world ticket conference- david steel
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TRANSCRIPT
![Page 1: World Ticket Conference- David Steel](https://reader035.vdocuments.us/reader035/viewer/2022062614/546df46baf7959f83e8b52cd/html5/thumbnails/1.jpg)
The Steel Method, LLC.
a company that drives results
How to Fix
Sales Team.B ROKEN
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The Steel Method, LLC.
a company that drives results
![Page 3: World Ticket Conference- David Steel](https://reader035.vdocuments.us/reader035/viewer/2022062614/546df46baf7959f83e8b52cd/html5/thumbnails/3.jpg)
The Steel Method, LLC.
a company that drives results
My Goal
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The Steel Method, LLC.
a company that drives results
Double Sales!
Our Goal Today
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The Steel Method, LLC.
a company that drives results
#3 Reason-(re) actions They Wait for the phone to ring.
#2 Reason-resultsThey are writing the same or
less business than before .
#1 Reason -belief Because you think they are.
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The Steel Method, LLC.
a company that drives results
www.
Fix orFire.com!
![Page 7: World Ticket Conference- David Steel](https://reader035.vdocuments.us/reader035/viewer/2022062614/546df46baf7959f83e8b52cd/html5/thumbnails/7.jpg)
The Steel Method, LLC.
a company that drives results
15 Companies
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The Steel Method, LLC.
a company that drives results
12 Questions
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The Steel Method, LLC.
a company that drives results
180 Possible Points
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The Steel Method, LLC.
a company that drives results
7 Points4%
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The Steel Method, LLC.
a company that drives results
“You only find our who isSwimming naked whenThe tide goes out”
Warren Buffet
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The Steel Method, LLC.
a company that drives results
Fear
![Page 13: World Ticket Conference- David Steel](https://reader035.vdocuments.us/reader035/viewer/2022062614/546df46baf7959f83e8b52cd/html5/thumbnails/13.jpg)
The Steel Method, LLC.
a company that drives results
Double Sales!
Our Goal Today
![Page 14: World Ticket Conference- David Steel](https://reader035.vdocuments.us/reader035/viewer/2022062614/546df46baf7959f83e8b52cd/html5/thumbnails/14.jpg)
The Steel Method, LLC.
a company that drives results
How LongWill it Take?
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The Steel Method, LLC.
a company that drives results
How MuchWill it Cost?
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The Steel Method, LLC.
a company that drives results
Where?
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The Steel Method, LLC.
a company that drives results
www.
Fix orFire.com!
![Page 18: World Ticket Conference- David Steel](https://reader035.vdocuments.us/reader035/viewer/2022062614/546df46baf7959f83e8b52cd/html5/thumbnails/18.jpg)
The Steel Method, LLC.
a company that drives results
Best &WorstWorst Salesperson Sales DecreaseNeutral Salesperson Flat SalesBest Salesperson Growth (>15%)
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The Steel Method, LLC.
a company that drives results
ScenarioStarting Base $35,000Commission 10%Starting Sales $400,000Compensation $75,000Gross Profit 35%
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The Steel Method, LLC.
a company that drives results
![Page 21: World Ticket Conference- David Steel](https://reader035.vdocuments.us/reader035/viewer/2022062614/546df46baf7959f83e8b52cd/html5/thumbnails/21.jpg)
The Steel Method, LLC.
a company that drives results
And where exactly do we focus most of our energy?
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The Steel Method, LLC.
a company that drives results
Belief
Personality
Behavior
ActionsResults
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The Steel Method, LLC.
a company that drives results
And where should we focus all of our energy?
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The Steel Method, LLC.
a company that drives results
BeliefPersonality
Behavior
Actions
Results
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The Steel Method, LLC.
a company that drives results
Differentiator What made me different.
ValueFinancial-Image-Time
DeliveryHow you demonstrated the value to the customer or prospect.
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The Steel Method, LLC.
a company that drives results
Your Salesperson’s
Belief Belief
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The Steel Method, LLC.
a company that drives results
Wait StaffLa BernardinRestaurant
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The Steel Method, LLC.
a company that drives results
129 Cardinal Sins
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The Steel Method, LLC.
a company that drives results
Belief DictatesActions!
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The Steel Method, LLC.
a company that drives results
Right Actions
RightResults!
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The Steel Method, LLC.
a company that drives results
SO WHAT CAN YOU DO?
Nothing.
