The guide to the top with sandler. 2013

YOUR GUIDETO THE TOP.YOUR GUIDEYOUR GUIDETO THE TOTO THE TOP.P.

E X P E D I T I O N A R YM O U N T A I N E E R

T R A I L B L A Z E R K I N G O F T H E M O U N T A I N

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H I K E R C L I M B E R

E X P E D I T I O N A R YM O U N T A I N E E R

T R A I L B L A Z E R K I N G O F T H E M O U N T A I N

H I K E R C L I M B E R

L E G E N D

Following leads. Making cold calls. Negotiating prices. Closing deals.The art of sales is just that. An art. It takes experience, courage andsmarts to be the high-performing salesperson you want to be.

You can consider the craft of sales a science, too. Methods. Processes.Repeatability.This combination of tools has great power. And as youdevelop your skills, you’ll see that with knowledge comes success.

Fortunately, you have a good guide to help you get to the top.

The Peak Skills Accreditation initiative was developed to help youlearn your craft, hone your skills and master the art and science ofsales.The system is comprised of seven levels, each with specificrequirements for advancement. By participating in Peak PerformanceManagement coursework, demonstrating your abilities andsuccessfully completing testing sessions, you’re able to move upthrough the ranks.

As you know, mastering these skills isn’t easy. Much like climbing amountain, it requires focus, dedication and a goodly amount offortitude. As we make this journey together, you’ll develop tools tohelp you overcome obstacles, benchmark your progress and,ultimately, succeed. After all, the view is way better from the top.

THE JOURNEY STARTS HERE.THE JOURNEY STARTS HERE.THE JOURNEY STARTS HERE.

Welcome to a whole new world. Where training opens new doors.Where experience helps close them. And where every step takes youone step closer.Your journey won’t be easy. But if it was, anyone coulddo it. And you’re not just anyone, are you?

In this first phase of Peak Skills Assessment, you’ll learn some of thecore principles and begin to develop key skills. Most importantly, you’llget tools you can use. Immediately. Because once you start seeing therewards, the journey becomes that much more enjoyable.

IT ONLY LOOKS IMPOSSIBLEFROM THE BOTTOM.

IT ONLY LOOKS IMPOSSIBLEIT ONLY LOOKS IMPOSSIBLEFROM THE BOTTOM.FROM THE BOTTOM.

Completed QuickStart™ (Core Curriculum Loop – 1st 90 Days)Read “Can’t Teach a Kid To Ride a Bike At A Seminar” and Wrote 1 Page SynopsisListened to First 3 CD’s in Materials and Completed Corresponding Workbook Pages

COURSE WORK & MATERIALS

Has Evidence of 20 Days of JournalingHas Selected 1 “Head Trash” Item to Throw OutHas Documented Completion of an Action Item 10 Times Due to New Belief System

ATTITUDE DEVELOPMENT

Can Recite the 4 Steps of the Buyer’s System with a Personal Example for EachCan Recite the 7 Steps of the Sandler SubmarineCan Role Play their Elevator Pitch

TECHNIQUE DEVELOPMENT

Reviewed Evaluation and Developed Personal Improvement PlanHas Documented Personal Cookbook for Success per Management ApprovalHas Implemented a Weekly Prospecting Activity with Documented Resultsper Management Approval

BEHAVIOR DEVELOPMENT

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Sometimes, getting started is the hardest part. Well, you’ve clearedthat hurdle. And now you’re on to the next. And the next. And thenext. Keep climbing.The view is getting better with each step.

Now that you’ve begun your ascent in earnest, things get harder.But don’t worry. When the going gets tough, the tough increasetheir commissions.

