How to be Successful

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How to be SuccessfulBrian ForteMitchell 1/Snap-on CONFIDENTIAL

How to be Successful as a Mitchell 1 RepGet OrganizedLearn your MarketLearn your ProductsPrepare to SucceedWork your CalendarGenerate ReferralsMeasure your Progress

1. Get OrganizedDetermine which CRM system to useSales Logic

Microsoft Outlook

Act by Sage

31. Get OrganizedCRM SYSTEMsSales LogicProvided by Mitchell 1 FREE !!!Evolving Product Designed for ISRsAccess from anywhere Internet is available including smart phones https://eslx.mitchell1.com/SlxClient/Login.aspx

41. Get OrganizedCRM SYSTEMs

Microsoft OutlookLimited TechnologyFunctional System but time consuming

51. Get OrganizedCRM SYSTEMsAct by Sage Complete SolutionIntegrates well with maps, google, Outlook, and E-Marketing SolutionsCreate and Save easily linked templates (Newsletters, Emails, Quotes)Data importer and exporter for easier lists (Excel lists)Save and Track Client history (including complete emails as Attachment)M-1 Goal to get Sales Logic (created by Sage) to this level of CRM

61. Get OrganizedCRM SYSTEMsAct by Sage Complete SolutionIntegrates well with maps, google, Outlook, and E-Marketing SolutionsCreate and Save easily linked templates (Newsletters, Emails, Quotes)Data importer and exporter for easier lists (Excel lists)Save and Track Client history (including complete emails as Attachment)M-1 Goal to get Sales Logic (created by Sage) to this level of CRM

72. Learn Your MarketResearch your Territory for Suspects

Sales Logic

Google SearchAuto Repair ShopsTruck Repair ShopsDealers (Used and New)Fleet ServiceTechnical Schools

Yellow Pages.com

Sales Genie

State Website


Add all Suspects into your 1 CRM system.

Organize by Market (county and zip)

Map Suspects


Add all Suspects into your 1 CRM system.Should have a minimum of 2500 per Territory


2. Organize by Market (county and zip)


3. Map Suspects

123. Learn Your ProductsManagement Estimating Repair - Marketing - Add-Ons

New Rep Training nrt120.com (veterans should review as well)

Product Training Videos

RepHelp.com

Manager Forum

Performance Center

RepairCert.com

134. Prepare to SucceedEntrepreneur Attitude

Set Goals

Dress for Success

Understand Budget

Understand Bonus Plan

144. Prepare to SucceedEntrepreneur Attitude

Believe you will Succeed (You have everything you need)

Knowledge will give you Confidence

This is YOUR Business (Not a JOB)

In Business for Yourself but not BY YOURSELF

Continuing Education (Books, CDs, Functions)

Your ATTITUDE will determine Your ALTITUDE

154. Prepare to SucceedSet GoalsGET SMARTWhen Setting GoalsSpecific

Measurable

Action Plan

Realistic

Time Specific

Sounds complicated, but it really isnt. Were here to help so Mitchell1 Training uses the system best known by the acronym SMART. The SMART system is simple and down-to-earth, and gets the job done. We are going to show you how this system applies to sales in particular.

Now, each goal must be divided so that it meets the following criteria: S is for specific. Effective goals are well defined and focused. M is for measurable. State your goals in such a way that you can measure your progress. Goals without a measurable outcome is like a sports competition without a score board. Numbers are an essential part of sales. Include numbers in your goals so you can be sure youre on track. When youre working toward a goal, you will also need a measurable feedback system to determine whether youre succeeding or need to make adjustments. Feedback, if its correctly done, can be very encouraging and motivating. As an ISC I used the ACT program to keep track of my sales activities, and doing this contributed greatly to my success. Again, you must keep close tabs on your progress and respond accordingly. Also, its important to include feedback from yourself. Feel-good when youve done well. And be aware that negative self talk is just as demotivating as negative comments are from other people. A is for action. When youre setting sales goals, be sure you develop them from a strategic plan to specific actions that can be performed and evaluated. However, often sales people confuse the plan with the execution. Goals without action plans are just pretty words. Effective goal setting means defining objectives in practical, measurable terms. Once you know where you want to go and you feel confident you have the means to get there, then you can put it into action.

