CIR-BDR Flashcards
(280 cards)
1
Q
What is the Company Mission
A
To deliver an aviation experience to our customers that is the pinnacle of innovation, quality, and safety.
2
Q
What is the Company Vision Statement
A
To lead the global aviation industry by shaping the future of aviation, maintaining operational strength, and being recognized as an employer of choice.
3
Q
What are the Company Values
A
Vision, Integrity, Passion, Trust, Innovation, Safety
4
Q
What are the 10 Service Essentials
A
Three Steps of Service
Smile
Empowerment
Timeliness
Ownership
Passion, Care, Integrity
Professionalism
Trust
Safety, Security, Privacy
Innovate
5
Q
Describe the Three Steps of Service
A
A warm Welcome, Anticipation and fulfillment of needs, and a fond farewell
6
Q
Describe the Smile Service Essential
A
Recognize individuals by name, be authentic, and offer your name in return. Positivity is contagious.
7
Q
Describe the Empowerment Service Essential
A
Build strong relationships, create fond memories, and Cirrus fans for life
8
Q
Describe the Timeliness Service Essential
A
The key to great customer service. “Turn and Burn!”
9
Q
Describe the Ownership Service Essential
A
Never lose a customer. Immediately resolve problems
10
Q
Describe the Passion, Care, Integrity Service Essential
A
Treat everyone like rock stars!
11
Q
Describe the Professionalism Service Essential
A
You represent Cirrus
12
Q
Describe the Trust Service Essential
A
Service is a team sport
13
Q
Describe the Safety, Security, Privacy Service Essential
A
Customers, each other, and Cirrus Aircraft
14
Q
Describe the Innovate Service Essential
A
Be an expert. Seek opportunities to improve the Cirrus Experience
15
Q
Where do you find the Org. Chart?
A
UKG/Ultipro > My Company / Org. Chart
16
Q
Who is CEO
A
Zean Nielsen
17
Q
What is Todd Simmons Title
A
President - Customer Experience
18
Q
Who are the Senior Vice Presidents under Todd?
A
Ben Kowalski
Ravi Dharnidharka
Stephen Deucker
19
Q
What is Ben Kowalski’s Title
A
Senior Vice President - Sales and Marketing
20
Q
What is Ravi Dharnidharka’s title
A
Senior Vice President - Cirrus Services
21
Q
What is Stephen Deucker’s Title
A
Owner Experience, General Manager
22
Q
What is Boni Caldeira’s Title
A
Vice President - Sales
23
Q
Who is the Executive Director of Fleet and Special Missions
A
Jerry Pharr
24
Q
Who is the Executive Director of the SR Product Line
A
Ivy McIver
25
Who is the Executive Director of the Vision Jet Product Line
Matt Bergwall
26
Who Oversees International SR Sales
Jon Dauplaise
27
Who Oversees International SF Sales
Boni Caldeira
28
Which Sales Executive Director Oversees the West Coast Region?
Mike Matthews
29
Which Sales Executive Director Oversees the Southeast Region?
Carroll Leboeuf
30
Which Sales Executive Director oversees the East and North East Region?
Evans Hood
31
Who is on the Cirrus Certified Preowned Team
Edo Santema - Director
Travis Wellik - Sales Director
Chris Johnson - Sales Support
32
Who do you get a Knoxville Airport Badge From?
Mike McDivett
33
Describe the difference between Lead, Contact, Account, and Opportunity.
Lead becomes Contact / Account.
Opportunities fall under accounts
34
What is the proper naming format for an Opportunity
FIRST NAME LAST NAME - 20XX GX CPO
35
What is the Proposal Workflow
From the Opportunity > Create Proposal > Fill out > Generate > Download as DOCX > Edit > re-upload as PDF/DOCX > Send to Customer
When it comes back > "Submit for approval" from Quote/Proposal
36
What is the Change Request Workflow?
From the Opportunity > Create Proposal > Fill out > Generate
37
For Customizable Options what is important to understand
never use the first box
38
Where is the cancellation link?
