1. Copyright, 1996 © Dale Carnegie & Associates, Inc. Motivating a Team TIP For additional advice see Dale Carnegie Training ® Presentation Guidelines

2. Deliver an Inspirational Opening Relate an example of teamwork.Relate an example of teamwork. Use a quotation.Use a quotation. Tell a personal story.Tell a personal story. Read a testimonial.Read a testimonial. TIP Open with high energy and sincere enthusiasm. Give the team a fine reputation to live up to.

3. Hear Reports on Achievements Congratulate award winners.Congratulate award winners. Note areas of growth.Note areas of growth. Have impromptu reports on success.Have impromptu reports on success. TIP Listening to success stories motivates team members.

4. Address the Sales Challenge Identify the need or opportunity.Identify the need or opportunity.

5. Conduct a Creative Thinking Session Ask: In What Ways Can We…?Ask: In What Ways Can We…? –Assess the Situation. Get the facts. –Generate possible solutions with green light, non- judgmental thinking. –Select the best solution. TIP Stay in the solution, not the problem. Green light thinking is an energizing way to solve problems and build team spirit.

6. Set SMART Goals Conduct SMART goal training.Conduct SMART goal training. –Specific –Measurable –Achievable –Realistic –Time-phased

7. Set SMART Goals (cont’d) Set team goalsSet team goals Set individual goalsSet individual goals TIP Teamwork empowers people.

8. Identify Skills Needed to Achieve Goals Relationship selling.Relationship selling. Telephone skills.Telephone skills. Prospecting.Prospecting. Asking questions.Asking questions. Using evidence.Using evidence. Handling objections.Handling objections. TIP Master the basics. High achievers are skilled at what they do.

9. Get Commitment Team commitments.Team commitments. Individual commitments.Individual commitments. TIP Lasting success is based on commitment

10. Close Have an inspirational close.Have an inspirational close. TIP Dramatize your ideas.