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CHANGE yOUR SAlES RESUlTS FROm GOOd TO GREAT!!! ChApTEr 22 CHAngE yOuR SAlES RESulTS FROm gOOd TO gREAT!!! By ChuCk miTChELL Over the past 30 years I have had the pleasure to meet and talk to thousands of business owners about their businesses and more specifically, their sales teams. While most realize that sales is critical to their success, unless they have a strong sales background, a high percentage view sales people as a necessary evil. Some of the more frequent comments I have heard are: • My sales people are not closing well enough. • Our activity level is too low; not enough cold calls. • My sales people just don’t get it! • I need my sales reps to be hungrier. • I can’t get my reps to sell the right products. • Sales people make too much money! • I can’t seem to motivate my reps to ….. • My reps just don’t work hard enough. If you are a business owner and/or sales manager that have uttered or 193
PUSHING TO THE FRONT even thought something similar, then this chapter is for you. In the next few pages I will provide an overview of Six Steps to Change Your Sales Results from Good to Great!!! This is a process that I have personally implemented on numerous occasions to build award-winning sales teams, and I continue to utilize it successfully with my clients today. It is simple to understand, easy to implement, and most importantly IT GETS RESULTS! Step 1 : clariFy yoUr Marketing MeSSage The majority of business owners I have met over the years want to improve their sales results. In fact, I believe it may be one of the greatest challenges facing small and medium-sized businesses (SMBs). Question: Why is it so hard to improve sales results? The answers to this question could fill several books but since I have one chapter, my focus will be on the tendency of many business owners to fix the symptoms rather than digging deeper to understand the fundamental problems that are causing poor sales performance. Business owners are understandably looking for a quick fix and there is no shortage of so-called experts more than willing to provide solutions. These ‘magic pills’ may work on occasion, however, the most effective way to ensure sustainable long-term improvement is to take a more diagnostic approach. Nowhere is this more important than in developing an effective marketing message, since it is the base on which all of your sales success is built. The key is CLARITY. A business owner can perform the necessary diagnostics by working through this series of clarifying questions with their team: 1. What business are you in? 2. Who is your ideal customer? 3. Why does your ideal customer buy your product? 4. Why would your ideal customer buy from your competitor? 5. What are your unique marketing/selling messages? 194
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Copyright © 2011 CelebrityPress LL
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TABLE OF CONTENTS ChApTEr 1 HOW TO
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ChApTEr 15 mEnTORS In my lIFE By Ch
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ChApTEr 32 THE SECRET TO luCK! By p
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PUSHING TO THE FRONT are, and there
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PUSHING TO THE FRONT Remember Murph
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PUSHING TO THE FRONT like them or a
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About briAn PUSHING TO THE FRONT Br
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PUSHING TO THE FRONT So what is the
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PUSHING TO THE FRONT Step 2: Body B
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PUSHING TO THE FRONT when you are c
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PUSHING TO THE FRONT About Alison (
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PUSHING TO THE FRONT to excellence
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eating Well PUSHING TO THE FRONT Ju
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PUSHING TO THE FRONT unlikely to ev
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PUSHING TO THE FRONT conclUSion To
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Y ou CHOICES ChApTEr 4 CHOICES By W
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CHOICES ues, take time to examine t
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CHOICES port his family. Later he b
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CHOICES About WilliAM William Lam o
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PUSHING TO THE FRONT jogging along
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PUSHING TO THE FRONT give you the m
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PUSHING TO THE FRONT expand a marke
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THE PASSION PRINCIPlE ChApTEr 6 THE
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THE PASSION PRINCIPlE after 5000 pl
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THE PASSION PRINCIPlE To read more
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PASSION ANd PURPOSE ChApTEr 7 PASSI
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PASSION ANd PURPOSE on the hamster
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PASSION ANd PURPOSE Oprah and Ellen
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PASSION ANd PURPOSE which has defin
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PASSION ANd PURPOSE own unique cont
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UNlEASH yOUR POWER NOW ChApTEr 8 un
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UNlEASH yOUR POWER NOW dying and I
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UNlEASH yOUR POWER NOW of cellular
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UNlEASH yOUR POWER NOW On a GLOBAL
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UNlEASH yOUR POWER NOW About Dr. su
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PUSHING TO THE FRONT The law finall
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PUSHING TO THE FRONT I do a lot of
