leadership vs management - franchise.org · leadership affirmations & attitudes • i catch my...

February 22-25, 2014 | New Orleans Convention Center/Hilton Riverside & Towers | New Orleans, LA

DRIVING GROWTH in CHALLENGING TIMES

LEADERSHIP VS MANAGEMENT

Gary Michels Co-Founder Southwestern Consulting TM



The Big 5 Key Principles of Leadership

• You Manage Things. You Lead People. • Leadership by Example – You Can’t Lead

Where Won’t Go. You Can’t Teach What You Don’t Know.

• You Don’t Build Companies, You Build People. Your People Build Companies.



The Big 5 Key Principles of Leadership

• People Don’t Care How Much You Know Until They Know How Much You Care.

• People Have to See in You Something That They Want To Be. Sell The Vision of Selling.



9 Characteristics of Leading Sales Managers

• Leading Sales Managers are dedicated to building a sales team committed to consistent and balanced production.

• Leading Sales Managers develop personal discipline, live what they teach and command respect.

• Leading Sales Managers exercise business-like detachment and do not play favorites.




• Leading Sales Managers develop future vision and constantly sell “selling” to their teams.

• Leading Sales Managers are great listeners and attack pending challenges at once.

• Leading Sales Managers specialize in developing people through education and training.




• Leading Sales Managers look at change as healthy and promote risk-taking.

• Leading Sales Managers praise in public and criticize in private.

• Leading Sales Managers enjoy the success of others and take responsibility for outcomes.



Skill Sets You Need to Master as a Leader 1. Build Relationships 2. Delegate Well 3. Be Proactive 4. Lead With Confidence 5. Promote the Right Things 6. Always Teach and Train 7. Keep It Simple 8. Take Care of Yourself 9. Always Manage Work Stats



Example of Stats Tracking



Leadership Affirmations & Attitudes

I DO ALL OF THESE THINGS OVER AND OVER AND OVER AGAIN . . . FOREVER. IT IS THEIR LIFELINE.

YOU MANAGE THINGS; YOU LEAD PEOPLE.




• I Catch My People Doing Things Right. • I Help My Team Feel Successful Quickly. • I Work With My Team To Get On a Great Schedule

Because It Is Their Lifeline. • I Believe That Each of My Team Members Will Be

Successful Because It Is The Right Thing To Do. • It’s My Job and My Job Alone To Make Sure That They

Are Prepared To Do Their Job.




• I Remember That Even If I Don’t Feel Ready To Teach, I Know Pieces Of Information To Help Them Succeed.

• I Teach By Showing And Not By Telling. • I Always Make People Feel Appreciated. • I Help People Feel That They Belong. • I Remind People That What They Do Is Important That

They Count, And That They Make A Difference.



Leadership Affirmations & Attitudes • I Help People Develop A Vision For What They Can

Become, Achieve And Have. • I Help People Develop Specific Goals With Pay Values

And Plans. • I Help People Face And Overcome Fears, Doubts And

Regrets. • I Help People Develop Competency Related To Sales,

Products and Technical Aspects Of The Business. • I Make Sure People Know That I Believe In Them.



ALL OF THESE THINGS NEED TO BE

DONE OVER AND OVER AGAIN…FOREVER.



10 Keys for Creating a Sales Culture 1. Follow your Salespeople 2. Monitor Daily Activity 3. Create Talk Tracks 4. Drive Activity More than Results 5. Cut the Bad Apples



10 Keys for Creating a Sales Culture

6. Learn to Celebrate 7. Create a Creed 8. Elevate Their Esteem 9. Master a Sales Training Process 10. Create More Frequent

Accountability



Are you a Boss or a Leader? LEADER

• Depends on Authority • Depends on Goodwill

• Inspires Fear • Inspires Enthusiasm

• Says “I” • Says “We”

• Says “Be on time” • Says “Be early”

• Fixes Blame for a Breakdown

• Fixes the Breakdown

BOSS



Are you a Boss or a Leader? BOSS LEADER

• Knows How It’s Done • Shows How It’s Done

• Says “Go!” • Says “Let’s Go”

• Commands • Ask

• Uses People • Develops People

• Sees Today • Looks at Tomorrow




• Manages Things • Leads People

• Takes Credit • Gives Credit

• Uses People • Develops People

• Never Has Enough Time

• Makes Time for What Matters




• Drives People • Develops People

• Works Hard to Produce Results

• Helps His Team to Produce Results

• Lets People Know Where He Stands

• Lets His People Know Where He Stands

• Never Has Enough Time

• Makes Time for What Matters



CLOSING FOR CHAMPIONS




The Magic 12 Characteristics

Champion closers . . . 1. Have a BURNING DESIRE to close sale 2. Believe their PROSPECT is going to buy 3. Are SINCERE 4. Talk LOW and SLOW 5. Know all of their closes are WORD for WORD 6. Build ‘yes’ MOMENTUM



Champion closers . . .

