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Give more value (and generate more revenue)
from your debrief!
Nicci BonfantiLeading the Trusted Sales Revolution
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What we’ll cover today
1. Four reasons why debriefs don’t always work2. How to give even more value in your debrief.3. How to get results every time.4. Update on Talent Dynamics for Sales
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Who am I?
• Business Admin (MBA)• Open University Lecturer• NLP Practitioner/coach• Fabia’s mum• Author• New Talent Dynamics for Sales• Trusted Sales Dynamics.com• International Sales Career
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Purpose of the debrief?
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Purpose of the debrief?
• To understand where they can – save time or – save money or – make more money or – resolve problem relationship at work
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Purpose of the debrief?
• To understand where they can – save time or – save money or – make more money or – resolve problem relationship at work
• To show the value of continuing to work with you– Team programme– 1:1 coaching programme– Other programme with you– Referrals
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Four reasons why debriefs don’t always
work
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1. Give away too much information
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1. Give away too much information
• Solution:
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Key questions
• Where do you want to add most value to your business/life right now?
• What would you like to get from this next hour?• What did you think of the report – did you recognise
yourself?• What is your flow score at the moment?• What would you like it to be?
• Have you found this session useful? In what ways?• Assume you did all the things we talked about today, what
would be the value to you?• How would you like to take the next step?
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2. Don’t engage with them
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2. Don’t engage with them
Solution: Advantage knowing their profile already• Dynamos – want to feel significant, want new
innovations, visuals, fast• Blaze – part of a team, support, partner, stories
of others• Tempo – step by step, connected, put yourself in
their shoes, how they feel, slow• Steel – proof, certainty, secure, risk-free, details
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3. Don’t give them the opportunity to take the next step
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Xxxx HR TeamDynamo 27 Blaze 28 Tempo 27 Steel 18
15
Lord
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TD for Sales Cycle1. Create
opportunities (Creator)
TEMPO
BLAZE
DYNAMO
STEE
L
2. Attract and Prospect
(Star)
3. Engage and build rapport
(Supporter)
4. Identify solutions
(Deal Maker)5. Negotiate and nurture
(Trader)
7. Up-serve and
efficiencies
(Lord)
8. Processes and
improvements (Mechanic)
6. Serve and retainSales Audit
(Accumulator)
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4. No follow up
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Update on Talent Dynamics for Sales
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Talent Dynamics for Sales Report and Debrief
• Report on 1. Your strengths as a sales person 2. Your challenges as a salesperson 3. Your best role in a sales team 4. Your worst role in a sales team 5. The value you bring to the sales cycle 6. The accelerated pathway to success for you
• 1:1 debrief• Your profile and apply it to your sales situation• How to recognise the profile of your prospects and
clients• At least 2 ways to improve your sales results
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3 levels of participation in the Trusted Sales Revolution
1. Activist – follow and share social media and free resources (and refer others to the courses), can buy TD4S tokens, earn money through referrals
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2. TD for Sales Consultants
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3. Sales Champions
TD Sales Consultant PLUS join me in writing and delivering materials in your own niche (for which financially rewarded) Application necessary.
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Any Questions?
@NicciBonf
www.facebook.com/TD4Sales
www.TrustedSalesDynamics.com
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Talent Dynamics for Sales conversion
Friday 11th July 2014, Surrey, UK – The Talent Dynamics for Sales profile assessment
online x 5 (worth £250)– Full report on your Sales Talents– Full day’s workshop on Talent Dynamics for Sales– Workbook with all your personalised sales information– Lunch and Refreshments £455– http://trustedsalesdynamics.com/innovation/
accreditation/for-talent-dynamics-consultants/