Salesforce Home > right side customer links > Cancellation form
39
What do you do after submitting a cancellation request?
put the email or text from the customer in the Box Folder
40
how do you submit for a Cirrus Experience
Create Quote/Proposal > Dropdown to "Turbine - Cirrus Experience" / Set PDF into Box .. FROM OPPORTUNITY Send for Approval
41
What are the Steps of the Sales Funnel
Leads > Qualified Demos > Orders
42
What is the ratio of Leads to Demos to Orders
10 Leads
4 Demos
1 Order
43
What are the Highest Success Lead Sources?
Other Sales People
CSIPS
CTC
44
What is the main structure of qualification?
Means
Mission
Motivation
45
what is the rookie mistake of qualificaiton
everyone is qualified
46
When can appearance be deceptive
Confidence can be deceiving
if they know what to ask, they may not be qualified
47
what questions hint toward qualification
Maintenance, Insurance, Hangar, Specific Missions, Financing
48
what are some needs vs wants?
Needs a partner/Leaseback - Not good. if they cannot get in line, they probably cant afford the plane
Want's a partner/leaseback - maybe okay. Figure out their motivation for this
49
what is the importance of understanding business vs personal
Helps identify the timeline
could unlock tax benefits
50
is ULTRA qualified good?
it depends. they could flake at the opportunity for something else
51
how do you determine their mission?
ASK!
a little personal is fine
52
what percentage of their mission should the plane cover for satisfaction
80%
53
How can you look ahead to their predict their mission?
think about their family, route, runway, passengers, weather
54
how can you uncover their motivation?
Ask questions about everything and build rapport.
55
what are some reasons for "Now"
Selling Business, retiring, business growth, health scare, quality time with family
56
How can you use their WHY NOW reasons?
help them envision themselves doing those missions
57
what are some red flags at a demo
showing up for a demo asking questions like they have not done any homework
58
What are are the steps to the sales funnel
Leads
Qualified Demos
Signed Orders
59
What is Section 179
Tax play for businesses where they can write off a certain amount more than just annualized depreciation.
Only Applies to New Assets
60
what is bonus depreciation
a percentage of Additional depreciation beyond Section 179 (if new) and for any amount (used).
61
What is MACRS
Modified Accellerated Cost Recovery System
62
How does MACRS Work
It's a set depreciation schedule for an asset. this is applied after Section 179 and Bonus have been applied.
63
Basically, What is Recapture?
Basically it's paying the tax on the asset not paid at the initial purchas.e
64
Give a recapture example.
Someone who bought a 3M used airplane and received 80% Bonus Depreciation, was able to use 2.4M of the purchase toward decreasing their income in that year. According to the government, the airplane now has a value of 600k. If at some later date, they then sell the airplane for 2.6M, the government would come recapture taxes for the difference. 2M in this case. That value is taxed at a recapture rate, which is typically higher than the long term captial gains rate
65
Why is the use of the airplane (active/passive income) important?
The tax benefit only applies to the business it relates to.
If it's a passive account to make money, your active business cannot take tax benefit for the asset, and vice versa.
66
what is a Use Tax
paying taxes on what you use?
67
Who are the three Aviation Tax groups?
Daniel Chung (ATC)
Bart Peters. (Business Aviation Group)
Advocate Tax Group
68
What are the considerations for using ATC (Daniel Chung)
Don't use if it's a leaseback
more conservative
easy and straight forward
not very aggressive
less likely for an audit
69
what are considerations for using Bart Peters
Will protect you
more aggressive for benefits
more likely for an audit, but they will help protect you
70
What are the considerations for using Advocate Tax?
They are really good at big business and big companies
they are expensive
like to use lawyers for protection
71
How do state taxes work?
you must pay state tax when you buy the plane.
some states allow a use tax
Many states have a "commercial use" exemption
72
What is a "fly away" state
It's a state that allows you to close on the airplane, then "fly it away" to another state where you will pay the state tax
73
Who can benefit from Section 179 Taxes?
Businesses
74
what defines business use, generally?
if greater than 50% of the flying is for business
75
What are the average durations of MACRS Schedules?
personal - 5 years
commercial - 7 years
76
What is the Bonus Depreciation in 2024
80% and decreasing by 20% Each year
77
How do you calculate recapture?
