Hit PCW Week 8

HIGH IMPACT 90 DAY TRAINING PROGRAM
WEEK EIGHT
Participants Curriculum Workbook (PCW)

SalesPartners World Wide Community
Last Updated September 26, 2012 (11:00 A.M. EST)
$25
High Impact Business Training
Overview
With just five weeks remaining in the 90 day training program, it is
time to start putting everything you have learned thus far into
practice. Remember, one of the key outcomes for you during this
training program was the following:
Outcome # 2: Start A Profitable Business
Through this program you will learn how to start and develop a
local SalesPartners Franchise area. Our methodologies,
products, services, and this training, are engineered for you
to have a working and sustainable territory at the
completion of this training.
In essence, we want you to hit the ground running once you decide
to officially become a SalesPartners Local Area Franchisee. So today,
we will continue where we left off last week, gaining a greater
understanding of a partnering session and the 6 Week Little Voice
Mentoring Program.
The design of our products, along with our methodologies, allows us
to focus in on key behaviors, trends and patterns, not just of
numbers, but of human behavior as well. Today and from now on,
focus on those behaviors, trends and patterns and begin to develop
your own rhythm.
2012 SalesPartners World Wide Community

Rough Draft 90 Day High Impact Training
Developed by Curriculum Leadership
Page | 2

Debrief
This week we continue with the participants running the debriefing Page | 3
sessions. Facilitating the debriefing process is a great exercise to gain
practice in driving our methodologies. You have to facilitate the
conversation, drive the participants to a learning experience and get
them to a place of clarity to take well defined action.
Take your fellow participants through the following questions.
What Happened?
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What Worked?
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What Didnt Work?

_______________________________________________________________________
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Debrief
What did you learn?
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________________________________________________________________________
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What did you learn about yourself?

________________________________________________________________________
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What would you do differently?

________________________________________________________________________
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Outcomes For Week 8 Training
Outcome #1: Partnering: Using what you know!
Page | 5
o Putting into practice everything you have learned for the
past seven weeks
Outcome #2: 6 Week Little Voice Mentoring Program:
Product Knowledge
o Placing yourself in the position of a customer.
Outcome # 3: Sales Accountability & Responsibility


Week 8: Follow The Design
Outcome #1: Partnering: Using what you know!
Page | 6
Putting into practice everything you have learned for the past
seven weeks
Instructions: Today you will partner up with a fellow participant (or
your trainer) to facilitate a SalesPartners Partnering Meeting from
start to finish.
During this training you will have the opportunity to act as both the
SalesPartner and the client. Your trainer will establish your roles prior
to starting. If you are acting as the SalesPartner, follow the outline
on page 7, and use all of the skills that you have learned for the last
seven weeks. You will have to time to review your PCWs before you
begin. In addition, page # provides you with the space to accurately
take notes throughout the partnering process.
For those acting as the client, page # provides you with the space to
take notes as you go through the partnering process. Review your
notes and PCWs to ensure you are prepared for the session as well.
You will now have 15 minutes to review your notes and
PCWs and prepare for your session.
Write down any key thoughts, Ah-Ha moments or learnings you will
want use during your session.
________________________________________________________________________
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Partnering Design For SalesPartner
Instructions: Use the outline below to help you facilitate the
partnering session. Take your notes on the following page.
Step 1: Begin With Our Rituals:
What I Feel Like Saying
Celebrate All Wins
Step 2: Debriefing Process:
Use the same process learn about their week
Step 3: Scoreboard (Sales, Revenue, & Cost)
Review numbers (KPIs) on a weekly basis
o Prior weeks numbers
o Month to date numbers
o Last year vs. this year comparison
Debrief why the numbers are what they are?
Step 4: Holding a High Level of Accountability
Did they accomplish their action items from the previous week?
Why or why not?
How well do the clients hold themselves and their staffs
accountable?
Are they on time, prepared and present for the call?
Do they know their numbers and statistics (vitalistic)?
Step 5: Setting Agreements
Set agreements (action items) to complete
o Assign who is doing what.
o Gain an understanding of why they are important.
o Clarify goals or expectations for action items.
o Identify key resources to accomplish action items.
Step 6: Finish with our Ritual
What I feel like saying
Page | 7

