Power Selling Tool 1

Targeted Suspect List

This tool guides you on targeting on the right categories of client suspects to call.

Why Use This Tool?

It is essential in selling to first work with your biggest toughest client which is yourself.

If you are not sold on you, there is little chance that you will sell much of value to anyone else. The first giant step in this process is owning your accomplishments which is not something people in general and selling agents more specifically don’t tend to do. Therefore, they fade to the background and get replaced by a negative story about oneself.

The cost of this is great. Clients want to meet and shake hands with a person of accomplishment not someone who is unclear about who they are and what they can bring to the relationship. But we are trained to minimize our contribution and bury it in a false humility that does no one any good. It is clearly one way to play it safe and sneak through life.

By taking full ownership of one’s accomplishments we are then more able to see what challenges we are facing and what projects must be put into place to meet them. This also opens the doorway to seeing what would become possible if these projects are completed and we know they can be completed because of our foundation of accomplishments.

How This Tool Works?

This is a very natural process that flows like a rock rolling downhill once you begin.

Regardless of your industry this is a universal tool that everyone and anyone can use and benefit from. Most do this process on an annual basis but some will even work it through quarterly. It is essential to block out the “Executive Time” to think through this process as it will do more to boost your income that any other everyday selling activity.

There are three main steps. The first is to list out the accomplishments for a set time period either the past year or as far back into the past you may need to go. This first step naturally reveals and moves into the second step which is to compose a list of currently relevant projects that need to be taken on in a set time frame like the coming year.

Once the projects list begins to get fleshed out what will then naturally emerge are the future possibilities that become possible once these projects have been taken on and completed. We know we can complete these projects because our foundation of accomplishment makes that eminently clear.

What This Tool Contains?

There are three main columns and then three internal components within each column.

• Past Accomplishments: This list includes recognition and rewards and the tough challenges we bounced back from.
• Current Projects: This is a list of projects that can and must be taken on immediately or within a near future time frame.
• Future Possibilities: This is a list of what becomes possible once the projects are completed.

The three sub-divisions within each of these three columns.

• Skill Development: This sub-division focuses on the skill development accomplishments. projects and possibilities.
• Professional Performance: This sub-division captures professional performance accomplishments. projects and possibilities.
• Personal Fulfillment: This sub-division focuses on personal fulfillment accomplishments. projects and possibilities.

Over all this matrix covers nearly every aspect of one’s everyday life, work and play.

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