Calculate the delta between the asset value (depreciated) and actual value (potential sale value). you pay taxes on that amount
78
what is a casual sale?
non-dealer transaaction for an infrequent seller
different tax rules apply for this
should seek tax consultant advice
79
What is a good transition into discussing their intention to finance?
"Have you considered whether you will finance or not?"
80
What is a red flag regarding finances?
listen for "waiting for a deal", then i'll buy
81
how do you deal with "I have my own bank"
ask about that banks airplane transaction history.
this can lead to unfavorable conditions
82
What is sketchy about partnerships
banks assume that one will fall out, so the others need to be able to carry the loan
83
what is a rate lock period
usually 30-45 days
could sweet talk up to 60
84
what are the common terms for loans?
personal - 20% down and 20 years
commercial - 20-25% down and 12-15 years
85
What is Hull Insurance
covers damage to the airplane
86
what is liability insurance
protects the person who holds the policy by paying for damage to people/property on the surface and in the airplane
87
what is the broker of record?
brokers will shop around to find the best deal for YOU. they should know everything about your flying experience
you cannot shop around brokers after you have one looking
88
What is open pilot clause
allows a pilot to be covered if they meet the policy minimums
89
why is flying on an open pilot clause dangerous
an insurance company can come after a pilot who was okay flying under the OPC, but who did not get a waiver of subrogation or "additional insured" status
90
what is Subrogation
the act of an insurance company going after the "responsible" party
91
Cirrus has a non-owned pilot policy for their pilots, who do you get it from?
Sales support can get it from the insurance company
92
What is $1M Combined Single Limit?
"1 Million Smooth" -
allows you to use the full 1M however you want with no sub limit
93
who can get 2M Smooth Insurance
pilot needs at least an instrument rating, sometimes commercial
94
When will you see 3-5M smooth policies?
usually propilot flown under a management company or larger policy
95
What does Liability Insurance cover?
the person who holds the policy for damage on the surface
96
What does Hull Insurance Cover
damage to the aircraft
97
What emails should you save?
emails associated with commitments
98
what is non-disparage
don't talk bad about anybody else
99
what is there to know about Cirrus IQ and Privacy
We want the data in the event of an accident. data is the only truth.
100
what can you change on a contract?
the addendum. never the T's and Cs
101
what should you do before submitting an addendum?
have an ED or Boni Review it
102
what should be avoided in the orderers name?
"or assigns" .. then they can reassign it
103
What do you do with an NDA
Have legal review it first
104
what do you do if they ask you to sign the logbook?
dont.
105
What do you do with accients
keep rumors to yourself
call 911
Call Cirrus Accient line
106
What are the three M's to Quailfication
Means, Mission, Motivation
107
What's the rookie Mistake
Everyone seems qualified.
108
What are the "good" questions to qualify on
asking about Mx, Insurance, Hanger, Specific Missions
109
What are "bad" questions for qualifying
"looking for a demo"
110
Needs vs Wants
If they cannot get in line, they probably cannot afford the plane with a partner
111
What do you want to find out about their "mission"
Business/Personal
does it fit 80% of their missions
Anticipate their mission at delivery
what is their next mission
112
what are big aspects to motivation?
why now
selling business
business growth
time = money
health scare
kids to college
What's In It For Me
113
What describes the best tone for negotiation
Smile and Slow Down
114
what are the three types of voices
Late night DJ
Positive and Playful (DEFAULT)
Direct and Assertive (RARE)
115
What is mirroring
Repeating the last three critical words
116
What is the best way to use a mirror
"I'm sorry", [MIRROR], Silence. Repeat.
117
What is Labeling
validating someones emotion by acknowledging it
118
How do you label?
listen, recognize, and examine all possible outcomes.
It Sounds/Seems/Looks like ______
119
What is Flanking
Identifying an issue or contention point and introducing another consideration
120
What can help support during flanking?
another party. an "expert"
121
What are the three closing techniques
The assumptive close
the urgency close
the summary close
122
123
What is the assumptive close
you assume they have made the decision to buy.
