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Foundation Certificate ProgrammeWebinar 6

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Intentions for this Session

• Know your position on the FCP Sales Leader Board – and where you want to be

• Review last week’s assignments to increase your ownership of the content

• Introduce you to the Morning Power Starter Process

• Review & Role-Play your Cold Calling and Appointment Booking scripts

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Welcome to

YOUR

Weekly Sales Meeting

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Agenda Week 6 Sales Meeting

1. Weekly Review 1. Assignments

2. Leader Board & Weekly Sales Award

3. Group Discussion on Activity, Performance, Results

2. Review last week’s assignment & Troubleshoot problems

3. Empowerment: Sales & the Unconscious Mind

4. Role-play - Cold Calling Script

5. AOB - Announcements

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1.1 WEEKLY REVIEW

LAST WEEK’S ASSIGNMENTS

• Use the ‘Cold Calling’ template to create your own Cold Calling Script

• Continue to use the Appointment booking script if this was not relevant for you

• Role play this script with your buddy

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1.2 WEEKLY REVIEWFCP LEADER BOARD - Activity in week: Mon 21/3/11 - Sun 27/3/11Green = reported on time Blue = reported after deadline Red = not reported

Name # Leads# Leads Attempted by phone

# Leads Contacted by phone

# Yes # No # Maybe # Hrs On Calls

Gail 29 2 1 0 0 1 ?

Kamerine 39 1 1 0 0 1 1.5 hrs

Ruth 1 1 1 1 0 0 2 hrs

Lovelda 30 0 0 0 0 0 0

Kay ? 2? 2? ? ? ? ?

Prasanna - - - - - - -

Ruba - - - - - - -

Madeleine - - - - - - -

Maeve - - - - - - -

Eric - - - - - - -

Ade - - - - - - -

Thabi - - - - - - -

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1.3 WEEKLY REVIEW

What is Obvious from the results?

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2. Assignment Review & Troubleshooting

How did you go with the Assignment of creating your Cold Calling Script or Appointment Booking script and applying it? What came up for you?

Or

What are your biggest challenges right now within your sales approach &/or your business?

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Quick Break

2 - 3 minutes break

When you return, please raise your ‘webinar hand’ to let us know you’re back. Thank you

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3. Empowerment StrategySales & Your Unconscious Mind

What is the difference between your Conscious & Unconscious mind?

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Unconscious Mind

Conscious Mind

Empowerment Strategy

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3. Empowerment Strategy

Morning Power Starter Process

1.Reflect on all the things you’re grateful for

2.Visualise & create internal dialogue of your long term goals

3.Repeat step 2 with your medium term goals

4.Repeat step 2 with your short term goals

5.Repeat step 2 for your goals today - what outcomes are you going to achieve? What’s your intention?

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3. Empowerment Strategy

The benefits of doing this are

1.It creates a link between your long-term goals and your daily actions

2.Provides more purpose to your daily actions

3.Reminds you of why you’re doing what you’re doing

4.Taps into your Unconscious Mind’s powerful potential

5.Eliminates your limiting beliefs and makes you inspired

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4. Role PlayCold Calling Script

•Who has a script they would like to role-play with Mike or Steph

•Or, has questions to ask about any of the scripts or their sales process

1.Create and practice your ‘Morning Power Starter Process

2.Role play with your Buddy

3.Continue to work on your overall sales process and the area of it that requires the greatest improvement

This Week’s Assignment

1.Sales Profile - How have you progressed? Feedback on your charts

2.Data Management & Lead Generation

3.Re-cap our progress

Next Week

ANNOUNCEMENTS

Graduation CeremonyAdditional half-day workshop on the 20th AprilTwo sessions on the day 1st = 2 - 5pm BONUS workshop2nd = 6 - 8pm ceremony BRING YOUR FRIENDS

Confirming Venue, but it will be central London