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HIGH IMPACT 90 DAY TRAINING PROGRAM

WEEK NINE

Participants Curriculum Workbook (PCW) SalesPartners World Wide Community Last Updated Sept. 24, 2012 (1:05 P.M. EST America)

$25

High Impact Business Training


Overview
Your role this week in the training session has been minimized to Page | 2 provide the participants with the opportunity to teach each other. Note to SalesPartners World Wide Trainer: Have the participants turn to page two and pick one person to read through the overview, which is below and the outcomes on page three. Once they are finished, hand this manual to the participants and leave the room.
By now, eight weeks into the 90 training program, you should understand the genius behind the SalesPartners methodologies. asking questions. We now know that those who ask the questions are in control of the conversation and that is the essence of what we do as SalesPartners. We dont have to know the answers to every question we are asked, we just have to be confident in our abilities to be interested and ask questions. What are the questions we want to ask you today? Have you hit your break-even mark or profited so far throughout this program? Can you make clear offers on why someone should attend your three hours series? Can you make clear offers on why someone should commit to an LVMP? Do you understand how to run a partnering session with a client based on this 90 day training program? This week however, your trainer will not be the one asking the questions. In fact in a few moments you will wave good bye to your trainer. This week you are on your own and one of you will run the training session. You and your fellow participants will train each other. Participants Teaching Participants (PTP), Person To Person (P2P). Whomever you choose as the lead trainer will have two hours to get through todays training material.

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training


Outcomes For Week 9 Training
Outcome #1: People Teaching PeoplePerson To Person Page | 3 o In order to stabilize the work we have done over the first 8 weeks, we are training you how to train. Outcome #2: Assessing your progress o How far have you come? Outcome #3: LVMP: Product Knowledge o Placing yourself in the position of a customer. o The tools to mastering your Little Voice Outcome # 4: Sales Accountability & Responsibility

You will now leave the room. Be sure to hand this manual to one of the participants before exiting.

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training


Have the participants turn to page five and pick one to read through the following copy. Do your best to facilitate the conversation. This section is designed to create the foundation for holding the space while your SPWW trainer is not in the room. This is extremely important to ensure the training is effective for both you and the participants.

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Week 9: Follow The Design


Outcome #1: People Teaching People Person To Person In order to stabilize the work we have done over the first 8 weeks, we are training you how to train. Instructions: It is safe when a mentor (your trainer) is physically in the room with you. There is limited risk from a knowledge gaining standpoint as the trainer can provide feedback, make corrections and maintain a safe environment for you to learn and grow. Last week was practice, but today you will be without your trainer, and this is more than just a role playthis is the real thing. Take a moment to answer the following questions and discuss with your fellow participants. Will you hold the integrity of the training? If so, how? Will you stay on task? If so, how? Will you make decisions and ask questions to move this training along? If so, how? How will your perform when no one is looking?

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training


Debrief
Have the participants turn to page six and choose one participant to Page | 5 facilitate the debriefing process, which appears on pages six and seven of the PCW. Take your fellow participants through the following questions. What Happened? What Worked? What Didnt Work? What did you learn? What did you learn about yourself? What would you do differently?

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training


Have the participants turn to page eight of their workbooks. You will now help the participants assess the progress they have made throughout the first eight weeks of the program. When they are Page | 6 finished answering the questions, ask each participant to share their answers. In addition, lead a role playing session when discussing their abilities to offer the three hour series and the LVMP. Outcome #2: Assessing your progress How far have you come? With all of the training, accountability and reviewing you have done over the past 8 weeks, it is important that we assess your progress up until this point. Take the next 15 minutes to answer the following questions and be sure to include the reasons why or why not associated with each of the questions. When you are finished discuss with your trainer and fellow participants. Have you hit your break-even mark or profited throughout this program? Can you make clear and concise offers on why someone should attend your three hours series? Can you make clear and concise offers on why someone should commit to an LVMP? Do you understand how to run a partnering session with a client based on this 90 day training program?

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training


Have the participants turn to page 10. In order to effectively offer an LVMP, the participants must understand and believe in the benefits of the program. What better way than thinking as a customer. Have the Page | 7 participants read the copy below and answer the questions. Facilitate a discussion when they are finished answering the questions. Outcome #3: LVMP Product Knowledge Placing yourself in the position of a customer. Instructions: You will have 15 minutes to answer the following questions as if you were a potential client who was just offered an LVMP for $3995. Write down all the answers you can think of. When you are finished discuss your responses with your trainer and team. How is the LVMP going to help me and grow my sales? Why would I not proceed with the LVMP? What do I need to do to make this program worth my time, money, and energy? What do I want to happen once the program is complete?

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training


Have the participants turn to page 16 of their Week 8 PCW. You will now turn your focus to their accountability agreements for the week. Listen to their language as they run through the numbers and be Page | 8 sure to ask questions to clarify the information they are providing. Outcome # 4: Sales Accountability & Responsibility It is imperative that you develop consistency with reviewing numbers and agreements on a weekly basis. Discuss with them the following two questions. Are you holding yourself highly accountable to sales activity? Are you taking full responsibility to what you have committed to doing? Sales Accountability Phone Cold Calls In-Person Cold Calls Units of Activity Units of Exposure Closed Sales Pending Sales Total $ Value of Sales Margin Made
Participant #1 Participant Participant Participant #2 #3 #4

Have the participants answer the following two questions which appear on page 11 of their workbook. What did you learn this week when your trainer asked you about your sales numbers? What story are your numbers creating as you go through them with your trainer?
2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training


Have the participants turn to page 12.

Taking Action Now!!!


Have the participants take out their cell phones and start making phone calls to sell a three hour series for $375. They will have 30 minutes to complete this task. Make sure the participants record in their notebooks who they spoke with and the result. Perform a quick debrief by having each of the participants answer the following questions, which appear on page 13 of the PCW. Questions: What did you just learn about taking action NOW that was different from last week? What are you going to do differently during the week?

Page | 9

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training


Have the participants turn to page 14. Once you are finished gaining agreements on the Selling Tasks and the Activity & Exposure on page 11, make sure you proceed to page 12, where you will lead a debrief Page | 10 on todays session.

Selling Tasks:
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?

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training


Have the participants turn to page 16.

Agreement For Activity & Exposure


Gain agreement with the participants on the following: YES I AGREE TO CLOSING 5 EVENT SALES Expectation: There is no shortage of people who need your help. YES I AGREE TO HAVING CONSISTENT ACTIVITY 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 YES I AGREE TO FILL OUT THE SELLING ACCOUNTABILITY WORKSHEET ON PAGE 16 PRIOR TO THE NEXT TRAINING

Page | 11

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training


Have the participants turn to page 17 and lead them through a debrief of todays training session. We want to solely focus on debriefing your role as the trainer and their role as the participants in Page | 12 this exercise.

Debrief
By now your SPWW trainer should be back in the room. You will spend the last half hour debriefing todays training from both the trainers perspective and the participants perspective. This is the optimal learning experience and the ideal opportunity to provide critical feedback to one another. What worked from the trainer and participant perspective? What didnt work from the trainer and participant perspective? What did you learn? What did you learn about yourself? What would you do differently as the trainer?

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

High Impact Business Training


End of Week 9 Notes
Page | 13

2012 SalesPartners World Wide Community Rough Draft 90 Day High Impact Training Developed by Curriculum Leadership

www.salespartnersworldwidecurriculum.com 2012 Developed by Ben Arcuri, John Dano, & Kelly Ritchie

SalesPartners World Wide Community