Zonehigh

Hi-Zone Intensive Program
for Breaking Sales Records

Friday 4 November 2011 (9am to 5pm)

Zone training is NOT sales skills training.

Knowing what to do and doing what is needed, require two entirely different skills. Knowing "what to do" is about gathering information and working out strategy – an intellectual exercise. "Doing it" is all about understanding how life and human beings work at their peak.

Discipline – the use of will power to force yourself and your sales team to do something works only for a while. Eventually your mind, body or spirit gives up, if will power and motivation alone is what is driving you forward. Working this way is effortful and a less than fulfilling experience. On top of that, it is NOT the most powerful way to work and produce sales results. Neither is it sustainable in the long term. Burn-out is a common price salespeople pay!

Zone training teaches salespeople, who already know the fundamentals of selling, how to enter the Zone by showing them how to remove the mental and emotional barriers that stop them from performing at their peak and achieving extraordinary sales results.

Success in Sales

Success in Sales is all about finding customers and keeping them happy.

There are three parts to finding customers:

1. Locating prospective customers
2. Discovering and solving their problems with your products and services
3. Keeping customers happy for repeat business & referrals

1. Locating Prospective Customers

The main reason sales budgets are not met in most organisations is because there is Not Enough Pro-active Prospecting taking place.

Even though there are many excuses given, it is usually the mental and emotional barriers that stop salespeople from pro-actively looking for new customers.

What stops you from pro-actively prospecting?

Potential Mental Barriers - the thoughts you believe

• I don’t have enough time to prospect
• People are too busy to take my call or to meet with me
• I did prospect and got no result – it’s disheartening
• They’re tire kickers and time wasters

Potential Emotional Barriers - how you feel when you believe those limiting thoughts

• Fear of rejection
• Feeling lethargic/de-motivated
• Feeling disillusioned

When these mental and emotional barriers are removed, you effortlessly move into prospecting and succeed beyond your wildest dreams as a salesperson - The only question is, how high can you fly?

2. Discovering and solving customer's problems with your products and services

Once you have located a prospective customer, it is now time to engage in effective exploration; thereby uncovering problems that they may have which you can solve using your products and services. Hence, adding great value to their business and their lives.

If there are any mental and emotional barriers about yourself, your potential customer or your products and services, it is not possible for you to be in an open state of NO expectations. These barriers will stop you from discerning the potential customer's true needs.

When these barriers are removed, it allows you to engage with your prospective customer with integrity, without any taint of manipulation, so that you can genuinely deliver value to them.

What stops you from discovering your potential customer's true needs?

Potential Mental Barriers - the thoughts you believe

• Having expectations (high or low) - they limit potential outcomes
• This sale better not tank like the last one did
• I missed last month’s target – I really NEED this sale

Potential Emotional Barriers - how you feel when you believe those limiting thoughts

• Fear of failure
• Fear of embarrassment
• Feeling desperate

When these mental and emotional barriers are removed, you step into a state of high integrity and genuine desire to be of service - the Zone. This allows you to effortless ask the most effective and relevant questions, so that you can add value to your potential customers and their business. This sets up the greatest potential for a positive win-win outcome for you and your prospective customer.

3. Keeping Customers Happy

Happy customers are the life blood of any organisation. They are the best source of business - either through repeat and expanded purchases or referrals to new business.

Most happy customers would be delighted to refer you to their contacts, but they are generally too busy to think about it and therefore need to be prompted to do so.

What stops you from asking for referrals?

Potential Mental Barriers - the thoughts you believe

• I don't want to waste other people's time
• People don't like being imposed upon
• If they wanted to give me referrals they'd do it without me having to ask
• I keep forgetting to ask
• It is not a priority - I don't have the time
• What would I say if they said no? It would spoil our relationship
• Referrals are a waste of time - they are not qualified
• I'll look desperate - like a loser

Potential Emotional Barriers - how you feel when you believe those limiting thoughts

• Fear of rejection
• Fear of embarrassment
• Feeling nervous and anxious

When these mental and emotional barriers are removed, you find yourself confidently asking for referrals without hesitation or expectation. Therefore, you are able to remain in a state of calm even if you occasionally don't get a referral.