R is for realistic. Be careful not to set your goals too low or too high because in either case youll get poor results. So, some analyses is necessary here when considering what is attainable for you and at the same time satisfies your Mitchell1 sales target. You also need to identify the resources, time, and funds youll need to attain them. T is for time specific. Whether your goal is to increase commissions by 20% or to add 50 new clients, choose a timeframe to accomplish your goals. Just be sure to give yourself a reasonable time frame for achieving your goal. Divide your goal into weekly, monthly, or quarterly increments that allow you to build on your momentum. This will produce measurable, attainable, and short term goals to pursue.

164. Prepare to SucceedDress for SuccessYou ONLY have 1 Chance for a GOOD FIRST IMPRESSION

Clean Shaven

Dress 1 level above Prospect

Represent Yourself

Represent Mitchell 1

174. Prepare to SucceedUnderstand Budget

Review Daily, Weekly & Monthly Goals every Day

Review your Budget Daily

Adjust your Actions as needed to Succeed

Dont neglect Renewals (could be as much as 40% of income)

184. Prepare to SucceedUnderstand Bonus Plan

Can Make up for 10% + of your Income

Target your Budget plus $4700.00 every month

Must be at 95% in Total Quarterly Budget to Qualify1 of 3 Targets @ 100% 2%2 of 3 Targets @ 100% 4%3 of 3 Targets @ 100% 6%

Bonus AcceleratorExceeds Quarterly Sales Volume by $3000-$9000 2%Exceeds Quarterly Sales Volume by $9001-$14000 4%Exceeds Quarterly Sales Volume by $14001 or greater 6%

195. Work your Calendar If you FAIL TO PLAN / You should PLAN TO FAIL

Schedule Phone Calls

Schedule 10 Cold Calls per Day

Schedule Follow Ups

Schedule Presentations (normally done on the go)

Schedule Manager Trainings (1 hour per week for 4 weeks after Install)

Schedule Current Client Goodwill Visits

Work Geographically (work zip codes when possible)



Schedule Phone Calls

Schedule Presentations

Schedule Partner Meetings and Ride-A long's

If you want a better closing rate NO PHONE FOLLOW-UPS

It is much easier for a Prospect to Say No over the Phone


Schedule 10 Cold Calls per DaySchedule by Zip Codes

Use a map program to keep you efficient


Schedule Follow Ups

Go Back and see Prospect

Overcome ObjectionsI know how you feel, I had felt the same way but this is what I found.

Ask 3 questionsDo you see how this tool will make you $$$ ?Do you see how this tool will save you time ?Do you want to join the 40% of the shops that use this tool ?

ASK FOR ORDER !Be prepared with Contract already done !Is there any reason for us not to get started and Schedule your Installation and Personalized Training ?


Schedule Presentations

Know your calendar and be flexible to Schedule the $$ Making Appointments

Be Prepared to show all products at time of Appointment (Manager, Estimator, Repair, Social CRM & Bolt-On)

Show all whenever possible so that Prospect knows we have it when competition calls !

At Presentation ASK FOR ORDER3 Yes QuestionsASK FOR REFERRALsDont be afraid to tell prospect that you recently set up his competition down the street. (Fear that competition has more then him)


Schedule Manager Trainings

1st Week Schedule 3 hours Installation and Training Basic work flow and set up Partner Credentials and set up 2 canned jobs.ASK for REFERRALs

2nd Week Schedule 1 hour Review Invoices and HistoryGo over reports Teach Part Kits and more Canned Jobs ASK for REFERRALs

3rd Week Schedule 1 hourVerify System KnowledgeASK for REFERRALs

4th Week Schedule 15 minutesASK for REFERRALs


Schedule Current Client Goodwill Visits

Schedule 15 minute appointments

Give Support and talk about new products

Set Up with ProDemand and review with client

Validate everything going alright.

It is best to stop by at least once every 3 months

Shops will not buy if you only go by to SELL.

Renewals can count for as much as 40% of your income !

People Dont Care How Much You Know Until They Know How Much You Care !!!

276. Generate ReferralsCommunicate with Parts Partners ( OReilly, CARQUEST, Uni-Select )Have lunch with Outside Sales Reps and educate on our Products

Ride A long's with Parts Partners Schedule Parts Partners to Ride Along

Join ASA or other Auto Groups

Always ask Current Clients for Referral's (Offer Incentives)

Chamber of Commerce or Other Networking Groups

Set up Your Own Facebook Page

Send out Email Updates

287. Measure your Progress

297. Measure your Progress

30THANK YOU!!

REPAIRMANAGEMARKET

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How to be Successful