raising the bar · set stretch target & bhag . 2 q bank / market / you q ambitious, but simple...
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Raising The Bar:The Path to Stardom
Hosted By Joe Micallef
Bank Coach – Grow Up Sales 9 - 10 April 2019
To Infinity and Beyond
Toy Story 1995 - 2010
1. Set Stretch Target & BHAG
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q Bank / Market / YOU q Ambitious, But Simple q 50 – 70% chance of success q Timely q Structure, Systems, Culture, Training
Your Big Hairy Audacious Goals?
JimCollins–BuilttoLast
We’re on a MISSIONFrom GOD
Blues Brothers 1983
2. BELIEVE
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Aligning the What, How & WhyTesting your Sales Strategy
WHY
WHAT HOW
Do or Do Not. There is No Try.
Empire Strikes Back 1981
3. Be Confident
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Building Sales Confidence
Results Beliefs
Expectations
Confidence
Action Behavior
Life is like a box of chocolates.
You never know what you’re going to get
Forrest Gump 1994
4. Build Rapport & Credibility
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ZONEOFTRUST
HIGH
HIGH LOW
CREDIBILITY
RAPPORT
Zone of Trust Model
ZONEOFTRUST
HIGH
HIGH LOW
CREDIBILITY
RAPPORT
Zone of Trust Model
RationalDeficit(LowCredibility)
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ZONEOF
TRUST
HIGH
HIGH LOW
CREDIBILITY
RAPPORT
Zone of Trust Model
EmotionalDeficit(Low
Rapport)
The Naughty Nineties 1945
5. Ask Questions & Listen
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Deposit Accounts
Mobile Banking
Commercial Finance
Personal Loans
Home Loan
Financial Planning
Comprehensive Needs & Offering
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Jerry Maguire 1996
6. Understand REAL Needs
Hedonic Principle – REAL Needs
SEEK PLEASURE
AVOID PAIN
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I’m going to make him an offer he can’t refuse
The Godfather 1971
7. Compelling Offer
The “Sales” Process
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Always Be
Closing Glengarry Glen Ross 1992
8. FOLLOW UP
I think this is the beginning of a beautiful
friendship
Casablanca 1942
9. Build Valuable Relationships
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ReciprocityObligation
CredibilityExpertise
Liking-Rapport
Commitment-FollowThrough
TRUSTED INCLUDED
VALUEDRESPECTED
10
What’sYourScore?
1010
10
Rocky 1976 - 2006
10. PERSERVERANCE is key
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Contact Joe Micallef
[email protected] www.growupsales.com
773 329 0066
Raising the Bar:The Path To Stardom