SSLT Training – Webinar 7

December 14, 2017

Agenda

Setting the Stage

o Celebrations!!! o Plan for Today

Sales for a Successful Sanity School™ Training Practice

o About Sales o Coach Approach to Sales o Components of Sales Conversations o What Happens After Sanity School™ Live?

Final Assessments and Completion

o HW: “Holy Crap” Exercise Revisited o Final Video Assignment o Final Assessment

Closure / Q & A

Sales for Sanity School™ Trainers (Business Building part 3)

Exercise: What are your limiting beliefs around Sales?

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Define Sales?

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What is the relationship between Marketing and Sales?

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Sales as a Coaching Conversation

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a. Authenticity/Transparency

b. Listen Actively

• Focus on Level 2 and Level 3 listening

c. Unattached to Outcome ▪ Do not try to “get them to say yes”

d. Ask Permission to Offer Something

• “I’d like to tell you about the training program I’m teaching -- are you interested?”

e. Support Decision-Making

• What part about it sounds interesting to you?

Components of Sales Conversations (8 steps)

1. Take charge of the agenda

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2. Clarify the challenges

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3. Identify the Vision for Change (dream behind the complaint)

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4. Ask permission to invite

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5. Make the offer (invitation)

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o Connect them to what is possible - o Here's how I can help you. (focus on the benefits) o Tell them about the program o Wait for a response…. o Help them identify what they need to make the decision

6. Overcoming Obstacles

a. Handling Objections ______________________________________________________________________

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1. What’s getting in the way? o Money o payment plans and a money-back guarantee

2. Time

o Designed for busy parents

3. Uncertainty of the value o Thanks for your candor -- I appreciate your transparency

4. Not ready for change

o I guess it’s not a good fit for you -- I hate for you to miss it because I’d really like to see your family get some help to shift things

5. No connection

o I’m here for you and would be honored to have you in my class

6. Spouse/not able to make decision independently o Whose decision is it to make? o Offer to help prepare them for that conversation.

6. Overcoming Obstacles (continued)

b. Listening for “Checking out” ______________________________________________________________________

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Second guessing/Fear -- afraid it won’t work for me

Phrases for responding: • Hundreds have done it with great success • Are you afraid that you won’t do the work? • I have confidence you can do it • This class was designed for busy parents just like you • I’ve done it and have helped other mothers do it, too

Blame/Projecting -- husband, kids, school – circumstances -- Phrases for responding:

• All it takes is one parent to turn the ship • You can’t control what happens; you can control how you respond to what is going on • Take responsibility so you model that for your kids • Want to be able to say you did everything you could to set your child up for success?

Overwhelm -- Phrases for responding:

• Will it get less overwhelming if you wait? • What will happen if you wait 3/6 more months and do nothing to change? • This will give you a Tool Kit to keep you out of overwhelm

7. Closing a Sale

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• What’s the payoff of taking action? • What's the impact/cost of not doing anything? • What is your commitment level to making a change NOW?

8. Holding a Sale

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• Free gifts, newsletter, etc. • Access to you via email

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Partnering with ImpactADHD® and Each Other (before and after Sanity School™ Live)

• Using Social Media • Online Forum • Use of SS™ videos to work with parents privately (coaches/therapists) • Becoming an Affiliate • Referrals to other programs • SSLTs on ImpactADHD.com website • Outreach to professionals & Professional Courtesy • Mentor Coaching (free session use by March 31, 2018; coaching packages) • FYI: Available Freebies (when ready -- need to discuss)

▪ The Top 10 Ways to Stop Meltdowns In Their Tracks ▪ 10 Parenting Tips for School Success with Complex Kids ▪ Parents Guide to Motivating your Child ▪ 10 Tips to Calm & Confident Parenting (Morning Mania)

Final Homework Assignments:

1. Review the “Gaps” analysis from the 2 day training or the “Comprehensive Outline for SS”.

What are your current areas of strength?

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What are the areas you still want to focus on

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What are you going to do to enhance those areas of challenge?

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2. Videotape yourself delivering Module 1 of Sanity School™. You can deliver it directly to a camera, or to a small audience -- however it works best for you is fine.

3. Complete your SSLT Final Assessment 2017.

Sales Coaching Questions/Comments -- Be Amusing, Relatable, Inspiring

• I know I can help you get from A to B if you step in • How much is this resonating with you? • On a scale of 1-10, where are you in this decision? • If this opportunity in front of you resonates, why would you look for anything else? • What do you like about it? Not like? • Where do you tend to get stuck?. • This program can help you personally by... • What pisses me off is when parents are unhappy and kids are unempowered • The moment you say “yes, I’m ready to step up,” THEN I CAN really help you! • Do you have TOO MUCH GOING ON to just be going through the motions?

