Qfy II Manual

Quest for Yes: II
Breakthrough Selling
TM
TRANSFORM YOUR SALES TEAM

GENERATE NEW BUSINESS
GROW REVENUE
www.entrequest.com
© Copyright 2008 EntreQuest, Inc. All Rights Reserved
Quest for Yes™ Revolutionize Your Sales
Opening
bios
Joe Mechlinski
President | jmechlinski@entrequest.com
Joe Mechlinski has specialized in working with high growth companies and their sales teams
throughout the country for more than 10 years. With a proven track record for scaling companies,
Joe teaches teams how to use emotional intelligence (EQ) vs. intellectual intelligence (IQ) to grow
their sales. In addition, he helps companies harness current social and economic trends, creating
successful sales structures and developing winning environments to attract and retain top talent.
Prior to EntreQuest, Joe co-founded a lead generation company, a sales and marketing firm and an
entrepreneurial development company, which grew rapidly to more than 150 employees in three
years. Joe was a member of the National Speakers Association and the Greater Baltimore Commit-
tee’s 2007 LEADERship program. He graduated from The Johns Hopkins University with a bache-
lor’s degree in Economics.
Joe actively participates on several boards that reflect his passion for education and mentorship in
the community, including The Big Brothers Big Sisters of Greater Maryland, The Baltimore Urban
Debate League, and The National Football Foundation and College Hall of Fame – Greater Balti-
more Chapter. He has also sat on the board for the b4students foundation, The League for People
with Disabilities, and The Alumni Executive Committee for the Johns Hopkins University.
And while Joe would like to say he is an avid golfer in his spare time, his 32 handicap does not make
him the next Tiger Woods. He has an uncanny ability to predict the next best selling book, reading
more than 400 books on business, sales, self improvement, history and marketing. Joe also survived
a trek up Mount Kilimanjaro in Africa and his first (and last) Baltimore marathon.

GROW REVENUE
© Copyright©2009 EntreQuest,
Copyright Inc. | All Rights
2008 EntreQuest, Reserved
Inc. All Rights |Reserved
www.entrequest.com Page
Page
Opening
bios
Jeremy Steinberg
Executive Trainer | jsteinberg@entrequest.com
Jeremy Steinberg is an Executive Consultant for EntreQuest. Jeremy designs sales systems and pro-
cesses that help businesses improve production, profitability and time management. By emphasizing
technology, Jeremy ensures that clients can leverage technologies they have already invested in as
well as aiding them in finding new tools that can expand current business and grow new sales and
revenue.
Jeremy graduated from the University of Maryland College Park with a degree in Finance. He spent
several years with numerous fast-growing companies where his focus was national expansion. Jeremy
devised and implemented strategies for sales growth and scalability which took numerous small op-
erations from humble beginnings to employing over 100 individuals. Jeremy has since worked within
Fortune 500 organizations and brings that experience to numerous organizations today.
Jeremy is active in the community both personally and professionally. He sits on the board of
directors of Sales and Marketing Executives International (SMEI) as well as being active within the
Greater Baltimore Technology Council (GBTC) and Greater Baltimore Committee (GBC). Jeremy is
a frequently requested presenter at regional and national chamber and company events. He is also a
frequent guest lecturer at Towson University.

GROW REVENUE
Page
Table of Contents
OPENING • Principle vs. Technique

• Dynamics of Learning
• Definition of EQ
• Building Relationships

ACCESS TO ACHIEVEMENT • The Achievement Model
• Mindset
• Beliefs
• I Move, I Think, I Say

COMMUNICATION • Four Personality Types
• Dynamics of Effective Communication
• 3 Modes
• Communication in Social Media

EQ SALES MODEL
• Enrollment vs. Closing
• The Grape Zone™
• Story vs. Reality
• Getting Past the Gatekeeper

ENROLLMENT:
NEEDS • The Enrollment Model
• Peeling the Onion
• Means vs. Ends Needs
• The Achievement SOP
• SMART Outcomes
ENROLLMENT:
VALUES • Results
• Call to Action
• Overcoming Objections
• Align and Re-Direct

