1. 1 The Post-Call Debrief Sales lesson #9 Objective Execution Lessons © 2009 Dahlstrom Entities, Inc. ALL RIGHTS RESERVED www.LearnBeer.com 866-979-BEERwww.LearnBeer.com

2. 2 When the sales call is over Then what? © 2009 Dahlstrom Entities, Inc. ALL RIGHTS RESERVED www.LearnBeer.com 866-979-BEERwww.LearnBeer.com

3. © 2009 Dahlstrom Entities, Inc. ALL RIGHTS RESERVED www.LearnBeer.com 866-979-BEERwww.LearnBeer.com The 5 Steps to a Post-Call Debrief 1. Review the ______________ 2. Review the ______________ 3. Review your ______________ 4. List top _____________ 5. List the___________ you learned 3 Objective Outcome Execution Mistakes Lessons

4. © 2009 Dahlstrom Entities, Inc. ALL RIGHTS RESERVED www.LearnBeer.com 866-979-BEERwww.LearnBeer.com 1. Objective The Objective of the sales call is: ___________________ 4

5. © 2009 Dahlstrom Entities, Inc. ALL RIGHTS RESERVED www.LearnBeer.com 866-979-BEERwww.LearnBeer.com 5 2. Outcome The Outcome of the sales call was: __________________

6. © 2009 Dahlstrom Entities, Inc. ALL RIGHTS RESERVED www.LearnBeer.com 866-979-BEERwww.LearnBeer.com 3. Execution Here is exactly what happened: ____________________ ____________________ ____________________ ______

7. © 2009 Dahlstrom Entities, Inc. ALL RIGHTS RESERVED www.LearnBeer.com 866-979-BEERwww.LearnBeer.com 4. Mistakes 7 Things I would do differently: _____________________ _____________________ _____________________ ___

8. © 2009 Dahlstrom Entities, Inc. ALL RIGHTS RESERVED www.LearnBeer.com 866-979-BEERwww.LearnBeer.com 5. Lessons 8 What I learned: ____________________ ____________________ ____________________ ______

9. © 2009 Dahlstrom Entities, Inc. ALL RIGHTS RESERVED www.LearnBeer.com 866-979-BEERwww.LearnBeer.com 9

10. © 2009 Dahlstrom Entities, Inc. ALL RIGHTS RESERVED www.LearnBeer.com 866-979-BEERwww.LearnBeer.com What’s Next? 10 1. Create your own Post-Call Worksheet or use ours 2. Practice 3. Identify your execution style that works 4. Uncover your opportunities for success 5. Be honest with yourself Homework