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There Are 12 Keys You Must Master to
Become a Top Producer
Master Them and You Will Make the Money
You Envisioned When You Entered Sales
What does it take to become a top producer? Frankly, it takes more than most sa lespeople,
professionals, and business owners are willing to do. It takes a great
deal of time. It takes a great deal of energy. It takes a great deal of
realistic, effective planning and analysis. And, of course, it takes a
great deal of investment in yourself in learning and mastering various
skills and techniques.
Or, it takes a great deal of dumb luck. Yes, there are a few who simply
stumble into being top producers. They are the exception, not the
rule. They just happened to be at the right place, with the right
product or service, at the right time. They fell into the mega-account.” They inherited a book of business from a retiring mega-producer.
However they managed it, they were just plain lucky.
I doubt you’re one of them. Few are. And many of those who do reach the top by accident
manage to fall quickly back to the realm of the ordinary. They top producer status is
short-lived.
The vast majority of top producers earned their way to the top by creating their top
producing sales business through hard work, discipline, targeted and managed activity, and
by mastering the 12 keys you’re about to tackle.
You Have a Huge Advantage
Unlike most top producers who have had to master these 12 keys by trail and error over a
period of time, you have the huge advantage of being able to systematically work your way
through the 12 keys.
You don’t have to guess about what you need to know, or how to find out what’s important,
or how to determine what works and what doesn’t. You have a guidebook that will take you
step-by-step through the process. You can tackle each Key in an orderly, systematic
method and build your foundation one step at a time.
Each Key builds upon the previous Keys. It is a logical progression that ends with a
complete, workable, effective, and top producing sales business.
Top producers have mastered each of the 12 Keys. They haven’t done it the way you’re
about to do it. They haven’t thought through the process in this orderly manner. Most
haven’t sat down and done each of the exercises you’re going to do. They didn’t have
the benefit of SuperStar Selling. Nevertheless, each has found their own answers to each of
the Keys. Like you, they’ve had to work at it. They’ve had to answer the questions
presented here but without benefit of doing it in a logical order. Some won’t recognize that
they’ve done the work required until they really think about it because they didn’t do it in this
format. But they did it, one way or another.
Two Ways to Approach Building Your Sales Business
You can approach this process in one of two ways:
1. Logical Progression: Simply start from Key 1 and work your way through the rest of
the Keys. This is the recommended process as almost every Key is dependent upon
your answers to Keys 1 through 3. For most, this method is not only the easiest, but
the most efficient.
2. Most Pressing Areas First: The second process is to read the book through and then
tackle your most pressing issues first. The disadvantage is that once you begin work
on other areas, you may find that the planning you’ve already done no longer works
within your new discoveries. Nevertheless, being realistic, some will insist on this
method. If you do, be prepared to revise your plans as you progress through the rest
of the Keys.
Not a Substitute for the Book
The information on the website is NOT a substitute for the book. The book is the core of
the program, the website simply give additional information, resources, and guidance.
Here you’ll find some flesh to put on the bones the book presents. However, few will be
able to work through the process without the book.
Additional Resources
Some will find they need additional help in working their way through the process. Like it
or not, this is a very demanding process and should not be undertaken if you don’t have
the commitment and dedication to complete it. For most, the process will take weeks--for
some, it will be months, and for others, it may take a year or longer to complete the whole
process.
Workbook: The SuperStar Selling Workbook gives you an organize way to help you work
through each of the Keys. You’ll find a number of resources as well as questions and
suggestions to help you put your thoughts, discoveries and answers into a logical order.
The workbook is a download in Word format. It can be ordered here for $29.95.
12 Key Workgroups: Many will need far more guidance through the process. 12 Key
Workgroups are small groups of a maximum of 20 individuals, each working through the
process at the same time over the course of 6 months. The group ‘meets’ once a week
for a one-hour group counseling call where issues, problems, suggestions, and guidance
are given by Paul McCord. Each member has access to Paul during week for questions
and specific guidance via e-mail. Each group member is expected to maintain pace as
the group works through the process. Those who lag behind will be dropped from the
group. You can register for a group here. The cost is $895 for the 6 month session.
Personal Coachings: If you want highly personal guidance through the process, you can
hire Paul on a personal coaching basis. Coaching sessions are once a week for an hour
with further help during the week via e-mail. You may register for coaching here. The
cost is $500 per month on a three month contract, $400 a month on a 6 month contract, or
$350 per month on an annual contract.
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