SalesPartner Notes
Step 1: Write down their Wins.
Page | 8
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
Step 2: Debriefing Process

________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
Step 3: Write down any notes from reviewing their numbers

________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
Step 4: Write down any notes on accountability and what they did or
did not accomplish.
________________________________________________________________________
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Step 5: Write down all the agreements you set for the week.
________________________________________________________________________
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Client Notes
Instructions: Use the outline below for you as the client.
Step 1: Write down your wins.
_________________________________________________________________
_________________________________________________________________
_________________________________________________________________
Step 2: What did you learn about yourself and/or your business from:
The debriefing process:
_________________________________________________________________
_________________________________________________________________
_________________________________________________________________
Reviewing your numbers:

_________________________________________________________________
_________________________________________________________________
_________________________________________________________________
Reviewing your Accountability:

_________________________________________________________________
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_________________________________________________________________
Step 3: Write down all agreements to report on next week.

________________________________________________________________________
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________________________________________________________________________

Page | 9

Outcome #2: LVMP: Product Knowledge
What does it take to run a Little Voice Mentoring Session?
If you are going to sell the LVMP, it is important to understand the
inner workings of the process. Read the following instructions from
the LVMP facilitators journal and discuss amongst all the participants.
Instructors for Mentors:
In asking these questions and working with your champion, always
understand that this is their process and not yours. IN other words, do
not let your little voice, your judgments, your opinions enter into the
process.
This is a process of self-discovery for your champion and if you are diligent
with the process, they will create distinctions, aha moments, wins and
insights. Do not give advice show displeasure or distaste in any of these
processes. Always remain 100% present in a high mood level and
acknowledge warmly all their responses.
If your little voice gets in the way its time for you to do some processing
yourself. The good news is that you will get very clear and focused very
fast. Hold them accountable to the tasks, metrics, and goals that they
committed to, but once into the questioning process, keep the judgment
and advice out of the conversation. Here are some tips on the processing
part:
1. Always acknowledge every answer and sub answer or response they
give with a smile and a thank you before asking anything else.
2. You are looking for them to get insights, realizations, and aha
moments. These sometimes show up as a laugh or chuckle, display
of emotion (positive), a brightness in their eyes and presence or
sometimes even tears. This will not happen on every question.
3. Always ask the championtell me more about that particularly
after brief answers. Alternatively if they answer with yes or no or
brief non descriptive answers ask them why questions to get them
to probe a bit further.

Page | 10

4. When asking further, end the probing process for that question
when you sense they had a moment described in point #2.
5. If they seem stuck on an answer and they are saying things like I
dont know or I dont know how to answer, use one or more of
the following responses:
a. Thank you let me repeat the question. (Then repeat the
question exactly)
b. If you did know how would you answer it?
c. If you dont know just make something up.
6. If they give answers that are too general ask questions like:
a. Who or what or how or why specifically
b. Describe what you saw, heard or felt... or what you would
see, hear or feel etc.
7. When they get a great cognition or aha have them repeat it a few
times (write it down and review it with them at the end of the
session).
8. Do not over question them, just get them to be introspective. The
act of answering anything to these questions will make a huge
difference.
9. If a negative decision, problem or blockage occurs, use the having
process quotes on the issue at hand. Repeat the loop until they
clear the issue themselves.
10.
Never tell them what to say, judge their answers, tell them
they are wrong and never give advice on their answers. Simply be
present, smile and say, thank you. (It is ok to give coaching and
advice, and call them on things when asking he accountability
questions or reviewing metrics.
11.
Instruct the champion how to do the gratitude exercise
everyday.

Page | 11

Outcome # 3: Sales Accountability & Responsibility
Are you holding yourself highly accountable to sales activity?
Are you taking full responsibility for the agreements you have Page | 12
made?
Turn to page 20 of your Week 7 Workbook:
Your trainer will now ask you a series of questions. Please answer
with the actual numbers written in your Week 7 PCW.
What did you learn this week when your trainer asked you
about your sales numbers?
________________________________________________________________________
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What story are your numbers creating as you go through

them with your trainer?
________________________________________________________________________
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Doing It NowBecause Its Already Here
TAKE OUT YOUR CELL PHONE AND START MAKING Page | 13
PHONE CALLS TO SELL A THREE HOUR SERIES FOR
$375. TO START YOUR WEEK. YOU HAVE 30 MINUTES.
YOUR TRAINER WILL START THE CLOCK.
Use the space below to write down the names of those you
contacted and the result.
1. __________________________________________________________________
2. __________________________________________________________________
3. _________________________________________________________________
4. __________________________________________________________________
5. __________________________________________________________________
6. __________________________________________________________________
7. __________________________________________________________________
8. __________________________________________________________________
9. __________________________________________________________________
10. __________________________________________________________________
11. __________________________________________________________________
12. __________________________________________________________________
13. __________________________________________________________________