7. Are MASTERS at using names 8. Never ARGUE with prospect 9. Never LOSE their cool 10. Are politely PERSISTENT 11. Leave people HAPPY 12. Have MASTERED several closes

The Magic 12 Characteristics



• When they may POSITIVE comments • When they ask a QUESTION • When they look at PAPERWORK again • When they look at PRODUCT again • They LAUGH and SMILE a lot • They LEAN closer to you

WHEN TO CLOSE



Buying Line Buying Zone

WHEN TO CLOSE

Too soon to close Too late to

close



WHEN NOT TO CLOSE

• When they lean BACK and LOOK uninterested • When they keep their ARMS or legs tightly crossed • When they tap SHOES, FINGERS or PEN • Look at CLOCK or watch • When they do not look at you • When they make weird facial expressions



A. Temperature taking question to see how they are doing so far

B. Ask trial close every 6-8 minutes. • “Are you with me so far?” • “Does that make sense?”

#1 Trial Close



A. Ask these types of questions when you know they are definitely interested • “How does it sound?” • “What do you think?” • “How do you feel?” • “How close are we…?” • “That makes perfect sense, doesn’t it?”

#2 Direct Question Close



A. Allow your prospect to rate product/service. on a scale of 1-10

B. Make 10 the highest and 1 the lowest • “On a scale of 1-10, 1 meaning you’re not

too interested and 10 meaning you love it, where do you currently stand? What is it going to take to get your from a ___ to a 10?”

• If they give you a 4 or 5, ask “Why are you not a 2?”

#3 1-10 Close



A. Pay attention to prospect’s hot buttons B. Use series of three features or benefits

• ”Most people like the savings, combined with the earnings, along with the competitive advantage. Just curious, what do you like the best?”

#4 Summary of Benefits Close



A. Prospect is shopping for best price from several places • “If you go around and find the best price

from all of the other vendors and bring me back something that shows the best price, if I could beat that price, would you make the purchase from me?”

B. Use business card in envelope technique

#5 Best Price Guaranteed



A. No answer means yes • “Can you see any reason why we

would not be able to move forward with the paperwork today?”

B. BONUS CLOSE # 6.5 • Yes/No/Not Maybe!

#6 No Means Yes Close



A. If confident, have paperwork filled out prior to your meeting

B. Assumptive paperwork • “All we need is for you to okay the paperwork

right here.” C. Direct Question paperwork

• “Why don’t we start the paperwork? Do you get your mail here or at the post office?”

#7 Paperwork Close



A. Use their event to create a sense of Urgency , not yours.

• “If I am reading you right, it looks like you may

want to be out of your home and moving forward in your new life by the end of the year. Is that correct?”

#8 Impending Event Close



A. What may be minor to you is important to them

B. Questions that provoke a “yes” answer • “Do you like the idea of me coming out and

talking to your husband?” • Do you have a calendar handy?”

#9 Minor Point Closes



A. Show a list of of names they may know: • Prospects • Competitors • Peers • Recognizable people • Companies “Everybody’s getting them… As you can see, everybody is very excited about what we are doing here at . . . Can I also get you involved in our product or service?”

#10 Everybody’s Getting Them Close



A. This is a combination of positive answer questions - tie-downs/choice questions – that create a buying atmosphere.

• “Are you looking to save money?” YES • “Is increasing income something you had in mind?” YES • “If you could do both, wouldn’t that be great?” YES • “Okay, so l assume you are okay with me getting

everything under way then.” YES

#11 Yes Momentum Close



A. This is an assumptive close with a definite sing of interest

B. This is always choice between two positive things

C. This is never between something and nothing

• “Would Monday work or would Tuesday be better ?” • “Morning or afternoon?” • “Is 8:00 am good for you, or would 10 o’clock be better?” • “Are you interested more in the red or green car ?”

#12 Choice of Two Positives Close



A. This is a declarative statement with a question tagged on • Isn’t it, doesn’t it, couldn’t it, wouldn’t it

B. Can be at beginning or end of sentence • “That would save you a lot of money,

wouldn’t it?” • “Isn’t this conference awesome?”

#13 Tie Down Question Close



A. Answering a question from a prospect with another question.

PROSPECT: “Do you have it in red?” SALESPERSON: “Is that the color that would really fire you up?” or “If we have it available in red, should I reserve one for you?”

#14 Boomerang Close



A. Imagine there is a crystal ball and you ask the prospect to look into the future and see the sale occur. What do you see and feel?

• “Let’s pretend we had a crystal ball and you could look

right into it and see how the whole sales transaction would go down perfectly, how would you see the price, how well it worked, etc.?