Other Tips:

• Get REALLY clear on their goals • Take “I understand” out of your vocabulary; instead, try: “I hear you, and with training

and support, you can move out of this place that feels so…. (stuck, overwhelming, frustrating).”

• Stand your ground for what you know this individual wants and what you have to offer to get them to where they want to be.

• “Wow. You sound really overwhelmed. Is that accurate? Let’s just take a pause. Why don’t you just get a piece of paper and write down what’s overwhelming you right now. Just take 30 seconds. Take a pause for yourself, and then let’s look at what’s overwhelming you and talk about that.”

• Always Bring them BACK to their DREAM

Models for Sales Conversations

Selling a Program during a Speaking Presentation:

1. WHIPLASH (“Disorienting Event”) 2. INSPIRE -- What’s possible 3. ME & YOU -- I’m just like you 4. THE ANSWER -- Parents are the missing link 5. CHOOSE ME/US (Us vs Them) 6. BACK IT UP -- Evidence 7. BENEFITS -- What they’ll get 8. INVITATION -- Sanity School™ Live 9. BURDEN ON SELLER -- Money back guarantee 10. CALL-TO-ACTION -- Join Sanity School™ Live 11. FUTURE TRUTHS -- Can you imagine a world where… 12. REPEAT CALL-TO-ACTION

Brian's triage formula:

1) What's your biggest struggle 2) What would change for you if that struggle went away 3) How committed are you to changing that struggle (0-10) 4) What makes you that committed?

Sample Social:

TWITTER: Sanity School for Parents of complex kids. What more to say? Confidence & Calm in just 6 classes with @ImpactADHD

https://ie114.isrefer.com/go/SanSchool/TouchstoneCoach/

Sanity School for Parents of kids with #ADHD. What more to say? Confidence & Calm in just 6 classes with @ImpactADHD https://ie114.isrefer.com/go/SanSchool/PlayDHD/

Get a Lifetime of Confidence & Calm for you and your child with #ADHD. Sign up for #SanitySchool with @ImpactADHD.

https://ie114.isrefer.com/go/SanSchool/TouchstoneCoach//

Get a Lifetime of Confidence & Calm for you and your complex child. Sign up for #SanitySchool with @ImpactADHD. https://ie114.isrefer.com/go/SanSchool/TouchstoneCoach/

FACEBOOK or LinkedIn: If you’re looking for some help managing life with your kids with #ADHD, here’s a terrific resource I recommend: Sanity School. You CAN find Confidence & Calm with @ImpactADHD.

https://ie114.isrefer.com/go/SanSchool/TouchstoneCoach/

Sanity School is enrolling now — for Parents of complex kids. What more do you need to know? In 6 classes, you can gain Confidence & Calm with @ImpactADHD

https://ie114.isrefer.com/go/SanSchool/TouchstoneCoach/

Dear NAME,

If you’re so inclined, we’d LOVE your help in spreading the word about Sanity School. Please use the posts below. If not, we understand and are just grateful for all you’ve done, to date, to help us help parents. We’ll be selling Sanity School through the start of the program (February 17), but the DISCOUNT is ONLY good through February 9! FAQs about Sanity School: We’ve boiled down our most crucial tools, techniques and strategies into a compact, 6-week course. The sessions are offered at multiple, convenient times. It’s the best of Elaine & Diane, in six easy steps! · 6 week telephone based training course with Elaine & Diane

· 6 classes (75 min) on how to take a “coach-approach” to parenting complex children

· Classes offered 2x/week LIVE, and recorded for later listening

· Private parents forum

· Journal/Workbook

· Additional “Parenting Lifeline” Q & A Calls

· Available at a special discounted rate through Monday of $247 (savings of $150 off original price of $397) Launch Update: So again, we want to say thanks for sharing and trusting us, and give you a little update on this launch. Here are a few salient points: 1. We have had over 2,000 parents raise their hand and say they are interested in what we have to offer…

2. It’s NOT JUST size that matters, here ;)! While some affiliates and partners had hundreds of people Opt-in for the webinar, SEVERAL only sent a handful of people. In fact, one affiliate got the award for: One affiliate, One click, One Opt-in, and One Sale! That’s a true testimonial to you ALL -- and proof that your community trusts you and wants to hear what you recommend. 3. It’s worth pointing out that at least 4 of the affiliates who promoted this event were also IN THE MIDDLE of their OWN LAUNCHES! It’s a great reminder that when we share opportunities with our tribes – it’s a value-added for everyone. With our help, people will find the support they need when they need it. In the end, it’s a win-win-win for everyone!

Truly, thanks again for the support, y’all – it’s so exciting to be able to reach parents who need the support, but haven’t met us, yet! Here’s to a fabulous 2018 for all! NAME