1. Uncovering Your Success DNA!
Maximizing Your Sales Activity! Steve A Klein Professional Development Center

4. “It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change.” - Charles Darwin

5. Death & Taxes?

7. Activity x Behavior = Results
1) Focus on Results
Activity x Behavior = Results

8. Results Chain Results > Action > Thoughts > Information
Information > Thoughts > Action > Results

9. Outside the Box Thinking
1) Connect all the dots using only four straight lines.
2) Do not retrace a line.
3) Don’t lift your pen from the paper.

16. 2) High Payout Activities
Face-to-Face with a prospect
On the telephone with a prospect or client
Prospecting

17. Correct, Consistent Daily Activity
Activity Points
Sale 100
Negotiation 50
Presentation 25
Appointment Booked 10
New Prospect/Referral 5
Phone Call 1
Total: 200/day
Bonus Day: 300

18. 3) Remove the “Shield” Prospect Motivation Questions:
a) Questions they have to think about
b) Questions they don’t have the answers to

19. 4) Close the “Gap”
Meeting
Interview
Presentation
Negotiation

20. “What this means to you is…”
Close the “Gap”
Feature: What it is
Advantage: What it does
“What this means to you is…”
Benefit: What it will do for your client

21. Close the “Gap”
Value = G C

22. Close the “Gap”
Value =
Got
Cost

23. 5) Prospecting Referrals Centers of Influence Public Speaking
Social Media
Observation

25. Prospecting Who would like to receive more Referrals each month?
Who would like to receive up to 400 Referrals each month?

27. Prospecting > Referrals
Major Questions - Who do you know who…
1) …owns their own business?
2) …earns over $100,000 each year?
3) …manages people?
4) …is especially interested in developing their people?
5) …lives in__________?

28. Prospecting > Referrals
Secondary Questions - Who do you know who…
1) ...owns a manufacturing business?
2) …wants to start a business?
3) …has been in business over ten years?
4) …has more than one location?
5) …owns a franchise?

29. 6) Manage the Relationship
Own Your Client’s Problems
Follow-up – Relationship Management

30. 7) Control Change

31. Ninety Days Same As Change

32. Ninety Days Same As Change

33. Ninety Days Same As Change

34. Insanity

35. “The things that you’re not doing now, and that you should be doing, are the things that are costing you time and money.”
– Steve A Klein

36. Habit

37. Multiple
1) $2,000
2) $4,000
3) $8,000
4) $16,000
5) $32,000
6) $64,000
7) $128,000
8) $256,000
9) $512,000
10) $1,024,000

38. Multiple
6) $64,000
7) $128,000
8) $256,000
9) $512,000
10) $1,024,000
1) $2,000
2) $4,000
3) $8,000
4) $16,000
5) $32,000 = 3.2% Half-way

39. Multiple
1) $2,000
2) $4,000
3) $8,000
4) $16,000
5) $32,000 = 3.2% Half-way
6) $64,000
7) $128,000
8) $256,000
9) $512,000 = 90%
10) $1,024,000

40. 7) Make a Commitment!
What will you commit to change…
Right Now!

41. The Chicken & The Pig

42. The Chicken & The Pig

43. The Chicken & The Pig

44. I’ll Try = I Won’t

52. Make a

53. A.S.K – ASK, SEEK and KNOCK
Write out specifically (in detail) what it is that you want (make it Present Tense, Positive and use “I”). Read it out loud 3-5 times daily. Close your eyes and Visualize – hold that image in your mind. Look at a Picture of what it is that you want. Add Action Steps to move you toward your objective. Carry this card with you. Sign it!

55. “On the plains of hesitation bleached the bones of countless millions who upon the very brink of success, sat down to wait and while waiting they withered and died!”

56. “Whatever You Vividly Imagine,. Ardently Desire, Sincerely
“Whatever You Vividly Imagine, Ardently Desire, Sincerely Believe and Enthusiastically Act Upon Must Inevitably come to Pass!”
– Paul J. Meyer

58. If It’s Meant To Be, It’s Up To Me!
You can’t hire other people to do your pushups for you!

59. The only thing that will make your life different tomorrow are the decisions and the actions you take today.

60. Your Journey Begins With A Single Step
Commit to that one step.

61. Begin Your Journey To Transform Your Life!

62. “I have a premonition that soars on silver wings
“I have a premonition that soars on silver wings. A dream of your accomplishments and other wondrous things. I do not know beneath what sky nor where you’ll challenge fate. I only know it will be high. I only know that all of you will be great!”

63. Free Offer! 1) Free 20-Minute Consultation Write on back: FREE20
2) If you have a Referral to another group or company that could benefit from this program
Write on back : REFER

66. 66