"how would you like to proceed"
123
what is the urgency close?
Creates Urgency.
"the offer is only available until_____. are you ready to proceed?"
123
What is the summary close?
Summarize key benefits to reinforce values
"this product with save you time and money while improving your productivity. are you ready to make the investment?
123
What are calibrated questions?
How and What questions that get you to "thats right"
124
What is a black swan
Finding a piece of information that changes the course of the negotiation
125
What is the power of hopes and dreams?
if they visualize what they want to get out of the purchase, they are more likely to commit
126
what is the art of concession
labeling your consession to show benefit..
make a list of items before a negotiation
127
What is tactical empathy
Understanding their mindset and feelings to make them feel heard
128
how do you show tactical empathy
play devils advocate and empathize.
129
what does tactical empathy do?
it helps you understand emotions and perspective to build rapport, establish trust, and gan insight into motivations and needs
130
what are they key principals to tactical empathy
Active listening
validating emotions
finding common ground
acknowledge their point of view
131
how do you actively listen
paraphrase, ask clarifying questions, and reflect back their emotions
132
how do you validate their emotions
acknowledge their feelings and show you understand them
133
how do you build on common ground
emphasize it when you find it to build rapport
134
how do you acknowledge their point of view?
even if you disagree, acknowledge it. this creates a respective and collaborative enviornment
135
what are the steps in the sales process
lead gen
qualifying
demo flight
negotiate and close
dlivery
maintain delivery
136
how do you make the deal?
make sure you remind them what's important to them - mission and enjoyment
emphasize the other things they get with order - a solution to their need plus pilots, maintenance, network, etc.
137
what should not be of question when negotiating
qualification and needs
138
what do you do after the demo
sketch a plan forward to get a commitment to something
139
What are some negotiation tips?
start laying the ground work as soon as you know
know your limits
make them feel in charge
140
What are negotiation strategies
frontal - best when having a distinct advantage
flanking - moving the goalpost
141
what are some negotiation traps
they will ask for more than they expect and they won't say yes to the first offer
142
why is time your ally in negotiations
80% of concessions are made in the last 20% of the deal
143
how do you handle objection?
Make sure you listen carefully and understand EXACTLY what they are saying
144
what are the p's of objection
preparation
pause
paraphrase
probe
patience
posture
145
what is preparation in objection
be prepared and knowledgable in the product and WHY it's imporant to them
146
what is pause in objection handling
allow them to finish and hear all of their objection.. then THINK for a second
147
what is paraphrasing in objection handling
if you're not clear, paraphrase to gain agreement. this hleps build trust
148
what is probing in objection handling
ask a lot of questions to get them talking
149
what is patience in objectino handling
making sure you understand the the question before answering
150
what is posture in objection handling
stand tall and firm to send a message of confidence
151
How can you make a close easier
lay out the steps and the process
let them know what they dont need done to close
make the big decision into a series of small ones
152
how do you learn and improve your sales tactics
keep a list of sales and what you learned from each
153
what are some common black swans
End of year taxes
Scarcity - things are going fast
154
What is an accusation audit
accept that it's been a problem, but talk about why it's better and what we're doing to return to normal
155
What are some red flags in understanding what they want/need
"I" is a red flag
"we" is better
156
How do you build a tactical village
find a raving fan customer that can help you sell airplanes
Use your network
157
What are the four personality types
togethness
enterpriser
analyzer
motivator
158
describe a togetherness person
likes cooperation
want's to please everyone
difficult making decisions
159
how to identify a togetherness person
they want to like you before they trust you
they pay close attention
let them know you care
160
describe an enterpriser
results oriented
competative
risk taker
impatient
161
how do you recognize an enterpriser
busy eyes
confidence
smirking
162
describe analyzers
accurate
planning
factual
tend toward pessimism
analysis paralysis
163
how do you notice an analyzer
scanning
scrutinizing
non-animated
slow/meticulous
164
describe a motivator
entheusiastic
high energy
flexible
impulsive
get's bored easily
165
how do you deal with a motivator
focus on payoffs
pick up the pace and energy
free flowing
big smile
166
what are the timeframes to listen for?
immeidate
mid-term
long term
167
how do you work with a near term timeline
be urgent
168
how do you work with a mid-term timeframe
avoid being pushy
169
what do you do with a long term timeline
investigate why
170
what does timeframe reveal
Urgency. Allows you to work on
emotional intelligence profile factors
means, mission, motivation
171
What's a good question to disarm new vs used
Do you buy new or used cars? .. Why?
