2. Building a blueprint to drive your achievement MNA January 24, 2013

3.  Making a plan for success:  Who  Why  What  ABC

4.  What is important you?  What is your goal?  Let’s draw it out…

5.  How much do you want to make this year in commission?  Based on your plan, what do you need to do to achieve what you want to achieve?

6.  Work backwards, understandyour compensation plan first  2Q13  Write down how much you want to earn in the 2Q13  Identify how much revenue you will have to generate to reach that number  Decide if you are willing to do what it takes to get there or if it is possible

7.  Get your ads schedule if you system allows

9.  Who - established  Why –  Needs assessment ▪ Overcoming objections ▪ Research prior and after  What –  Item market vs. product  Annuity based sales  Term/agreement, Shoot high, Frequency  ABC -

10.  Video – 18 minutes  http://www.youtube.com/watch?v=u4ZoJKF_ VuA http://www.youtube.com/watch?v=u4ZoJKF_ VuA  Group Discussion – example of how this changes your conversation –  10 minutes report out

15.  Contracts  Frequency  Terms  Commitment  Why does it help you?  Why does it help your customer?  Why does it help your company?  Spreadsheet – on email file

19.  Trial Close  Choice Close  Keep Saying Yes Close  Here It Comes Close  Fear Of Loss Close  Value Story Close  You Told Me Close  Hundreds Of Advertisers Cant Be Wrong Close  What Is Stopping You Close  Show Me Here Close  Direct Close  Contract, Insertion Order Close