TRAINING TUESDAY PODCAST 026 (15 FACTORS OF A GREAT PLAN; 5 BEST SALES TIPS; DETACHMENT)

We are not what we were yesterday and we are not yet what we will become….but today we commit to engage the target, stay mission focused and practice personal courage by resisting the temptation to be average and face the obstacles that are keeping us from being excellent!   Today we move forward…what we do matters…we will make a difference today.

 AGENDA:

  • Leadership Lesson from the ADRP – Army Leadership Requirements Model
  • 79T Tune-Up – 15 Factors for Creating a Great Plan
  • Perpetually Prospecting – 5 of the Best Sales Techniques Ever
  • Expert Badge Training – Advance Selling Podcast: Abundance

LEADERSHIP LESSON:  ARMY LEADERSHIP REQUIREMENTS MODEL

ADRP 6-22 ARMY LEADERSHIP REQUIREMENTS MODEL

1-27. The Army exists to serve the American people, to protect enduring national interests and to fulfill the nation’s military responsibilities. This requires values-based leadership, impeccable character, and professional competence. The requirements are for leaders at all levels and are common to all cohorts. The model informs leaders of the enduring capabilities needed regardless of the level of leadership, mission, or assignment. All model components are interrelated and relate to the Department of Defense (DOD) civilian leader development framework established by DODI 1430.16.

1-28. The model’s components center on what a leader is (attributes) and what a leader does (competencies). The leader’s character, presence, and intellect enable the leader to master the core leader competencies. The Army leader is responsible to lead others; to develop the environment, themselves, others, and the profession as a whole; and to achieve organizational goals. 1-29. Effective leadership and leader development require mutual recognition and acceptance of leader and follower roles. Leadership is a reciprocal influence process between leaders and followers.

Army Leadership Requirements Model

 

 79T TUNE-UP: SOLDIER’S MANUAL AND TRAINER’S GUIDE

STP 12-79T-SM-TG
805B-79T-2514 Develop a Time Management Work Plan

15 Factors for Creating Great Plans: Leadership Freak

  1. Try things for a while. Figure out what does and doesn’t work. Make plans after you’ve actually done something. Planning something you’ve never done is pooled ignorance.
  2. Plans don’t work, people do. Where can your current team take you in the short-term?
  3. Anything that doesn’t create or keep customers is a waste of time.
  4. Learn from people who are succeeding in your sector.
  5. Look into the past while planning for the future. What worked? What have we learned from failure? Planning looks into the future through the lens of the past.
  6. View the future through the lens of current behaviors. Plan accordingly.
  7. Identify behaviors when making short-range plans. What will we actually do to accomplish our objectives?
  8. Set high goals. If you always reach your goals, you didn’t reach high enough.
  9. Acknowledge that long-range plans are vague; short-range specific.
  10.  Plan to adapt as you go. Things never go as planned. Course adjustments reflect agility not failure. Make plans anyway.
  11. Follow the energy when making short-range plans. Pour more resources into what’s working than what isn’t.
  12. Explore what you don’t want. “We don’t want…”
  13. Consider dangers when making mid-range plans. What do we need to protect? What needs to be improved?
  14. Determine how and when to evaluate progress. How will we know we’re winning?
  15. Create celebration points. When will we recognize hard work, lessons learned, progress, and great results?

The thing I hate about planning is the feeling that we’re actually doing something. Planning is talking, not doing. If people don’t do things, nothing gets done.

When successful planning meetings are done, everyone gets up with something to do

The Thing I Hate About Planning | Leadership Freak
https://leadershipfreak.wordpress.com/2015/07/13/the-thing-i-hate-about-planning/ 7/20/2015

PERPETUALLY PROSPECTION:

5C Selling:  CONNECT, COLLECT, CONTRIBUTE, CONFIRM, CONTINUE

5 of the BEST Sales Tips Ever
Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

 Recently I was talking to a group of college students regarding a sales career and they asked me what I thought were the best sales tips I’ve ever heard.

Here is what I said:

  1. It’s not what you say; It’s what your customer believes.

You can have the best sales presentation in the world, but if the customer doesn’t believe your proposition, then you don’t have a chance.  Take the time to engage with the customer.

Ask them questions and let them tell you their wants and needs.  Yes, many times they don’t know what their needs are and you’ll have to guide them, but in the end, if they don’t believe it, you don’t have a chance.

  1. Never go into a sales call not knowing how you’re going to close the sale.

If you don’t know where you’re going, then how will you get there?  The most common part left out of any presentation is the close.  Plan for it upfront by developing the strategy and your course of action.

This does not mean you’re only going to use one type of closing technique.  On the contrary, it means you’re going to be ready to close using several different techniques based on what the customer tells you.

  1. Have a dedicated time set aside either daily or weekly to do your prospecting.

Too many salespeople find themselves spending far too much doing everything else but prospecting.  If you don’t schedule it and hold yourself accountable, you won’t do it.

  1. Believe in yourself and what you’re doing to help your customers.

Why should anyone buy anything from anybody if the person from whom they are buying doesn’t even believe in it?   There’s a reason why confident salespeople are more successful.

  1. Show up and show up on time.

More sales are lost because the salesperson either failed to show or failed to follow-through.  It’s a sad comment that something that basic and easy could deter more sales, but it’s a fact.  This is the main reason why when companies are looking for salespeople, I tell them to find candidates who have a proven track record of self-discipline.

If you were looking for a silver bullet sales technique, sorry you probably didn’t find it here. Then again, I don’t believe there are any silver bullets in sales.

It’s all about having the discipline to demonstrate to the customer that you care about them and their needs.

Were these the type of “best sales tips” the students were looking for?  Who knows?! Yes, they responded positively, but only time will tell if they took what I said to heart.

I’ll say this — based on the thousands of salespeople I’ve had the privilege to work with and train, I know without a doubt that if salespeople do these 5 things and do them well, they will have a high probability of achieving success.

Copyright 2011, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

 

REMEMBER: KEYS TO SUCCESS

  1. ATTITUDE
  2. MOTIVATION
  3. EFFORT
  4. URGENCY

 

EXPERT BADGE TRAINING

1. Abundance
2. Detachment
3. Intent

Advanced Selling Podcast:  advancedsellinpodcastgraphicboot-150x150Detachment in Sales #301

“Are you too attached to your sales opportunities? Attachment can wreck your sales process. Detachment is another critical element of the Advanced Selling Podcast Inner Game. In this episode, Bill and Bryan will help you identify if you are too attached. They will offer philosophies to help you be more detached from outcomes. Most importantly, they will illustrate the impact detachment can have when you interact with prospects. Veteran Sales trainers Bill Caskey and Bryan Neale will show you how detachment can take your sales game to the next level.”

 

King Solomon:  If the iron is blunt, and one does not sharpen the edge, he must use more strength, but wisdom helps one to succeed. (Ecclesiastes 10:10 ESV)