172
What are key considerations for new v used?
cashflow perspective - warranty and CMX/Factory
Unexpected and Routine Mx Costs
173
How do you notice objective handling?
they are not perceiving the solution
174
how do you understand objection or resistance?
have you listened?
do you understand the solution they need?
have you communicated well?
175
what should you ask yourself if you get resistance?
no trust?
no need?
not the right solution?
176
what should you avoid when receiving resistance?
avoide the power close
review needs/wants
review solutions
177
how should you respond to objection?
make sure you understand
answer their rejection to remove fear
propose solutions and shift the risk
178
what should you do post delivery
introduce cirrus services
maintain communication
offer resale when the time comes
179
what are the 4 ways of telling stories
verbally - telling
visually - with photos
written - data for analyzers
digital - Media/Social
180
what are the main points of a good story
make it REAL, make it COMPELLING, make it ACTIONABLE
181
What's next? G8/G3
HA. They don't tell us that and i don't want to lie to you. You tell me, what do you want to see?
182
Are there any incentives?
Cirrus doesn't do any incentives/discounts. we are the manufacturer, not a broker or dealer. we don't have the built in flexibility like they do
183
I don't want the last of the Gxx
That's never our intention, but then you know you have the most matured product benefits
184
What builds a good post demo discussion?
Ask them if they have any questions
ask them what else they need to make a decision
use the high to have them agree to a plan to a decision
188
Why is it important to manage your pipeline?
You can get into a boom and busy cycle
189
How can you keep your pipeline full
Always be lead generating. Manage your time to keep people moving through the system
190
Why is it important to keep people coming into your pipeline all the time?
They go through the system at different rates.
191
What’s best for a PreOwned sales person regarding pipeline?
Try to have people ready to commit all the time.
192
How many days per week should be spent in the office and managing the pipeline?
2 days MINIMUM
193
What’s the simple math to making quota (12/year)
In the last 90 days:
3 orders
12 demos
30 leads
194
What advantage does CPO have over the PreOwned partners
We have an entire history on our customers in SalesForce.
195
What is the importance of asking about timeframe?
This tells you how much effort/time to give them right now.
196
If you get the timeline wrong, what are the hazards?
It can build urgency and
You can come off as aggressive
197
What’s a good indicator for timeline?
I’ll have the money or time when ______.
198
What does a long timeline tell you?
There is another indicator for a decision.
199
What are some other indicators to look for when a long timeline exposes itself?
Money problems
Mission problems
200
How can you ask about timeline details
Directly… if you have rapport.
If not, build some rapport, then ask.
201
What’s a good way to get back to timeline
Once you have good rapport:
“Hey, I want to go back” or “if you don’t mind me asking”
“What’s so special about your timeline?”
202
If they’re on a short timeline, what should you do:
Start asking about configurations, price, color, financing, insurance
203
Why is it important to ensure they’re on a short timeline before demoing them.
You shouldn’t commit time to them unless they’re ready to commit a deposit to you
204
How important is timeline questions:
As important as Means, Mission, and MOtivation.
205
If their means, mission, and motivation are NOW, but their timeline isn’t, what do you do?
Build rapport and ask!
206
What is the BLUF of Post Demo Activities
Understand that they feel like they owe you. So make a plan about the path forward that’s BOUND
207
Do you need an order commitment after a demo?
Not quite, but at minimum you need to get a timeline and action list to get a commitment.
208
What’s a good way to start this conversation?
“So what did you think?”
Then let them talk.
209
What’s the forward approach to getting commitment after a demo?
So are we doing this? Are you ready to move forward?
210
What’s the cautious approach to get commitment after a demo?
