Your 12 Week Sales Plan: Week 4 “What’s the Difference?”

Posted on by Yescalate Team
Week Four focus on THE DELTA with your Team.
(More on DELTA and DIFFERENCE below.)

Question for the Week:
“How can your Team show clients THE DELTA LINE 
between their PROBLEMS and your SOLUTIONS 
in 3D: Dollars, Data, Delta?”

The YESCALATE® One-Page Sales Coach® model 
gives your Teams a toolkit* and a language to speak to
describe your firm’s consultative process of engaging customers.

With tools so easy to use we can lay them out on the 
back of a bar napkin…

Your 12 Week Sales Plan: Week 3 “A thing in Motion tends to…”

Posted on by Yescalate Team
For you and your Team 
12 Week Sales Plan to GET TO YES FASTER®
Week Three focus on MOTION with your Clients.
 
YESCALATE® Tip # 17
YESCALATE® Tip # 17 “A Thing in Motion…?”
We know from science that:
A thing in motion tends to stay in motion.
This holds true with decision-making:
A decision made is likely to be continued.
Because people feel pressure to be
consistent with decisions they make.
Small decisions feel safer than big decisions.
And breaking the commitment into
a series of smaller commitments
is a best practice.
This has been referred to as
creating a YES momentum.
What series of commitments can
you structure for clients?
How small can they start to get moving?
 

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London Calling… 12 Week Plan: Who’s YOUR Speaker?

Posted on by Yescalate Team
Heading to London tonight to 
Keynote for Vistage UK (details below)
 
Because I love being your Speaker–
(and would be honored to be asked to 
present for your Group or Event this year)
I am customizing for you and your Team this
12 Week Plan to GET TO YES FASTER®
You can roll it out as slow or as fast as you want…
At the end of the 12 weeks we will provide you
a link to all 12 weeks of training tips together.
 
I envision it as a Sales Quarter of Training Content
to help you optimize your sales results.
 
Week One (last week) asked you to take a 
look in the Magic Sales Mirror
(Click to Read and Share with your Team)

Week Two (starts now) with this 
One Minute Video on Framing…

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“Applied Curiosity” Top 4 Best Practices

Posted on by Yescalate Team
Top 4 Best Practices 
to Apply Curiosity to Your Sales Success 
 
JOE: “Clarity comes from Curiosity.”
DEAN: 

“Joey, THAT’S the title of your book.”

 

Yesterday, my mentor Joe and I were on the phone
sharing our learning’s from the past week
and Joe said the most amazing thing:
“Clarity comes from Curiosity.”

Whoooaaaaa… 
That moment when you hear Truth.

As Joe and I talked more we realized that 

every top salesperson we know 
every wildly successful entrepreneur we know
have one thing in common–
they are incredibly Curious.

They are driven to seek the answers 
to an unending series of 
“Why…?” and “How…?”  and “What if…” questions.

 
Here are 4 Best Practices you can use 
to apply curiosity to generate higher sales volumes 
and make more of a difference for your customers:
 

You Don’t Get What You Deserve.

Posted on by Yescalate Team
You Get What You Accept.

Video Lesson: MAPS to GET TO YES FASTER®

 

If you missed Last Week’s Webinar

Part 1 of 2: YESCALATE® with Dean Minuto

The 90-Minute Part 1 webinar was recorded 
and access is now available for purchase
at the bottom of today’s email.
 
 
Quick Tip and Video: 
What are your MAPS? (4 examples in Video)  
——————————————————-
Use MAPS to GET THE RIGHT OUTCOMES. 
———————————————–

What Do You Accept?
…what are the MAPS that guide you?

“MAPS” as in 
Minimum 
Acceptable 
Performance 
Standards

Two days ago, on the phone, a friend said 
“We get what we Deserve.”

And I disagreed.
That’s the best part about having
Vistage Speakers, Members and Chairs 
as friends …
We can respectfully disagree…
… and both learn from the dialogue.
 

On Memorial Day thoughts on the Power of GIVE.

Posted on by Yescalate Team
 

 

LESSON: The Power of GIVE is EVERY DAY
—————————————————-

Who do you need to get to yes with this week?
There are 7 simple (and timeless) strategies 
you can use today to GET TO YES FASTER® 
Today, a quick reminder for you of the
the power of one of those strategies…
On Memorial Day (as on all days)
we feel the need to GIVE BACK
to those who have GIVEN TO US
(as is appropriate, as is right)  

2nd-Best Direct Mail Piece Ever: HOW SAD.

Posted on by Yescalate Team
Quick Tips and Example: 
2nd-Best Direct Mail Piece Ever. (How Sad) 
—————————————————-
unnamed
LESSON: Five Best Practices and Yet… 
————————————————–

12:16 pm today this letter arrived in my mailbox
12:20 pm I opened it and read it
12:21 pm I called with the intent to buy
12:22 pm they lost the deal.
I really wanted them to make this sale. 
I was pulling for them.
After 10 days on the road I am home 
getting my mail for the first time…
Three flights and 14 hours of driving in 10 days:
Detroit, keynoting a Vistage Marketing Event…
Texas, kicking off a year-long sales optimization program with 150 reps of a client’s Customer Engagement Center
… then I drove to Rhode Island for my second Annual National Sales Workshop with 47 sales reps for another client.
But as soon as I opened the letter…
I saw so much that was GOOD in it.
BEST PRACTICES that I share with my audiences in my Training Events.
I’ve been talking about these best practices, and the science behind them, for 25 years.
I got excited.

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