INTEGRATION • Overview
• Exercise

Page
Opening
exercise
Selling Is
“I am looking for a lot of men who have an infinite

capacity to not know what can’t be done.”
– Henry Ford
Page
Opening
principle vs. technique
Principle: NOUN - A basic ____________ or_____________.
Technique: NOUN - The systematic procedure by which a complex

________ is accomplished.
Technique Technique
Technique
PRINCIPLE
Technique
Technique Technique
Page
Opening
dynamics of learning
Learning is _____________________________. - Socrates
1. %
2. & %
3. %
&
1
3
2
Page
Opening
definition of EQ
Emotional Intelligence: Key Reading on the Mayer and Salovey Model by John D. Mayor, Marc A
Bracket, Peter Salovey. Port Chester, New York: Dude Publishing, 2004.
Page
Opening
building relationships
Page
Introduction
check-in
Based on the skills learned in this module, you should be able to:
• Understand the Dynamics of Learning
• Understand the difference between Principle and Technique
• Know the definition of EQ
What have I learned? How will I apply it?
www.entrequest.com Page 10
Page 10
Access to Achievement
Page 11
exercise
Counting
Page 12
access to achievement
Achievement Model
Results
alone are not sustainable.
What did you notice?
Page 13
exercise
Achievement Model
Results
Process
Describe an experience where process was the focus.
“I've missed more than 9,000 shots in my career, I've lost over 300 games, 26
times I've been trusted to take the game winning shot and missed. I failed
over and over and over in my life. And that's why I succeed."
-Michael Jordan
Page 14
the achievement model
Attainable Sustainable
Results
Process
Mindset
Never confuse activity with achievement!
Page 15
beliefs
Mindset
Beliefs
Belief: [n] a feeling of .
[ ] [ ]
“ Your beliefs are your reality. If you don’t like the

reality you see, change your beliefs."
–Stephen C. Paul, Ph. D.
Page 16
check-in
• Distinguish the 3 levels of the Achievement Model and the
effectiveness of each.
• Understand the Achievement Model.
• Understand beliefs.
• Learn how to choose your mindset.
Page 17
Communication
Page 18
Communication
four personalities
Personality What Motivates
“ Give what they want, and they will take

what you have to give.”
–Steve Lishansky
Page 19
Communication
notes
Page 20
Communication
notes
Page 21
Communication
dynamics
Words Voice Body
The following is based on a study conducted at UCLA by Dr. Moravian in 1967.
• Words %
• Voice Quality %
• Body Language %
% of communication is
- .
“Here I come to save the day!”
– Mighty Mouse
Page 22
Communication
definitions
Engagement
Outcome of Communication
Engagement is to occupy the or

of a person or persons.
Being Present
The Foundation of Effective Communication
To effectively communicate, you must first be
and shift your to the other person.
Foundation First!
"Ignorance on fire is stronger than knowledge on ice."

-Anonymous
Page 23
Communication
exercise
Present vs. Preoccupied
• Preoccupations are those thoughts, expectations, and concerns that already have your attention
(and theirs).
• The brain can process 10 times faster than we can speak.
• What you’re saying is not what they are paying attention to.
• Recognize and move outside of your preoccupations.
• Once you deal with your preoccupations and focus on the other person, you are then in a position
to take action to establish and build a relationship and to enhance the value of a relationship.
Take a minute to write down what you have to do when you go back to work.
“ Real integrity is doing the right thing, knowing

that nobody’s going to know whether you did
it or not.”
–Oprah Winfrey
Page 24
Communication
definitions
Judgement
Judgement is when you have __________________ the outcome or

future.
Assessment
When you have made a best __________________but are

open to ___________.
The minute you judge, you lose the influence to enroll.
"We are what we repeatedly do. Excellence, then, is not

an act, but a habit."
-Aristotle
Page 25
Communication
three modes
To master effective enrollment you must first

master the modes of effective communication.
Page 26
Communication
social media
List 3 Social Media sites:
1.
2.
3.
Guidelines of Social Media
1. Don't do social media without a strategy.

