The Steel Method, LLC.

a company that drives results

How to Fix

Sales Team.B ROKEN

The Steel Method, LLC.

a company that drives results

The Steel Method, LLC.

a company that drives results

My Goal

The Steel Method, LLC.

a company that drives results

Double Sales!

Our Goal Today

The Steel Method, LLC.

a company that drives results

#3 Reason-(re) actions They Wait for the phone to ring.

#2 Reason-resultsThey are writing the same or

less business than before .

#1 Reason -belief Because you think they are.

The Steel Method, LLC.

a company that drives results

www.

Fix orFire.com!

The Steel Method, LLC.

a company that drives results

15 Companies

The Steel Method, LLC.

a company that drives results

12 Questions

The Steel Method, LLC.

a company that drives results

180 Possible Points

The Steel Method, LLC.

a company that drives results

7 Points4%

The Steel Method, LLC.

a company that drives results

“You only find our who isSwimming naked whenThe tide goes out”

Warren Buffet

The Steel Method, LLC.

a company that drives results

Fear

The Steel Method, LLC.

a company that drives results

Double Sales!

Our Goal Today

The Steel Method, LLC.

a company that drives results

How LongWill it Take?

The Steel Method, LLC.

a company that drives results

How MuchWill it Cost?

The Steel Method, LLC.

a company that drives results

Where?

The Steel Method, LLC.

a company that drives results

www.

Fix orFire.com!

The Steel Method, LLC.

a company that drives results

Best &WorstWorst Salesperson Sales DecreaseNeutral Salesperson Flat SalesBest Salesperson Growth (>15%)

The Steel Method, LLC.

a company that drives results

ScenarioStarting Base $35,000Commission 10%Starting Sales $400,000Compensation $75,000Gross Profit 35%

The Steel Method, LLC.

a company that drives results

The Steel Method, LLC.

a company that drives results

And where exactly do we focus most of our energy?

The Steel Method, LLC.

a company that drives results

Belief

Personality

Behavior

ActionsResults

The Steel Method, LLC.

a company that drives results

And where should we focus all of our energy?

The Steel Method, LLC.

a company that drives results

BeliefPersonality

Behavior

Actions

Results

The Steel Method, LLC.

a company that drives results

Differentiator What made me different.

ValueFinancial-Image-Time

DeliveryHow you demonstrated the value to the customer or prospect.

The Steel Method, LLC.

a company that drives results

Your Salesperson’s

Belief Belief

The Steel Method, LLC.

a company that drives results

Wait StaffLa BernardinRestaurant

The Steel Method, LLC.

a company that drives results

129 Cardinal Sins

The Steel Method, LLC.

a company that drives results

Belief DictatesActions!

The Steel Method, LLC.

a company that drives results

Right Actions

RightResults!

The Steel Method, LLC.

a company that drives results

SO WHAT CAN YOU DO?

Nothing.

Invest In Your Team.

Start Over Again.

1

2

3

The Steel Method, LLC.

a company that drives results

www.

Fix orFire.com!

The Steel Method, LLC.

a company that drives results

FixingSalesperson

Training<= Firing

SalespersonReplacing

Magic Formula

The Steel Method, LLC.

a company that drives results

BeliefPersonality

Behavior

Actions

Results

The Steel Method, LLC.

a company that drives results

WHAT ARE THEY LIKE ON THE INSIDE? AssertiveDrivingCompetitiveForcefulInquisitiveDirectSelf Starter

InfluentialPersuasive

FriendlyVerbal

CommunicativePositive

CompliantCarefulSystematicPreciseAccuratePerfectionistLogical

DependableDeliberate

AmiablePersistent

Good ListenerKind

Dominance(Power)

Influence(People)

Compliance(Policy)

Steadiness(Pace)

The Steel Method, LLC.

a company that drives results

WHAT ARE THEY LIKE ON THE INSIDE? AssertiveDrivingCompetitiveForcefulInquisitiveDirectSelf Starter

InfluentialPersuasive

FriendlyVerbal

CommunicativePositive

CompliantCarefulSystematicPreciseAccuratePerfectionistLogical

DependableDeliberate

AmiablePersistent

Good ListenerKind

Cold Call(Prospect)

Network(People)

Negotiate(Complex Sale)

Support(Existing Business)

The Steel Method, LLC.

a company that drives results

THEPERSON

PERSONALITY PROFILE ASSESSMENT

THEJOB

Human Job Assessment

If You Want Great Results!

The Steel Method, LLC.

a company that drives results

You CannotChange someone’spersonality.

The Steel Method, LLC.

a company that drives results

BeliefPersonality

Behavior

Actions

Results

The Steel Method, LLC.

a company that drives results

You CanChange someone’sBehavior & Actions.

The Steel Method, LLC.

a company that drives results

RewardPunishment

Behavior Actions

The Steel Method, LLC.

a company that drives results

Straightcommissioncreates lazySalespeople.

The Steel Method, LLC.

a company that drives results

www.

Fix orFire.com!

The Steel Method, LLC.

a company that drives results

Fear

The Steel Method, LLC.

a company that drives results

When youeliminate theunknownyou eliminate theFear.

The Steel Method, LLC.

a company that drives results

Steps1. Join fix or fire.com2. Create a timeline3. Test everyone4. Create a bench5. Train (fix)6. Rearrange the pieces7. Revise Compensation8. Don’t give in (up)9. Repeat 2-9

The Steel Method, LLC.

a company that drives results

Contact Info:

David Steeldsteel@thesteelmethod.com201-618-6752