Fulfillment

 At the conclusion of this module you will know:  The 10 steps to prospect fulfillment.  How to apply answers from the 22 questions to fulfillment.  How to move to the next step—the close.

Fulfillment Now it’s your turn to speak…

The 10 Step Close  Name that pain  Value of TAB Business Vantage  Personal Vision  Company Vision  SBL  Quantification  Value of peer boards  TAB resources  Current members  Your value as facilitator/coach

1. Name that Pain (Challenges)  The ones they know  The ones they do not know  Their need to improve No Corporate VisionNo Personal Vision No Sales ProcessNo SWOT Family BusinessNo Witten Procedures Poor MarketingNo Sounding Board CashflowHR Challenges

2. TAB Business Vantage Assessment  Value of assessing company strengths and weaknesses—move forward on strengths  Gap between owner’s expectations and actual performance—re-set focus  Gap between the owner’s and the partners’/executives’ perception of the company— create alignment  Bench mark you against others in your industry— input from your industry

3. Personal Vision  Need a personal plan to achieve the prospect’s definition of success.  The Personal Vision includes income, net worth, work week, vacations, hobbies, what they love to do during free time.  What he/she likes and does not like about the business.  Just repeat what the prospect said—offer hope

4. Company Vision  Is it written down?  Do the employees know the Vision?  Is the Vision followed?  Focuses the company  A filter for employees to make decisions  Creates buy in to attract and retain employees  Develop the importance for a Vision

5. Strategic Business Leadership  Focus on the Critical Success Factors that will move you in the desired direction  Alignment for you and our staff  Accountability for your staff through assigned Action Steps  Create an SBL process for the prospect’s Critical Success Factor

6. Quantification  Focusing on a Critical Success Factor.  What pain is repeated most or what is the CSF they will first bring to the board meeting.  How long has it been a problem?  What have you tried to do to fix it?  What is it costing you in round numbers?  Is that a little or a lot?  Who else besides you cares?  What happens if you don’t fix it?  What if it could fix it? What happens then?

7. Value of a Peer Board  Real life feedback from peers  Do not have to re-invent the wheel  Open and candid input  Allowed to be vulnerable  Held accountable (Hold feet to fire!!)

8. Resources  Tips from the Top newsletter  TAB Express  TAB Hotline  Member Yellow Pages  TheAlternativeBoard.com  Search engine of all our tips & articles  TAB Boards Rewards program  Local meetings with other boards

9. Current TAB Board Members  Description of based on:  Size of business  Number of employees  Type of business  Personal skills of business owner  Past experience of business owner  Perspective of business owner

10. Your Value as the Facilitator/Coach  Contacts you have  Your expertise  Based on the needs of the prospect  Examples from your history with your TAB members

Desired Results: The Close

Desired Results  “I believe you would make an excellent member.”  “There is no question, based on what we have discussed, that TAB has the possibility of making a major difference in your business and in your life.”  “What would you like the next step to be?”

Silence S/He who speaks first loses!

New TAB Board  You set the first TAB board meeting date.  It should be about five weeks from the GIM.  Member billing does not start until you have assigned the first board meeting date.

“Let’s Do It”  “You’ve made a great decision.”  Complete the Membership Application.  Fill out EFT/credit card form or get a check.  Examples of forms  Leave the New Member Kit /complete personal vision Questions  Explain TAB Business Vantage  Date of First Board Meeting

“Let’s Do It”  or call your other members for approval.  Give them a few days to respond.  If they do not respond, consider that as approval.

Key Objectives  Always have a prepared outline for fulfillment  Do not forget to focus on their Critical Success Factor  Remember to quantify