Completed 3 Months of President’s Club™ (Skill Building Curriculum) & 3 Review Sessions of Quick Start™ (Core Curriculum)Completed 9 CD’s in PC Materials and Completed Corresponding Workbook PagesRead “Close the Deal or Close File” and Wrote 1 Page Synopsis


Has Evidence of 40 Days of JournalingHas Documented Success of 1 New Belief System per Management ApprovalHas Completed DISC Profile and Developed a “Chameleon” Strategy


Can Role Play PPM Prospecting CallCan Role Play “The First 5 Minutes of the Sales Call”Can Cite Examples of VAK ModelCan Role Play an Initial UFCCan Role Play 5 Steps to Asking for Referrals


Has Achieved 2 Cookbook Goals per Management ApprovalHas Documented Success of 2 Measured Prospecting ActivitiesHas Initiated 1 New Business Development Activity per Management Approval


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Can Role Play “Asking for Pain Indicators”Can Recite Levels of the “Pain-O-Meter”Can Recite Pain Funnel Questions

As you continue on this journey, there are a few things to remember.It’s tough. It’s grueling. It’s arduous. And it’s definitely worth it.

Completed 9 Months of President’s Club™ (Skill Building Curriculum) & 6 Review Sessions of Quick Start™ (Core Curriculum)Completed All CD’s in PC Materials and Completed Corresponding Workbook PagesHas Read 1 self-selected business book (from PPM library) and Wrote 1 Page Synopsis


Has Evidence of 120 Days of JournalingHas Coached a New Employee on Overcoming 1 Negative Belief Patternper Management ApprovalHas Documented Successful Completion of 2 Hidden Weakness Action Plans


Can Role Play a Pain Funnel with a Neutral ProspectCan Rescue a Not OK Person in Role PlayCan Negative Reverse a Positive Prospect in Role PlayCan Complete 10 Prospecting Calls LiveCan Role Play a Budget StepCan Role Play the Decision MatrixCan Role Play the UFC for the final PresentationCan Recite the Steps of the PPM PresentationHas Developed 5 Unique Bonding Questions


Has Achieved 6 Cookbook Goals per Management ApprovalHas Developed 1 Strategic Alliance with a Measured Result per Management ApprovalHas Developed 2 Referral Partnerships with Measured Results per Management Approval


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Congratulations.You’re on your way. And while you’ll find bumpsin the road and roadblocks in your path, you remain undeterred.For you are the stuff of the sales greats. Keep climbing.

Completed 15 Months of President’s Club™ (Skill Building & Mastery Curriculum) &12 Review Sessions of Quick Start™ (Core Curriculum)Has Read 1 self-selected business book (from PPM library) and Wrote 1 Page SynopsisEngaged a PPM Coach on 3 Documented Sessions


Has Evidence of 160 Days of JournalingHas Documented the Successful Changes from 5 Sales Call Lessons Learnedper Management ApprovalHas Taught 1 Internal Session on Overcoming a Negative Beliefper Management Approval


Can Role Play a Sales Call through SVICCan Role Play a RECON ConversationCan Role Play the 5 Steps of the Post SellCan Role Play PPM Post Sell Where an Incumbent is to be FiredCan Conduct 2 Live Referral Generation ConversationsCan Negative Reverse a Negative or Neutral Prospect in Role PlayCan Role Play a Monkey’s Paw ConversationCan Role Play a Bracketing ConversationCan Explain the Psychology Behind PACCan Explain the Psychology Behind OK-Not-OK


Has Achieved 9 Cookbook Goals per Management ApprovalHas Documented Success of 4 Prospecting Wheel Activities per Management ApprovalHas Documented Successful Completion 5 Major Account Marketing Programsper Management Approval


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You’ve arrived. And yet you continue to forge on. Emerson once said,“Do not go where the path may lead, go instead where there is nopath and leave a trail.” You’d be making him so proud.

Completed 21 Months of President’s Club™ (Skill Building & Mastery Curriculum)& 18 Review Sessions of Quick Start™ (Core Curriculum)Has Read 1 self-selected business book (from PPM library) and Wrote 1 Page SynopsisEngaged a PPM Coach on 6 Documented Sessions


Has Evidence of 200 Days of Journaling

Has an Annualized Pipeline equal to 100% of Goal per Management Approval

Documented Success of 3 Attitude Goals Per Management ApprovalHas Successfully Taught 15 Minutes of Attitude Re-Scriptingin a PPM Journaling Class