Sounds like a lot of questions are answered. What else do you need to make a decision?
211
What is the timeline after a demo to get a commitment?
Hours, maybe days.
Signed orders 5 months later - 2%
Signed orders within 2 weeks - 30%
212
How soon after a demo should you check in?
That day/evening. Text/email.
213
214
Should there be any new information after a demo?
NO. You should have covered everything before demoing them.
215
How to close an analyzer
Make a plan after the demo.
What do you need to make a decision?
Do you have everything to move forward?
Answer them in hours to get them what they need.
Set a timeline: should have everything by ____ to make a decision.
216
How to close a motivator?
At their height, right after the demo:
are you ready to do this thing?
“Depends on the deal you give me” is a yes..
217
How do you close togetherness?
Get the family on board.
Start to play them. Asking them if they have any questions, keeping the pilot for last after all the family have been satisfied.
218
How do you close a CEO/enterpriser?
Similar to a motivator, but with more formality.
Do you need more time to decide?
Now that you’ve seen it all, do you need anything else to make a decision?
219
How can you decide how to close?
Figure out their personality profile and get in their mind.
“What are they thinking?”
220
What are good words to use for closing?
“Move forward” .. nobody likes to go back
“Can you swing it” .. if you know it. And have rapport
221
What is the assumptive close
Pretending they have said yes. Just start talking about aesthetics, training, delivery, etc.
222
What’s important if they’re old school, or more blue collar
A hand shake.
223
When they start negotiating, what’s best?
Disarm it.
“What are you trying to steal it from me?”
“Look at friends and family and “oh here comes the negotiator”
224
How can we motivate partners for PreOwned.
Work with them to get to new
225
What are the two possible outcomes regarding your relationship with the customer following an escalation?
Your relationship will be way better, or way worse.
226
what are the three main steps to dealing with an excalation
1. Let them empty the well of anger and frustration
2. Dont hold any bad news back. if there is more, let them know
3. Rebuild from rock bottom
227
What's important to remember when letting the customer let their frustration out
first 5-10 mins is just emotion
Don't Interrupt
don't pass judgement
don't agree/disagree
emphasize without sympathizing
The well has to be empty before the healing can start
228
why is it important to make sure you don't hold any bad news back when dealing with an escalation?
you have to get to rock bottom, You can get there WITH them to setup getting out TOGETHER
229
How do you start building from rock bottom during a excalation?
"how are WE going to get through this"
"neither of us wanted to be here, we're going to get out together"
DO NOT MAKE PROMISES
emphasize this is not the experience we want for our customers
don't start selling a new plane
230
how do you respond to "how is cirrus going to make this right"
I don't know if we will ever fully make it up to you. but we have a great team that can help us get back to where we should be
231
What is "THE THING" when dealing with an escalation?
getting the plane fixed.
anything else is secondary
hurry to fixing the plane and treating them well
232
what goes to the excalation committee and what doesn
If you can solve it for less than a tank of gas.. do it
if it fits within the incentive and is a new sale - do it.
if it fits within the incentive but is not for a new sale, bring it to Boni
233
What should be your thinking around when the customer mentions a lawsuit?
One - Venting
Twice - start taking them seriously, could be venting still
Third time - Brief the legal team
Remind them that once they involve lawyers, I'm out. I won't be able to talk to you, help you, or push progress anymore.
234
What sets cirrus apart in our marketing?
we focus on the experience of the airplane first, not the airplane.
235
All else (specs) equal where does the advantage come from?
Other things that are not specs. Service, lifestyle, CPO, training network, etc.
236
If your airplane and the competitor airplane does their mission, does the overage matter?
NO!
if the plane does the mission +10% or the mission +40%, it doesn't matter
237
When should you deploy a direct attack?
ONLY when you have overwhelming superiority
238
What is flanking
Moving the goalpost.
Focus their attention to things that are not comparable, without mentioning the competitors.