2. Don't break the laws of human behavior.
3. Don't be a jerk.
4. Don't make a withdraw before you make a deposit.
5. Don't have an online personality that is different
from your real-life personality.
Page 27
Communication
check-in
• Learn the three elements of effective communication.

• Understand the the importance of being present in communication.
• Understand the four personality types.
• Understand how communication plays into social media.
Page 28
EQ Sales Model
- Enrolling vs. Closing
- De-graping
- Story vs. Reality
- Getting Past the Gatekeeper
Page 29
Enrolling vs. Closing

definitions
Enrollment vs. Closing or Convincing
Enrollment is moving a prospect to action.
Enrollment Closing or Convincing

( Relationship) ( Relationship)
• Our focus on being a partner in success with • Our focus is on each individual interaction. We
another person takes precedence over any indi- pay most attention to what we are working on,
vidual deal or project. We might even offer special what we are doing, and how we are being treated
arrangements or concessions on an individual and evaluated within the transaction.
project if it would help our overall partnership.
• We focus upon solving the client’s strategic or
• Reciprocal relationships most often focus on tactical
helping each other fulfill
• Transactional relationships suffer from competi-

and tive pressure and a mindset of “You are only as good
as your last deliverable.”
• In reciprocal relationship ‘entrepreneurial’

opportunities become more pronounced as
you build high value, longterm relationships. It
is important for your future growth that you
recognize and seize these opportunities.
The fundamental difference between enrollment vs. closing

or convincing involves our focus, and the resulting quality of
the relationship.
Page 30

exercise
Remember a time when you were 'convinced'.
Remember a time when you were 'enrolled'.
What was the difference?
Page 31

notes
Page 32
Grape Zone
what is it?
Suspect
Prospect
Page 33
Grape Zone
what is it?
"Just Say No..."
List three prospects that you have in your Grape Zone ™
What do grapes turn into?
A is as good as a .
Page 34
Grape Zone
notes
Page 35
Story vs. Reality

exercise
Reality - ______________ _______________
Story - ___________ ____________ __________
“We are not disturbed by things, but the view

we take of them.”
-Epictetus
Page 36
Story vs. Reality

checking your story
Rule One
Don't _____________________!
Rule Two
Ask _____________________!
“He who asks a question is a fool for a minute;

he who does not ask a question
remains a fool forever.”
-Chinese Proverb
Page 37
Story vs. Reality

exercise
Scenario
You approach a potential client and in speaking with them they tell you that they have
heard that your product/service is not the cheapest in your market.
Question
What do you think is most important to the prospect?
"Some men see things as they are and ask why. Others
dream of things that never were and ask why not."
-George Bernard Shaw
Page 38
Story vs. Reality

exercise
Scenario
You have been pursuing a potential client for six months without getting any commitment
from them and they tell you to call them after the first of the month. Last week you called
them and they said that you need to call them back later.
Question
What do you think is happening?
"Do or do not, there is not try."

-Yoda
Page 39
Story vs. Reality

notes
Page 40
Getting Past the Gatekeeper

principles
From this exercise, there are 3 principles you should take with you:
• _____________________________________________
• _____________________________________________
• _____________________________________________
“Approach each customer with the idea of helping

him or her solve a problem or achieve a goal, not of
selling a product or service.”
- Brian Tracy
Page 41
Getting Past the Gatekeeper

exercise
Page 42
EQ Sales Model
check-in
• Understand the difference between Enrollment and Closing/Convincing.
• Understand the Grape Zone.
• Distinguish between Story and Reality.
• Know 3 Principles to use to Get Past the Gatekeeper.
Page 43
Enrollment: Needs
Page 44
Enrollment: Needs
enrollment
S M A R T
__ __ __ __ __
__ __ __ __ __
__ __ __ __ __
__ __ __ __
__ __ __ __ __
__ __ __ __ __
__ __ __ __ __
__ __ __
__ __ __
OUTCOMES
Page 45
Enrollment: Needs
exercise
SMART Outcome
Develop a SMART Outcome for this course.
Specific
Measurable
Attainable
Recorded
Time Frame
"If I had ten hours to chop down a tree, I would
spend six hours sharpening my axe."
-Abraham Lincoln
Page 46
Enrollment: Needs
achievement s.o.p.
SMART Outcome Procedure
1. Get Your Map:

_______________
_______________
1
3 2. Bridge the Gap:

_______________
_______________
2
3. Avoid the Trap:

_______________
_______________
Page 47
Enrollment: Needs
discussion
"Insanity: doing the same thing over and over again and ex-
pecting different results."
- Albert Einstein
"When you discover you are on a dead horse, the best strat-
egy is to dismount. Of course, there are other strategies.
You can change riders. You can get a committee to study
the dead horse. You can benchmark how other companies
ride dead horses. You can declare that it's cheaper to feed
a dead horse. You can harness several dead horses together.
But after you've tried all these things, you're still going to
have to dismount."
- Gary Hamel
Page 48
Enrollment: Needs
the enrollment model
Y
N
A
Outcome
Value
Needs
Page 49
Enrollment: Needs
Achieve
Outcome
Create Value-Based
Compelling Solutions
Reveal the SMART Need
Identify the ________before you identify the _________.
Access to 'need' is asking

empowering questions.
Page 50
Enrollment: Needs
peeling the onion
Means Needs Ends Needs
Means Needs are those things that we Ends Needs are the
are most important but in reality are and
for achieving what is
most important. that we ultimately want to experience

that are directly associated with the
Means Needs.
Examples • Great job Examples • Success, Fulfillment

• Health • Security, Confidence
• Family • Love, Connection
Peeling the Onion
To reach the Ends Needs you must first peel back the Means
Needs by asking _______________________ questions.
Page 51
Enrollment: Needs
means vs. needs
Means Needs vs. Ends Needs
• The process of Peeling the Onion is asking a series of ques-
tions that will reveal a deeper answer than the previous one.
• The ____________answer is almost never the only need.
Reveal Ends Needs through Peeling the Onion
• Open Ended Questions

• Directed Questions
• Deficit Questions
Exercise
Means Needs Ends Needs
Page 52
Enrollment: Needs
summary
Peeling the Onion
• Make sure that the questions you ask bring a specific focus to the conversation
• Use the questions as a way to guide you to what is most important to the prospect
• Understand their hierarchy of concerns and values
• Make sure that they are in touch with what is most important to them
Example
What do you think about _______________________?

What do you like about _____________________?
What is most important to you about _________________?

If you had __________________, what would that give you?
What is preventing you from having ________________?
If we could ______________what would that do for you?
What must happen for you to feel that you have _________________?
If we could ____________________how satisfied would you be?
Page 53
Enrollment: Needs
listen & talk
Listen: 66%
x2
Talk: 33%
x1
“It is said that we have two ears and one mouth
because we should listen twice as much as we
speak”
–Anonymous
Page 54
Enrollment: Needs
bull
Bull in the Ring
Page 55
Enrollment: Needs
exercise
Scenario
Scenario
You are the salesperson and meeting with a prospect. After you
engaged them you begin to investigate their needs. Your goal is to
Peel the Onion to find the Ends Need of the prospect.
Instructions
Salesperson
• Take five minutes to discuss how you would approach
this situation with the others playing the role of the salesperson
• Use the question on page 58 for your discussion.
Prospect
• Get together with the others playing the role of pros pect.
You will receive instructions from the facilitator.
Observer
• Get together with the other observers and the facilitator
and use the worksheet on page 60 to track your observa-
tions during the meeting.
Page 56
Enrollment: Needs
exercise
Scenario Details
Prospect
Salesperson
Page 57
Enrollment: Needs
exercise
Salesperson Preparation Sheet
What concerns can you anticipate the prospect will have?
How will you initiate the investigation?
What questions will you use to find out what is important to the
prospect?
How will you know if you have determined the Ends Need?
Page 58
Enrollment: Needs
exercise
Prospect Preparation Sheet
Prospect Instructions
Prospect Needs (Means and Ends)
Additional Notes
Page 59
Enrollment: Needs
exercise
Observer Worksheet
How well did the salesperson create rapport?
What specific questions did the salesperson ask (circle the most effective)?
Does the salesperson effectively Peel the Onion?
Does the prospect disengage? If so, when?
Was the Ends Need Revealed? If so, how?
What coaching would you give to the salesperson so that they can improve?
Page 60
Enrollment: Needs
check-in
Based on the material taught in this module you should:
• Understand the SMART Outcomes
• Understand the Achievement SOP
• Understand the difference between Means and Ends Needs
• Understand how to effectively Peel the Onion
Page 61
Enrollment: Value
Page 62
Enrollment: Value
Achieve
Outcome
Create Value-Based
Compelling Solutions
Reveal the SMART Need
If it's compelling, they have to have it.
Reveal the SMART