Invest In Your Team.
Start Over Again.
1
2
3
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The Steel Method, LLC.
a company that drives results
www.
Fix orFire.com!
![Page 33: World Ticket Conference- David Steel](https://reader035.vdocuments.us/reader035/viewer/2022062614/546df46baf7959f83e8b52cd/html5/thumbnails/33.jpg)
The Steel Method, LLC.
a company that drives results
FixingSalesperson
Training<= Firing
SalespersonReplacing
Magic Formula
![Page 34: World Ticket Conference- David Steel](https://reader035.vdocuments.us/reader035/viewer/2022062614/546df46baf7959f83e8b52cd/html5/thumbnails/34.jpg)
The Steel Method, LLC.
a company that drives results
BeliefPersonality
Behavior
Actions
Results
![Page 35: World Ticket Conference- David Steel](https://reader035.vdocuments.us/reader035/viewer/2022062614/546df46baf7959f83e8b52cd/html5/thumbnails/35.jpg)
The Steel Method, LLC.
a company that drives results
WHAT ARE THEY LIKE ON THE INSIDE? AssertiveDrivingCompetitiveForcefulInquisitiveDirectSelf Starter
InfluentialPersuasive
FriendlyVerbal
CommunicativePositive
CompliantCarefulSystematicPreciseAccuratePerfectionistLogical
DependableDeliberate
AmiablePersistent
Good ListenerKind
Dominance(Power)
Influence(People)
Compliance(Policy)
Steadiness(Pace)
![Page 36: World Ticket Conference- David Steel](https://reader035.vdocuments.us/reader035/viewer/2022062614/546df46baf7959f83e8b52cd/html5/thumbnails/36.jpg)
The Steel Method, LLC.
a company that drives results
WHAT ARE THEY LIKE ON THE INSIDE? AssertiveDrivingCompetitiveForcefulInquisitiveDirectSelf Starter
InfluentialPersuasive
FriendlyVerbal
CommunicativePositive
CompliantCarefulSystematicPreciseAccuratePerfectionistLogical
DependableDeliberate
AmiablePersistent
Good ListenerKind
Cold Call(Prospect)
Network(People)
Negotiate(Complex Sale)
Support(Existing Business)
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The Steel Method, LLC.
a company that drives results
THEPERSON
PERSONALITY PROFILE ASSESSMENT
THEJOB
Human Job Assessment
If You Want Great Results!
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The Steel Method, LLC.
a company that drives results
You CannotChange someone’spersonality.
![Page 39: World Ticket Conference- David Steel](https://reader035.vdocuments.us/reader035/viewer/2022062614/546df46baf7959f83e8b52cd/html5/thumbnails/39.jpg)
The Steel Method, LLC.
a company that drives results
BeliefPersonality
Behavior
Actions
Results
![Page 40: World Ticket Conference- David Steel](https://reader035.vdocuments.us/reader035/viewer/2022062614/546df46baf7959f83e8b52cd/html5/thumbnails/40.jpg)
The Steel Method, LLC.
a company that drives results
You CanChange someone’sBehavior & Actions.
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The Steel Method, LLC.
a company that drives results
RewardPunishment
Behavior Actions
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The Steel Method, LLC.
a company that drives results
Straightcommissioncreates lazySalespeople.
![Page 43: World Ticket Conference- David Steel](https://reader035.vdocuments.us/reader035/viewer/2022062614/546df46baf7959f83e8b52cd/html5/thumbnails/43.jpg)
The Steel Method, LLC.
a company that drives results
www.
Fix orFire.com!
![Page 44: World Ticket Conference- David Steel](https://reader035.vdocuments.us/reader035/viewer/2022062614/546df46baf7959f83e8b52cd/html5/thumbnails/44.jpg)
The Steel Method, LLC.
a company that drives results
Fear
![Page 45: World Ticket Conference- David Steel](https://reader035.vdocuments.us/reader035/viewer/2022062614/546df46baf7959f83e8b52cd/html5/thumbnails/45.jpg)
The Steel Method, LLC.
a company that drives results
When youeliminate theunknownyou eliminate theFear.
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The Steel Method, LLC.
a company that drives results
Steps1. Join fix or fire.com2. Create a timeline3. Test everyone4. Create a bench5. Train (fix)6. Rearrange the pieces7. Revise Compensation8. Don’t give in (up)9. Repeat 2-9