"Let me show you why I think we sell so many airplanes"
239
How to cater to a business owner in their prime
Time = Money
They are short on time doing everything for their business.
they are looking for ways to extend the reach of their time
240
How can you cater a sale to an executive
they are money rich, time poor
it's a time machine. They don't have time for nonsense
241
what annoyances to business owners and execs want to avoid
maintenance hassles
regarding buying preowned to save a few bucks
242
what do business owners and execs appreciate when buying
convenience, low hassle, simplicity, and time savings
243
what's a good tactic when dealing with a busiiness owner or exec?
They want a deal, but remember, you can handle all of this while they run their business.
244
How does the mentality shift for a retiring business owner or exec?
they are now time rich, but cautious about longevity of money
245
what are retirement pilot motivations?
flying to and with parents
flying to and with kids
flying for travel with spouse
246
what emotional point is important for retiring/retired people
"How many years are you going to be able to fly?"
247
what advice is good for a retired pilot?
"you don't have to buy from me, but for god sakes, do it now"
248
Why is it better for pilots to transition earlier to the Cirrus
the younger they are, the easier it is.
(USE MY TRAINING EXPERIENCE TO EMPHASIZE THIS)
249
what is the mindset of a good mentor/coach/salesman?
inhabit their mind.
predict their behavior by listening
250
what's key to pre-briefing a customer call?
what 2-3 questions are you aiming to get answered?
251
what should you focus on during a sales call?
asking questions to guide the conversation to your pre-breifed questions. it's not a speech. don't focus on your talking points
252
when are you adding value as a salesman?
when they're asking questions
253
what is the fastest way to break the salesperson stigma?
drop the pitch and build a real connection. focus on listening and helping
254
why is a phone call better than email?
you can pickup tone, emotion, and cues.
emails deliver data
255
What is the base of having a purpose?
you have to be comfortable with yourself
you have to be comfortable talking to all people
256
why can being an aircraft salesman be lonely?
you run your territory.
there is not really a "pilot progression"
257
what things motivate salespeople?
money
competition
lifestyle
258
how can you be exceptional in the time as a salesman?
leave a legacy!
do a legacy project and leave things better than you found them
259
Who is going to make sure you're taking care of yourself?
NOBODY except youself
260
How do you determine your purpose?
what do you hope to gain from this?
what does this mean for 5,10,15 years down the road?
How are you going to add value?
261
what is the root of your purpose statement?
how you will spend your time, talents, and energy
262
What do high achievement people do when they have extra time?
activities that yield the most tangible accomplishments
263
both business and personal disasters are from the same thing, what is it?
allocating fewer resources to the things that they say matter most
264
How can you prioritize and plan your day?
be focused - manage priorities, concentrate attention, see the task through
265
how often should you reprioritize and plan your day?
EVERY DAY
266
what will happen if you don't spend your time smartly
others will spend it for you
267
How do you best utilize your talents
focus on your strengths to know where you can win
268
what is the best way to know your strengths
get feedback from others.. you generally don't know your strengths.
269
What are some ways of understanding your work?
How do I process Information?
Do I accomplish most alone or working as a team?
270
why is it important to know your weaknesses?
it takes more energy to fix mediocrity.
Build and Trust the team.
271
How do you compare your expectation with your results?
don't try to change yourself.
channel yourself.
272
what is the most important thing to understand about Time and Energy
Time is a Finite Resource
Energy is a renewable resource
273
What are the 4 aspects of energy?
Physical Energy
Quality of Energy
Focus of Energy
Purposeful Energy
274
what is physical energy
The Body
Diet, Exercise, Sleep
Plan around natural rhythms (Circadian, Ultradian, Infradian)
275
what is Quality of Energy
diffusing negative energy by fueling positive energy
bring yourself up the Mood Elevator
276
what is Focus of Energy
Reduce distractions and implement Ultradian Sprints
Proper Urgent vs Important work
notice your peak energy time and utilize it for working periods
277
what is purposeful energy
identify 'sweet spot' activities and do more
focus time and energy on what you consider most important
278
How can you recharge your energy?
recognize energy depleting behaviors and separate from them when you need the energy
279
why should you avoid distractons
there is no such thing as multi-tasking.. only task switching
280
how do you prioritize the NOW
be either fully engaged, or strategically disengaged