_____________Value Need
___________
Page 63
Enrollment: Value
value
Price vs. Value
Present:
The goal of presenting is to specifically address the Ends Need with a
solution that has a higher perceived value than the investment.
Perceived Value Investment
Your Product/Service Prospect's Costs

Value
IF PRICE IS AN ISSUE, THE

VALUE IS NOT CLEAR.
Page 64
Enrollment: Value
exercise IFT
W
WIFT
You need to start tuning into WIFT radio:

What's In It For Them?
What are the services you provide? What _____does this give your client?
What is your value statement?
Page 65
Enrollment: Value
exercise
Are we putting our message in our own words?
Who are you?
What do you do?
For whom?
What is the benefit for the client?
Why are you different?
What is your call to action?
Page 66
Enrollment: Value
so what??
Page 67
Enrollment: Value
exercise
Your Value
Values
Shark
Whale
Dolphin
Octopus
IF IT IS COMPELLING, THEY
HAVE TO HAVE IT.
Page 68
Enrollment: Value
bull
Bull in the Ring
Page 69
Enrollment: Value
exercise
Scenario
Scenario
You continue the previous scenario from the three-person exercise in
the previous section. The conversation picks up under the assump-
tion that the salesperson has revealed the Ends Need of the pros-
pect. The salesperson must now present the Value-Based Compelling
Solution and make a Call to Action.
Instructions
Salesperson
• Take five minutes to discuss how you would approach
this situation with the others playing the role of the salesperson
• Use the questions on page 71 for your discussion.
Prospect
• Get together with the others playing the role of pros pect.
You will receive instructions from the facilitator.
Observer
• Get together with the other observers and the facilitator
and use the worksheet on page 73 to track your observa-
tions during the meeting.
Page 70
Enrollment: Value
exercise
Salesperson Preparation Sheet
Rules
Commission Structure
•
How will you present your Value-Based Compelling Solution?
What do you anticipate the prospect's questions/concerns to be?
How will you address their questions/concerns?
Page 71
Enrollment: Value
exercise
Prospect Preparation Sheet
Prospect Instructions
Additional Notes
Page 72
Enrollment: Value
exercise
Observer Worksheet
Does the salesperson focus on Process or Value?
Does the salesperson determine a measurement of the Ends Need? If so, what
was it?
Does the salesperson create Value?
Does the prospect have any questions/concerns?
Does the salesperson relate the price to value? If so, how?
Does the salesperson enroll the prospects? If so, at what price? If not, why?
Page 73
Enrollment: Value
check-in
Based on the material taught in this module you should:
• Understand the difference between Value and Process
• Be able to present value
• Understand how you currently can present value (value statement).
Page 74
Integration Exercise
Page 75
Integration
exercise
Closing Exercise
What are you committed to having happen in one year?
S__M__A__R__T__
For the above to happen, what has to happen in the next 90 days?
S__M__A__R__T__
What is preventing you??
Page 76
Integration
exercise
The Good Side
OUTCOMES
The Bad Side
WHAT IS
PREVENTING YOU?
Page 77
Integration
release of liability
Voluntary Release of Liability
This Voluntary Release of Liability (the 'Agreement') is executed on the day and
year set forth below. This Agreement is by and between the undersigned partici-
pant and EntreQuest, Inc, a Maryland Corporation. The terms and conditions of
this Agreement are set forth below.
1. I acknowledge that I am voluntarily taking part in the "Board Breaking" exercise