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PUSHING TO THE FRONT 5. Work Your T
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PUSHING TO THE FRONT About MiChAel
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PUSHING TO THE FRONT daughter, as l
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PUSHING TO THE FRONT go FaSt By let
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PUSHING TO THE FRONT add tHoUgHtFUl
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PUSHING TO THE FRONT About MiChAel
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PUSHING TO THE FRONT rect result of
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PUSHING TO THE FRONT you know your
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PUSHING TO THE FRONT Step 10 - Be g
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yOUR lIFE lISTS ChApTEr 12 yOuR lIF
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yOUR lIFE lISTS schedule to work wh
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yOUR lIFE lISTS There are several q
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FROm BElIEvER TO ACHIEvER ChApTEr 1
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FROm BElIEvER TO ACHIEvER your own
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FROm BElIEvER TO ACHIEvER pens as a
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FROm BElIEvER TO ACHIEvER goal. Wel
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FROm BElIEvER TO ACHIEvER 1. “How
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About John FROm BElIEvER TO ACHIEvE
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PUSHING TO THE FRONT As someone who
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PUSHING TO THE FRONT wrote that he
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PUSHING TO THE FRONT WHat aMericanS
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About ying PUSHING TO THE FRONT Yin
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PUSHING TO THE FRONT triple lined p
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PUSHING TO THE FRONT Joe informed m
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PUSHING TO THE FRONT lot about who
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THE POWER OF CONSCIOUS CHOICE ChApT
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THE POWER OF CONSCIOUS CHOICE enorm
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Page 149 and 150: PUSHING TO THE FRONT As for Oswald
Page 151 and 152: PUSHING TO THE FRONT If you remembe
Page 153 and 154: About PAul PUSHING TO THE FRONT Dr.
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Page 157 and 158: PUSHING TO THE FRONT The truth is 9
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Page 163 and 164: PUSHING TO THE FRONT openness to li
Page 165 and 166: PUSHING TO THE FRONT It dawned on U
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Page 205 and 206: PUSHING TO THE FRONT Well, I really
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Page 213 and 214: PUSHING TO THE FRONT About eMMA JeA
Page 216 and 217: ClEARING A TRAIl FOR SAlES SUCCESS
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Page 230 and 231: THE ONly GAmE IN TOWN Of course, it
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Page 236 and 237: 7 TIPS ON GOAl ACHIEvEmENT ChApTEr
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GOAlS ChApTEr 27 gOAlS: THE 11 vITA
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GOAlS to the store and bought a new
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GOAlS pleasure of the outcome outwe
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GOAlS About MelissA Melissa D. Whit
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PUSHING TO THE FRONT going on with
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PUSHING TO THE FRONT 5. knoW and te
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misstep or missed commitment. PUSHI
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PUSHING TO THE FRONT About DulCee D
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1. deterMine yoUr deSireS PUSHING T
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4. aSSociate WitH SUcceSS PUSHING T
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PUSHING TO THE FRONT we genuinely c
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About “Di” PUSHING TO THE FRONT
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PUSHING TO THE FRONT veneer of self
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PUSHING TO THE FRONT • A man with
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PUSHING TO THE FRONT sualization to
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PUSHING TO THE FRONT In the years o
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PUSHING TO THE FRONT been trained t
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PUSHING TO THE FRONT 4. Chronic ago
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PUSHING TO THE FRONT personally and
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PUSHING TO THE FRONT my work, I rea
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PUSHING TO THE FRONT for everybody,
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THE SECRET TO lUCK! ChApTEr 32 THE
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of a 28% increase each time. Now, i
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THE SECRET TO lUCK! Hey, I am new i
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THE SECRET TO lUCK! plained that th
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THE lEAdERSHIP mATRIx ChApTEr 33 TH
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THE lEAdERSHIP mATRIx right things
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THE lEAdERSHIP mATRIx No, this is a
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THE lEAdERSHIP mATRIx after time in
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THE lEAdERSHIP mATRIx Right Things
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PUSHING TO THE FRONT FEATURING Rena
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