Quick Debrief
What are the changes you have noticed since you first Page | 14
started making these calls?
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How is what you are learning in the field helping you to

make these calls today?
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Selling Tasks For Week 8

Page | 15
You remain the driver in this process.

5 REGISTRATIONS TO 3 HOUR EVENT SERIES
3 Hour Series = $375
1 LITTLE VOICE MENTORING PROGRAM SALE
LVMP = $3495
In Seminar Price = $2950
5 ONE-ON-ONE APPOINTMENTS SET
In order to qualify must have: Full name, direct phone
number, meeting time, date, and location defined
3 MULTIPLE UNIT OF EXPOSURE MEETINGS
In order to qualify must have: Name of organization and
contact, direct phone number, meeting time, date, and location
defined, and logistics for meeting:
How many people at meeting?
How long do we have to speak?


Selling Accountability
You must be ready to report the following numbers to your
trainer during the next training. Be sure to fill in the actual
numbers below.
ACCOUNTABILITY:
Total Phone Cold Calls
________________
Total In-Person Cold Calls
________________
Units of Activity
________________
Units of Exposure
________________
Closed Sales
________________
Pending Sales
________________
Total Dollar Value of Sales
________________
Margin Made
________________

Page | 16

Agreement For Activity & Exposure
Do you agree to take action based on the definitions below:
YES I AGREE TO CLOSING 5 EVENT SALES
Expectation: There is no shortage of people who need your
help.
YES I AGREE TO TAKING SALES ACTIVITY BASED ON
WHAT I KNOW
Units of Activity: Face-to-Face or Voice-to-Voice contact that
results in agreement to meet
YES I AGREE TO SETTING 3 MULTIPLE UNITS OF
EXPOSURE MEETINGS FOR ME AND MY TRAINER
Units of Exposure: Multiple Units of Exposure via an event

Page | 17

End of Week 8 Notes
Page | 18

SalesPartners World Wide Community
www.salespartnersworldwidecurriculum.com
2012 Developed by Ben Arcuri, John Dano, & Kelly Ritchie

Hit PCW Week 8

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HIGH IMPACT 90 DAY TRAINING PROGRAM

Participants Curriculum Workbook (PCW)

High Impact Business Training

2012 SalesPartners World Wide Community

High Impact Business Training

What Didnt Work?

2012 SalesPartners World Wide Community

High Impact Business Training

What did you learn about yourself?

What would you do differently?

2012 SalesPartners World Wide Community

High Impact Business Training

2012 SalesPartners World Wide Community

High Impact Business Training

High Impact Business Training

High Impact Business Training

Step 2: Debriefing Process

Step 3: Write down any notes from reviewing their numbers

High Impact Business Training

Reviewing your numbers:

Reviewing your Accountability:

Step 3: Write down all agreements to report on next week.

2012 SalesPartners World Wide Community

High Impact Business Training

2012 SalesPartners World Wide Community

High Impact Business Training

2012 SalesPartners World Wide Community

High Impact Business Training

What story are your numbers creating as you go through

2012 SalesPartners World Wide Community

High Impact Business Training

2012 SalesPartners World Wide Community

High Impact Business Training

How is what you are learning in the field helping you to

2012 SalesPartners World Wide Community

High Impact Business Training

Selling Tasks For Week 8

You remain the driver in this process.

2012 SalesPartners World Wide Community

High Impact Business Training

Total In-Person Cold Calls

Total Dollar Value of Sales

2012 SalesPartners World Wide Community

High Impact Business Training

2012 SalesPartners World Wide Community

High Impact Business Training

2012 SalesPartners World Wide Community

SalesPartners World Wide Community

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