provided by EntreQuest, Inc.
2. I acknowledge that there are risks associated with participating in this exercise,
and I assume these risks with the understanding that I have been fully informed of
these risks by EntreQuest, Inc.
3. I indemnify and hold EntreQuest harmless for any resulting injuries from my
voluntary participation in this activity.
4. I am executing this Agreement free from duress or any type of coercion.
Signature _________________________________________________
Name (Printed) ___________________________________________
Date ___________________
EntreQuest, Inc. ___________________________________________
Date ___________________
Page 78
Integration
check-in
Based on the skills learned in this course, complete the fol-
lowing activity.
Page 79
notes
Page 80
notes
Page 81
notes
Page 82

Qfy II Manual

Transféré par

Informations du document

Copyright

Formats disponibles

Partager ce document

Partager ou intégrer le document

Options de partage

Avez-vous trouvé ce document utile ?

Ce contenu est-il inapproprié ?

Droits d'auteur :

Formats disponibles

Qfy II Manual

Transféré par

Droits d'auteur :

Formats disponibles

Quest for Yes: II

TRANSFORM YOUR SALES TEAM

TRANSFORM YOUR SALES TEAM

TRANSFORM YOUR SALES TEAM

OPENING • Principle vs. Technique

“I am looking for a lot of men who have an infinite

Technique: NOUN - The systematic procedure by which a complex

What have I learned? How will I apply it?

alone are not sustainable.

What did you notice?

Describe an experience where process was the focus.

“ Your beliefs are your reality. If you don’t like the

What have I learned? How will I apply it?

Personality What Motivates

“ Give what they want, and they will take

“Here I come to save the day!”

Engagement is to occupy the or

“ Real integrity is doing the right thing, knowing

Judgement is when you have __________________ the outcome or

When you have made a best __________________but are

The minute you judge, you lose the influence to enroll.

"We are what we repeatedly do. Excellence, then, is not

To master effective enrollment you must first

Guidelines of Social Media

1. Don't do social media without a strategy.

• Learn the three elements of effective communication.

What have I learned? How will I apply it?

Enrolling vs. Closing

Enrollment Closing or Convincing

• Transactional relationships suffer from competi-

• In reciprocal relationship ‘entrepreneurial’

The fundamental difference between enrollment vs. closing

Enrolling vs. Closing

Remember a time when you were 'enrolled'.

What was the difference?

Enrolling vs. Closing

List three prospects that you have in your Grape Zone ™

What do grapes turn into?

Story vs. Reality

Reality - ______________ _______________

Story - ___________ ____________ __________

“We are not disturbed by things, but the view

Story vs. Reality

“He who asks a question is a fool for a minute;

Story vs. Reality

-George Bernard Shaw

Story vs. Reality

"Do or do not, there is not try."

Story vs. Reality

Getting Past the Gatekeeper

“Approach each customer with the idea of helping

Getting Past the Gatekeeper

What have I learned? How will I apply it?

1. Get Your Map:

3 2. Bridge the Gap:

3. Avoid the Trap:

Reveal the SMART Need

Identify the ________before you identify the _________.

Access to 'need' is asking

are most important but in reality are and

for achieving what is

most important. that we ultimately want to experience

Examples • Great job Examples • Success, Fulfillment

Peeling the Onion

Reality - _

Story - _

Identify the before you identify the _.