” you are there

C Focused conversations save wasted time!

D Every call will have a measureable outcome

Relentlessly chase perfection, knowing full well you won’t catch it, because nothing is perfect. But you should still relentlessly chase it, because in the process you will catch excellence. No one should be remotely interested in just being good!

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You can never have enough credibility

The more they talk, the better they like us Worry less about being interesting & focus more on being interested!

What are some of the _________ that have __________ you get to where you are today?

With all of the choices available to someone like yourself, how did you ___________ to pursue this as your career?

In your opinion, what 2 or 3 qualities does it take for someone to become a top notch _________ ?

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Prepare for the “buts” You know what the major objections are, why not plan to deal with them in a compelling way?

Don’t hesitate to be the first one to talk about the elephant in the room.

Got any questions??? Plan questions that:

1 Get the customer to start thinking _____________ 2 Stir _____________

3 Are thought provoking, not mind numbing!

At the end of the day, what’s going to be the biggest _____________ between the one account manager who will win your business and the _______ others that won’t? On a scale of 1 to 10, with 10 being a perfect score, how does my __________ _____ into your needs and what is preventing it from becoming a 10? How does this _________ to you? Learn more, earn more


Always leave them wanting more


Paint in broad strokes and let the ____________ pull you into the details!



Thanks for your time

Phrases worth memorizing! I feel like we’ve ___________ everything we set out to accomplish… how would you like to see us ____________ forward?

What ___________ do I need to spend more time on before you’re ready to take the next step?

What, if anything, would ___________ us __________ taking the next step right now?

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Do something different! If you were serious about having the best sales career possible, what would you start doing differently tomorrow? Write three ideas that you’re committed to trying. 1



If you don’t change what you’re doing, your life will be like this forever. Is that good news? Robert Anthony The secret of your future is hidden in your daily routine. Mike Murdock There is only one thing more painful than learning from experience and that is not learning from experience. Archibald McLeish Any fool can criticize, condemn and complain… and most fools do. Dale Carnegie

Want to Win More Business? If your organization could benefit from a custom workshop that is content-packed, entertaining, interactive and capable of taking your team to the next level, it's time to give Tim a call. His programs are tailored to the needs of your group and are guaranteed to provide realistic strategies for lasting success in business and in life. For more information call Tim at 214.369.7722 Learn more, earn more


Tim Wackel is one of today’s most popular business speakers who has mastered the ability to make information entertaining, memorable and easy to understand. He combines more than 20 years of successful sales leadership with specific client research to deliver high-impact programs that go beyond today’s best practices. Tim’s keynotes and workshops are insightful, engaging and focused on providing real world success strategies that audiences can (and will!) implement right away. His success as a sales speaker and trainer is built upon a lifetime of accomplishments and first-hand experiences that include: ·

Being recognized as the number one producer in a 10,000 person sales organization


Helping lead a Silicon Valley startup through a successful IPO


Directing a 50 million dollar sales organization for a Fortune 500 Company

Today Tim is hired by clients who want their managers and salespeople to succeed in business and in life. His list of clients includes organizations like Allstate, Cisco, Hewlett Packard, Philips Medical Systems, Raytheon as well as many professional and trade associations. Tim’s programs are valued by companies both large and small and his monthly e-newsletter Speaking of Sales is read by thousands of loyal clients around the world. Tim is the founder and president of The Wackel Group, a training and consulting firm dedicated to helping organizations find, win and keep customers for life. He is an active member of the American Society for Training and Development and holds a professional membership in the National Speakers Association. He earned his Electrical Engineering degree from the University of Nebraska and currently lives in Dallas where he and his wife raised their two children and are now enjoying an empty nest.

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