Can Role Play an Entire PPM Sales CallCan Role Play an Entire PPM Presentation CallCan Role Play an Interview Using PPM Selling ProcessCan Explain 9 Sandler Rules and InsightsCan Role Play 5 Overcoming Objections SituationsCan Overcome 3 Trap ExercisesCan Role Play Handling an Irate CustomerCan Role Play a Selling After the No ScenarioCan Role Play an Up-Selling UFCCan Complete PPM Debriefing Questionnaire of 3 Live Opportunities


Has Successfully Initiated 6 Networking Event/Trade Show/Seminar Programsper Management ApprovalHas Completed 3 Time Management Strategies Successfully for 3 Months

Has Documented Usage of 5 Hot List Conversations per Management ApprovalHas Hosted a Networking Event

Has a Documented Pipeline With Only Clear Actionable Future Stepsper Management Approval


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You’ve made a lot of progress. And you’re seeing the fruits of your labors. Butyou know that the more you do, the more you can do. And much awaits you.Deals to close. Margins to increase. Calls to make. And yes, peaks to summit.

Completed 33 Months of President’s Club™ (Skill Building & Mastery Curriculum)& 24 Review Sessions of Quick Start™ (Core Curriculum)Has Read 1 self-selected business book (from PPM library) and Wrote 1 Page SynopsisHas Completed All PPM Elective Programs (Healthy Life Style, EQ & Time Management)


Has Evidence of 280 Days of Journaling


Has Increased Income by 30% per Management Approval Over Previous 3 Years50% of Prospects are “THE” Decision Makers per Management Approval


Has Taught 15 Minutes of a PPM Prospecting ClassHas Taught 15 Minutes of a PPM UFC ClassHas Taught 15 Minutes of a PPM Post Sell ClassCan Reverse Engineer 9 Appointment Getter SituationsCan Explain 15 Sandler Rules and InsightsCan Role Play a Sales Call With a White and Black Knight in the Same RoomCan Role Play a Groups and Committees UFCCan Overcome 3 Trap ExercisesCan Role Play an UFC for All 3 PSD TypesCan Complete PPM Debriefing Questionnaire of 5 Live Opportunities


Running a Fully Integrated Prospecting Plan Successfully per Management ApprovalHas Increased Prospect Level Activities per Management Approval

Has Hosted a Leads Group

Has 2 Stepping Stone Stories via Journaling Success

Has Documented Usage of 10 Hot List Conversations per Management Approval

Has Scheduled 1 Day/Quarter for 4 Quarters for Full Cookbook Reviewper Management Approval


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The moon? The stars? Don’t laugh. Anything’s attainable.That’s exactly whatlegends do. Welcome to the pinnacle. And here’s to whatever comes next.

Completed 45 Months of President’s Club™ (Skill Building & Mastery Curriculum)& 30 Review Sessions of Quick Start™ (Core Curriculum)Has Read 1 self-selected business book (from PPM library) and Wrote 1 Page SynopsisHas Completed Entire “No Guts, No Gain” Program


Has Evidence of 360 Days of JournalingHas Successfully Coached 2 Sales People per Management Approval for 6 monthsHas Mentored 1 PPM Client for 6 months


Has Successfully Taught 1 PPM Core Curriculum ClassHas Successfully Taught 1 PPM Skill Building ClassHas Successfully Taught 1 PPM Mastery CourseHas Run 1 Sales Call in the Presence of a PPM TrainerCan Role Play A Prospecting Call for a Different IndustryCan Role Play a Pain Funnel for a Different IndustryCan Role Play a Debriefing Conversation for a Sales PersonCan Role Play a Rehearsal of a Non Decision MakerCan Complete PPM Debriefing Questionnaire of 10 Live Opportunities


Has Completely Upgraded Prospecting Results and Activities viaDocumented Cookbook Results and per Management ApprovalIs generating 75% of Leads via Referrals/Strategic Alliancesper Management Approval

Has Run 75% of Initial Calls on Senior Most Decision Makerper Management Approval



Has Documented Usage of 20 Hot List Conversations per Management ApprovalHas Successfully Used a Comprehensive Tracking System per Management Approval

Has Developed and Hosted a Mastermind Group

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Peak Performance Management790 Holiday Drive

Foster PlazaBuilding 11

Pittsburgh, PA 15220

(412) 928-9933www.superiorselling.com

The guide to the top with sandler. 2013

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