#15 Crystal Ball Close



A. Does not mean for sure, you still have to make an assumptive statement

• “Let’s get you to go ahead and ok this right

here.”

• “What I am going to do is go head and set you up for an appointment on _____. And soon as we get off of the phone I will pop you an email……”

#16 Assumptive Close



A. If we do this, then will you do that B. Use proactive closes using if and then

• “Knowing your current situation, if I could get you what you want and reduce what you do not want, then is this something you would want to move forward with right away?”

#17 “If-Then” Close



A. Takes the pressure off of the prospect B. Timing is everything with this close

• “Maybe this is not something you should do.”

• “Maybe this really isn’t for you.”

#18 Take Away Close



A. Used in groups to move the sales cycle along B. Use when group need to discuss before

moving forward “It looks like you all need to discuss this a bit further. I would like to give you the professional courtesy of discussing this while I am out of the room. I am just going to go outside real quick….. I need to make a quick phone call anyway… and then in 5 minutes I will come back in and we can wrap things up.” (After 5 minutes) “Are you ready for me?” “Do you have any further questions?” “How close are we to getting this done?”

#19 Walkout Close



A. Make T Bar B. Reason to move forward with purchase

on one side and reason not to move forward on the other • “Since it seems like we are stuck on what you want

to do, why don’t we try a logical thought process?”

#20 T Bar or Ben Franklin Close

+ -



A. If two or more decision makers are not coming up with a decision, try this: • “Does the product/service meet MOST of your needs and

wants? Most people we do business with use this as a measuring stick as to whether or not to move forward.”

B. Use the “Time Saver Products” marketing tool if you have to follow up and they keep putting you off because they are busy.

C. If you can’t be the prospect’s first choice, position yourself to be their second choice.

More Tips



D. If it looks like a lost cause, “What would I have had to propose?” • You can then use the If-Then Close with

your next response. E. Treat your prospect to a meal, coffee, golf, etc. F. Energy, excitement and smile

More Tips



TURN IT UP A NOTCH




“Every man is enthusiastic and excited at times. One man has enthusiasm for 30 minutes. Another man has it over 30 days. But it is the man who has it for 30 years or more who is likely a success in life.” – Edwin Butler

Add Excitement and Enthusiasm to Your Life



Add Excitement and Enthusiasm to Your Life

“Every man is enthusiastic and excited at times. One man has enthusiasm for 30 minutes. Another man has it over 30 days. But it is the man who has it for 30 years or more who is likely a success in life.” – Edwin Butler



What do Top Producers have that others don’t?

ATTITUDE

(PMA) Positive Mental Attitude

ALIGNMENT

ACCOUNTABILITY



ATTITUDE - Positive Mental Attitude

• Positive Quotes • Inspirational Reading • Positive Self-Talk • Surround yourself with positive people

with common goals • Successful mentor in your field



ALIGNMENT

• Physical • Spiritual • Mental • Financial • Social • Family • Career



Ideal Wheel



Factors for Consideration


Take the QUIZ in the workbook




• Take “Factor for Consideration” Quiz • Put Wheel & Quiz in binder • Write out 5 goals for that month • List 2-3 action items to hit the goals • Weekly check-in day to check progress • Place action items for balance on

calendar

ALIGNMENT - Plan for Obtaining Balance



Before I die, I want to… BE DO HAVE HELP ENJOY LEAVE

1

2

3

4

5



Goal Setting

• Goals in writing • Stretch yourself • Quantify and be Specific • Set Deadlines and Awards • Compelling WHY that drives the goal

ACCOUNTABILITY – Goal Setting Tips

Top Producers Are Extremely Goal Oriented!



Goal Action Item



Accountability Contract I, __________________, agree to accomplish the following goals before ______________. I also hereby do formally contract myself to these purposes. This goal is challenging, but reachable, and I willingly accept the challenge.

MY GOAL: ________________________________________________ ________________________________________________ In support of this goal, I will undertake the following activities: 1) 3) 2) 4) Signature Accountability Partner ________ ___ __________________________ Date: Rewards for achieving GOAL _________________ _______________________



Top Producer’s Edge/ Sales Manager’s Edge Sales Team’s Edge

• Accountability • Increase sales • New sales techniques • Better time management • Make more money • More referrals

Process – Self-Motivation – Self-Management 1-on-1 Coaching – Manager’s Training – Sales Team

Training & Consulting



Turn It Up A Notch!

Gary Michels Co-Founder of Southwestern Consulting™ www.turnitupanotch.com



Give Us Your Feedback! • Log on to the IFA App. • Find our session under the appropriate day on the Schedule Tab. • Click on the green button that says “Tap

here to take a survey for this event.” • Follow along with the instructions. It will take just a minute or two but will help us for future programming! Thank you!!

leadership vs management - franchise.org · leadership affirmations & attitudes • i catch my...

Documents