Note: Do not assume that your customers are happy as long as they are not complaining. For you to receive referrals from happy customers, their level of satisfaction has to be very high indeed. In fact the level of service you provide will need to stand out from the crowd!

In the Zone

When salespeople step into the Zone, business happens spontaneously and sales success is effortless and sustainable. The only thing that stops sales people from tapping into this powerful state is lack of knowledge.

The Hi-Zone Intensive Program will provide you with the knowledge and tools you need to remove all mental and emotional barriers to success so that you can confidently work and live in the Zone both at work and at home.

You will discover the 3 core limiting beliefs that all other limiting beliefs are based on and debunk them. As this is integrated, you will find yourself Zoning high and being able to sustain this state for longer and longer periods of time.

In this amazing state of being you will achieve success in your sales career beyond your wildest dreams.

Testimonials

“By using the Zone tools daily for the past 12 months, my personal sales increased by 25% in a declining market, with less input and stress and my company also became the No. 1 office out of 43, for the first time. We’ve now put our whole sales team through The 12 month Zone Program which paid for itself within three months and continues to produce a great return on our investment. On top of the financial gains, Zone training has also engendered a more harmonious culture in our company – it has become an even become a nicer place to work for all of us.” Stephen Venn, Director, Brock Harcourts, Colonel Light Gardens

One month after starting The Zone Program, I wrote a record number of loans for the month of December 2008 (just after the sub-prime crisis hit in the United States) dispelling the myth that December is always a quiet month – In fact I tripled my personal best in sales that month! What was truly remarkable was that it just happened – I felt no pressure or stress to perform. Phil Richards, Finance manager, Acquired Home loans

As a person with a deeply ingrained mindset, I could not believe how easily I put into practice, the two Zone tools! It’s obvious that Zoning is for achievers. Since commencing The Zone program, I am attracting with no extra effort almost like magic, Big Brand, high spending corporate clients that are only too happy to do business with me and to invest in far greater quantities than ever before. Chris Carpenter, Chris Carpenter Motivational Services

Zone training exponentially changed the landscape of our business. We literally became client magnets overnight. We got to the point where we were attracting so much business with no effort that we virtually had to turn clients away! Ashley Knoote- Parke, Senior Partner, Tish ‘n enigma

Prior to Zone training my mind was full of chatter and far too many stories. It would make up stories as to why deals didn’t come through and why budgets were hard to achieve. My body was tense and there was a sense of urgency combined with fear. In the Zone, the previous desperation and fear has been replaced by a relaxed and peaceful disposition. My creativity is high and my sales budgets are met and exceeded. Deb McKenzie, Business Development Manager, Complete Office Supplies

Before I started The Zone Program I was listing 3-4 properties a month and thinking that I was busy. Nine months later, I’m listing and selling between 6-10 properties a month and looking for more. The boundaries I used to impose on myself are gone. Not only am I more profitable, I now have time to plan my business and enjoy time with my family. Andre Dantu, Ray White

Zone training proved to be a huge success. Not only were the benefits immediate and measurable, I believe the skills learnt will last a lifetime. After initially being a little sceptical, I am now a firm believer in the value of The Zone Program. Simon Norris, Sales Director, Club Financial Services

About Michelle Stanton, your Zone Facilitator - CEO, Zonehigh P/L

Michelle Stanton is a Zone expert, a professional speaker, a trainer and an executive coach. She is the author of The Timeless World – Debunk your Fears and Discover Heaven on Earth and “Selling in the Zone – Stress-free Success in Sales”

Michelle has tertiary qualifications in Science, Education and Marketing and has worked in sales and marketing management at ANZ Bank and ICI Australia. She is the immediate past President of the National Speakers Association of Australia in SA.

Some of Zonehigh’s Clients include:
DMG Radio, Advantage SA, Mission SA, Salmat, Peter Kittle Toyota, Adelaide Casino, Club Financial Services, Ray White Real Estate, Brock Harcourts, BBX, Wilson & Sandercock and Matthew Bode from the Adelaide Crows and Dean Brogan from Port Power.

To register for this program, please click the register button below.